The Client

The Client is a software firm that has been providing Intelligent Automation solutions since 2009 to hundreds of clients including Fortune 500 enterprises, as well as small and medium businesses, and federal and government agencies. It is listed as a Washington Post Top Place to Work, and has received several awards including Appian North American Reseller of the Year Award.

The Challenge

The Client was on the lookout for a marketing company that can assist them in gathering attendees for their upcoming webinar. The event aims to introduce their products and services to a larger pool of audience in the US, mainly to educate potential customers on how to prepare and run, and successfully achieve a digital transformation journey.

The Callbox Solution

Callbox designed a Webinar and Account-Based Marketing Lead Generation and Appointment Setting campaign package which consisted of:

• Account-Based Multi-Channel Lead Management which engaged Voice, Email, Chat, Web, Social Media and Webinar
• Sales Enablement & Support that included Team Training, Account Setup, and Back Office Sales Support
• Tools & Subscriptions to Callbox Pipeline and Hubspot CRM
• Account Management supported by Strategy Building, Reporting, and Product Knowledge

The Goals

• The Callbox team was to gather registrations to the Client’s webinar
• To follow up the most responsive prospects, and simultaneously profile each account to keep the list updated and accurate
• Book meetings with interested prospects for the Client’s consultants

Below is the two-step campaign process:

Account Research and Selection

1. The Client specified their target industries, location, and relevant contacts
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
3. Callbox came up with a list of potential contacts to target, which was reviewed and approved by the Client

Account and Prospect Profiling

1. The Client provided profiles of the accounts that they want the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
2. Relevant contacts identified as the campaign’s primary targets were Director of Process Improvement BPM Manager, CEO, CFO, COO , CIO, IT Director, Manager of Applications Development, CFP, Procurement Officer
3. The master contact list was segmented based on target industries

Results

The campaign ran for six months. The Callbox team was able to gather 109 Registrations, 27 Sales Qualified Leads, 104 MQLS and 3,256 Social Media Connections. 

The Client

The Client is a full service ERP solutions provider that sold and supported Acumatica, MS Dynamics Suite and Deltek ERP solutions across North America. It merged with another software giant in 2018, and has been providing a range of IT and software services since then.

Lines of Business

Managed IT, Software Rescue, Cloud Solutions

The Challenge

The Client’s team is composed of ERP Specialists, Application Experts, and IT Experts that leverage technology-enabled solutions in solving every type of problem that businesses face. Supporting these groups of specialists is an in-house team of sales and marketing staff that does both prospecting and closing tasks.

However, the rapidly increasing market competition and changes in customer buying behavior abated the Client’s lead conversion process as more time was spent on prospecting over nurturing and converting leads.

The Client decided to address the challenge by augmenting their in-house efforts with more advanced outsourced strategies.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

• Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and Webinar
• Sales Enablement & Support which included Product Training, Account Setup, and Back Office Sales Support
• Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
• Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

• The Callbox team was to set up Web demos with qualified prospects for the Client’s consultants
• Make confirmation calls at least a day to 2 hours prior to the scheduled meeting
• Send introductory and follow-up emails to prospects
• Manage social media marketing

Below is the two-step campaign process:

Account Research and Selection

1. The Client specified their target industries, location, and decision makers
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
3. Callbox came up with a list of potential contacts to target, which was reviewed and approved by the Client

Account and Prospect Profiling

1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
2. Buyer personas identified as the campaign’s primary targets were President, CEO, Controller, CFO, Operations Manager, Vice President, C-level, Directors/Managers in Marketing, Sales, IT and Operations.
3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Client initially signed up for a six-month campaign. With the market potentials shown in the first campaign, the Client decided to sign another contract, concluding the ABM Lead Generation & Appointment Setting to 9 months.

In total, Callbox delivered 61 Sales Qualified Leads and 752 Marketing Qualified Leads.

The Client

The Client is a leading provider of subscription-based billing and real-time usage rating solutions, accelerating growth throughout the enterprise and communications marketplace. Their wide array of platforms lets them easily integrate with other packages such as SAP, Microsoft Dynamics, Netsuite, and Oracle.

Lines  of Business

Integration & Extensibility, Automation, Security, Privacy and Transparency, Analytics and Reporting

The Challenge

What most billing systems fail to provide is freedom to offer flexible billing options that reflect the actual amount of services that customers use. So, the Client built a subscription-based and usage-based billing platform to provide users with the agility they need to charge for any triggered event in the connected world.

In this campaign, the Client aims to widen its services across the globe by catering more customers who are looking for flexible billing options.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

• Account-Based Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, and Social Media
• Sales Enablement & Support that covered Team Training, Account Setup, and Back Office Sales Support
• Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
• Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

• The Callbox was to, initially, call attendees and exhibitors of one of the biggest IT conferences in the US
• Generate appointments for the Client’s sales representatives
• Manage the database and social media

Below is the two-step campaign process:

Account Research and Selection

1. The Client specified their target industries, location, and relevant contacts.
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
2. Identified as the campaign’s primary targets: Director of Billing, CTO, VP Finance, Product Manager, C-suite, IT Director/Manager, General Manager, Operations Director, Sales & Marketing Heads, Business Development Manager, Controller
3. The master contact list was segmented based on these personas, and was further grouped according to industry type. 

Results

The six-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 124 Sales Qualified Leads, 3619 Marketing Qualified Leads, and 628 Social Media Connections.

The Client

The Client is a software healthcare company that provides innovative ambulatory practices that address today’s complex healthcare landscape, and offers robust solutions that encourage efficiency improvement through workflow optimization, seamless care coordination, fast and accurate documentation, allowing more face time with patients and increased revenue opportunity through network intelligence and practices.

Lines of Business
Medical Billing Management, Electronic Health Records, Patient Engagement, Virtual Medicine

The Challenge

The Client built a cloud-based suite of services that integrates EHR, medical billing management, and patient engagement capabilities, and combined this powerful technology with expert services and data-driven insights to address the challenge faced by physicians on overwhelming paperworks.

So, they set out a marketing campaign to massively promote the software to target users in the US. But, the bulk of tasks that the project requires, and the need for multiple outreach channels to be used to efficiently roll out the project prompted the Client to outsource to third-party lead generation providers.

The Callbox Solution

Based on the Client’s needs, Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

• Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media and Webinar
• Sales Enablement & Support that provided Training, Account Setup and Back Office Sales Support
• Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRM
• Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

• The goal was for the Callbox team to generate new leads and set phone appointments for the Client’s sales representatives with interested prospects
• Promote brand awareness and build more connection on social media
• Profile the database

The campaign involved two key steps:

Account Research and Selection

1. The Client specified target industries, location and relevant contacts
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

1. The Client provided buyer persona profiles of the prospects that they wanted to engage which consisted of detailed demographic and firmographic segmentations.
2. Relevant contacts designated as the campaign’s primary targets:Office Manager, Practice Manager, Office Administrator, Physicians (Person responsible for their practice management software)
3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type.

Results

The six-month ABM Lead Generation campaign produced 66 Sales Qualified Leads and 338 Social Media Connections.

The Client

The Client is a SaaS SRM, payments and events platform for charities, providing Supporter Management, Payment Processing, Event Pages and Ticketing, Digital Auctions & Raffles, Online Marketing Tools, Powerful Analytics, APIs, and Donation & Appeal Pages.

The Challenge

The Client’s goal is to make it easier and more affordable for users to capture and manage supporters, run fundraising events, take secure payments, engage supporters seamlessly, and ensure to work seamlessly with other platforms that already add value to this sector. 

By being able to achieve this goal in their day-to-day operations helps the Client to rapidly grow into a leading Charity and Non For Profit (NFP) Supporter Management Platform provider in Australia. 

Despite gaining market strength, it still sees opportunities for growth which were programmed to work through partnerships, and outsourced lead generation campaigns.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

• Account-Based Multi-Channel Lead Management which included Voice, Email, Webinar, Chat, Web, and Social Media
• Sales Enablement & Support that provided Team Training, Account Setup, and Back Office Sales Support
• Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRM
• Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

• The Callbox team was to use an Account-based Marketing approach to expand the Client’s data stack.
• To generate leads and set office or online demo appointments between the Client’s sales team and interested prospects. 

The campaign involved two key steps:

Account Research and Selection

1. The Client specified their target industries, location, and decision makers.
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
2. The campaign’s target prospects were Head of Fundraising and Head of IT.
3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the thirteen-month ABM Lead Generation and Appointment Setting campaign generated 413 Sales Qualified Leads and 2 Marketing Qualified Leads.

The Client initially signed up for a single-seat campaign, but with the good results that the Callbox team delivered during the first five months, they doubled the seats on the next two months, and eventually tripled in the succeeding months.