case-study-software-products Archives - Callboxinc.com

IT Security Provider Taps into APAC Markets with Callbox Campaign

January 16, 2018/in /by Guest

CASE STUDY

IT Security Provider Taps into APAC Markets with Callbox Campaign

THE CLIENT

ABOUT
The Client is the China office of a U.S.-based company that provides security identity solutions. Its products include authentication and credential management appliances, biometric authentication solutions, card printers, smart card-based credentials, controllers, contactless credential encoders, OEM-embedded modules, and RFID tags.

TARGET INDUSTRIES
AU: Leisure, Gym, Health and Fitness Clubs, Sports Clubs, Membership Organizations
Ph: BPO and Manufacturing

THE CHALLENGE

The Client is looking to capture a huge part of the growing demand for smart cards and personal identification applications in the APAC region. In particular, the company aims to grow sales of its card printers/encoders and its ID card design software suite.

In line with this, the Client’s strategy calls for targeting organizations that issue cards to employees or members in order to position its solutions as an alternative to legacy systems or other secure identity brands. The value proposition for its products and services revolves around flexibility, scalability, reliability, security, and affordability.

Currently, the Client focuses on two key markets: Australia and the Philippines. Its target companies in Australia include golf clubs, yacht clubs, sailing clubs, football clubs, rugby clubs, and other organizations with regular members. For the Philippines, the Client wants to reach out to manufacturing and BPO companies.

This year, the Client has been moving more toward outsourcing marketing activities in the awareness stage of its sales funnel. The company wants its in-house team to concentrate on nurturing and following up opportunities, while letting a third-party agency do much of the prospecting and lead generation heavy-lifting.

Aside from delivering cost savings and productivity gains, the Client requires its marketing partner to have deep familiarity with its target markets and must be able to effectively communicate its value proposition.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Carried out a uccessful appointment setting campaign for a leading IT security company
• Met all campaign objectives by the end of the project
• Delivered highly-qualified sales opportunities and actionable marketing intelligence

THE CALLBOX SOLUTION

The Client selected Callbox after a thorough evaluation process, citing Callbox’s proven track record of successfully managing campaigns for complex-sale IT products in the APAC region.Representatives from the Client and Callbox then hammered out a campaign plan whose main goal was to engage prospects via live phone conversations enhanced with email and other channels. The primary focus of each touch point was to sell the benefits of the Client’s secure card printer/encoder and ID personalization uite in order to book an appointment with a rep from the Client.

Appointment-Setting

1. Callbox prepared the contact list based on the Client’s specifications for each target market (Australia and the Philippines). The Client then approved the list before starting the campaign.

2. The Callbox team drafted separate call scripts for each target vertical (using relevant points from the Client’s value proposition). The scripts were sent to the Client for review.

3. Agents contacted prospects on the approved list. Prospects who agreed to a face-to-face meeting were tagged as qualified appointments or sales- qualified leads (SQLs), while those who showed interest by accepting a free whitepaper were tagged as completed leads or marketing-qualified leads (MQLs).

RESULTS

The campaign ran for 3 months and generated a total of 11 qualified appointments (SQLs) and 104 completed leads (MQLs). The bulk of these appointments and leads were produced during the latter half of the campaign, since much of the first half was spent warming up prospects and collecting additional information.

In addition to leads and appointments, the campaign also gathered vital marketing intelligence for the Client. The Callbox team uncovered which security identity brands were in use, prospects’ feedback on these brands, and reasons for sticking with the status quo.

Since the 11 appointments handed off by the Callbox team are highly qualified sales opportunities, the Client believes it can convert 70% to 80% (8 or 9) of these SQLs into customers within the next three months.

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Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader

July 26, 2017/in /by Guest

CASE STUDY

Thrice in a Row: Callbox Boosts Event
Attendance Rates for CRM Market Leader

THE CLIENT

ABOUT
The Client is the Asia-Pacific unit of a USA-based cloud computing company that provides CRM solutions to business and enterprise customers. Its main product line is its suite of on-demand, cloud-based CRM platform
available to users on a subscription basis. The Client also offers a number of other cloud-enabled tools for customer service and support as well as for sales team collaboration.

THE CHALLENGE

With its reputation as a key mover in the CRM software space, the Client regularly organizes a number of annual conferences and events aimed at customers, vendors, developers, IT professionals, and industry thought leaders throughout various locations around the world. These are typically high-profile events that generate attendance figures that average in the thousands, as well as receive considerable media coverage particularly from the tech press.

While many of the Client’s conferences fulfill both branding and PR objectives, there is also a more tangible marketing (and overall business) goal that underlies most of the company’s events: to attract more people into its far-reaching ecosystem.

Among the events lined up for 2017 are three sets of conferences scheduled for January, April, and July. All three events are set to take place in Hong Kong and Singapore, showcasing insights on Asian business innovation and customer experience.

The three events’ target audience consists primarily of decision-makers who deal with marketing technology in some way at small- to medium-sized Hong Kong- and Singapore-based companies. The target attendees mostly come from technology-intensive industries such as manufacturing, financial services, professional services, retail, and healthcare.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched three successful call-to-invite campaigns for CRM market leader
• Exceeded targets consistently in all three campaigns
• Improved event attendance rates and potential conversions

THE CALLBOX SOLUTION

Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.

• Since the Client wanted to ramp up registrations a month prior to each event, it allowed the Client to obtain immediate response from its target attendees and gain additional information to help improve preparations.
• Call-to-invite campaigns provided a way to quickly and accurately qualify likely attendees based on the parameters set by the Client, especially given the tight timetables associated with the events.
• This also enabled multiple outreach opportunities, such as follow-up and confirmation calls.

The call-to-invite campaigns included the following main activities:

• Callbox put together the list of target attendees to be contacted based on the Client’s specifications, as well as prepared the campaign’s call scripts. These were reviewed and approved by the Client.
• Contacts who expressed interest to attend the event and completed the registration via the registration link were tagged as qualified
attendees (RSVP). These were forwarded to the Client’s team on a daily basis.
• In addition to outbound phone-based qualification, Callbox also helped other interested prospects complete the registration process by
assisting them through the submission procedure. Agents also managed the information send-outs for prospects who want to first receive the invites.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

RESULTS

Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.Each of the three call-to-invite campaigns ran for 22 days and was aunched a month prior to the respective event. Hong Kong and Singapore prospects were simultaneously contacted in all three campaigns. The below table summarizes the results from each campaign:

table

Taken together, the three call-to-invite campaigns were able to produce a total of 353 confirmed RSVPs for the three sets of events. Using a benchmark conversion rate of 11% to 20% (based on industry averages), the Client can potentially generate between 39 to 71 new customers from attendees at the three events that registered via the call-to-invite campaigns.

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Callbox Mines a Shimmering Success For Jewelry ERP

May 5, 2017/in /by Guest

CASE STUDY

Callbox Mines a Shimmering Success

For Jewelry ERP

THE CLIENT

ABOUT
A B2B marketing specialist that fuses digital and calling strategies to drive revenue for clients worldwide through high-end marketing services.

TARGET PROSPECTS
All relating to retail, wholesale, and manufacturing of gold and other precious metals, diamond and other precious stones

TARGET PROSPECTS
• Shareholders
• Managing Director
• CEO
• CFO
• IT Manager
• Accountants

THE CHALLENGE

The Client started providing technology and business solutions more than a couple of decades ago, and has acquired a weighty database of customers despite some challenges encountered. In 2014, the technology solutions leader launched an ERP software for jewelries that would provide reports that are useful in increasing business profitability. However, the target market was quite conservative – the kind who doesn’t easily believe and engage in software solutions for business advancement and prefer to do business the old way. That was one big challenge for the Client which urged them to outsource their lead generation campaign to Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Utilized Callbox’s Multi-Channel Lead Generation Program
• Utilized Pipeline Lead Nurture Tool
• Won Over Elusive Target Prospects

RESULTS AND RETURN ON INVESTMENT

The initial campaign generated only 3 leads but the Client wasn’t surprised at all of the result as they knew that a jewelry software is all new to the target market. They considered the campaign as testing the market.

In 2016, the Client reconvened with the Callbox team to run another round of campaign despite the market’s indifference to the product. Callbox still maximized its multi-channel lead generation, utilizing the Pipeline Lead Nurture Tool using the same campaign process as of the initial campaign.The two-period campaign showed erratic trend results: Month 1 with 5 appointments, month 2 with 10, month 3 with 8.

The 4th month (start of the 2nd period), spiked to 12 appointments but the 5th month decreased to 6, and went up again to 10 appointments on the 6th month and finaled at 3 appointments on the the 7th month.

The ups and downs of lead results was one carousel ride but the Client probed into the matter and concluded that the target market has become quite welcoming of the product now as compared to 2015. The two campaign periods generated a total of 40 appointments, an average of 20 appointments per campaign period, which is an improvement over the Client’s own campaign from previous years.

As the target market slowly accepted the fact that the jewelry ERP could have a place in their business, the Client again launched another campaign in 2017. The first month generated 18 appointments and the 2nd month concluded with 10.

A total of 85 leads were generated by the Callbox team for the jewelry ERP provider, 51 (60%) of which were converted into proposals, potential additional revenue for the Client valued at $612,000.00.

THE CALLBOX SOLUTION

Customer-Profiling

1.Callbox validated the contact information in the database by sending initial emails with overview on the jewelry ERP software.

2.Prospects’ active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3.Invalid emails like bounces and other contact details were updated upon speaking with the prospect.

Appointment-Setting

1. Active contacts were prioritized for calling.

2. Agents followed a careful process in the call flow: they had to speak in the clearest manner as target prospects were mostly seniors who are less interested with the new technology and must verify all contact information first before introducing the ERP software.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. Prospects who were not ready to discuss yet were sent follow-up emails.

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Callbox Concluded Success for Digital Marketing Analytics Leader

May 3, 2017/in /by Guest

CASE STUDY

Callbox Concluded Success for
Digital Marketing Analytics Leader

THE CLIENT

ABOUT
The Client is a leading digital marketing analytics (business intelligence) company that collects, filters, analyzes and aggregates data from social media, forums and other online locations.

THE CHALLENGE

Social media has become a way of life, thus getting people to sit down and talk about social media analytics may be a less interesting topic, but this group of millennial entrepreneurs whose minds are packed with fresh innovative ideas weren’t shaken and took the challenge. The target of 36 leads was quite high for a three-month project run with only two in-house staff to do all the marketing tasks, but the Client remained unruffled despite time constraints as outsourcing a lead generation provider was originally part of the marketing plan. The last thing that awaited resolution was “who” to employ.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Utilized Pipeline Lead Nurture Tool and Multi-Channel Marketing Program
• Exceeded Targets
• Well- managed Campaign and Sanitized Database

THE CALLBOX SOLUTION

The 1st week of the campaign saw the bulk of the initial touch points made by the Callbox reps as they set about establishing contact with the prospects, as evidenced by the number of email opens and contacts profiled.

As trust and a rapport began to build between Callbox and the prospects, 10 appointments were generated towards the end of the first 4 weeks, while 15 were generated between the 5th and 8th weeks, and more came in as the campaign progressed – 19 in between the 9th and 12th weeks.

Appointment-Setting

1. Apart from calling to set appointments for the Client, Callbox also profiled the contact list through verification of information with the prospect himself.

2. During the calls, Callbox shared an overview of the social media analytics platform and helped the prospect identify his business needs via probing questions.

3. This allowed Callbox to gain the prospect’s trust on the Client’s behalf and generate interest in the Client’s products, and eventually, quality appointments.

Email-Marketing

1. The Callbox team utilized the Pipeline Lead Nurture Tool to send initial emails containing information about Social Media Analytics.

2. Follow-up emails with information on the specific social media platform which the prospect is concerned with were sent after the agent has
spoken with the prospect.

3. Final emails were also sent to both prospects who wanted more information about the business intelligence platforms and those who agreed to a meeting.

Customer-Profiling

1. The Pipeline Lead Nurture Tool was also used to profile the contact list. Based on the sendout results, Callbox was able to identify and filter active contacts from inactive ones.

2. Invalid emails (bounces) were replaced and contact information (name, address, phone numbers, social media accounts) of prospects was updated.

3. Active responses by prospects like Opened Email, Clicked Link and Visited Website were tracked in real time and were set as follow-ups, and were profiled as to how the Callbox team would be able to reach them (call, email, mobile or social media).

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B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

March 2, 2017/in /by Guest

The Client

Industry: Software
Location: USA
Headquarters: USA

The Client is a B2B marketing specialist that offers major marketing solutions all over the United States of America and worldwide. They fuse digital and calling strategies to drive revenue for their clients through high-end marketing services.

They stand on a mission to help their clients achieve full business growth through creativity, technology and strategic vision to become an organization that draws, develops and retains exceptional relationships.

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: All Over US
Industries: All Industry

The Challenge

From a simple telemarketing service 12 years ago, the Client’s business spawned into a broad range of marketing solutions like List-To-Lead Management, Content and Digital Marketing, Automation, and Web Services which includes Social Media Management.

However, not surprisingly, along with the big time expansion arose the need to increase the number of target clients – a large database of qualified prospects who have the need of the Client’s expanded services. Although the Client promptly addressed the need for a beefy database, a handful of related issues came up which seemed too much for the Client and its telemarketing team to handle: due to the extensive number of targets in the database to be called, productivity went against time so the information shared was somehow incomplete which resulted to low call quality and revenue. The Client decided to look for other options as the lead flow in the sales funnel seemed like jelly pearls passing through a large straw from a tumbler of winter melon iced tea – very few and flimsy.

The facts:

The Client’s callers used to make 80 calls/agent/day until the database was expanded and the daily target was raised to 140/caller/day, which came as a challenge, averaging only at 150/agent/day.
Number of leads generated averaged at 3/caller/day but went down to just 1/agent/day, a drastic decline of 60%.
Call quality rated average was 85 but slipped to 76.5, down by 10%
Campaigns closed averaged at 7/month, decreased to 4/month, revenue down by 50%

The Callbox Solution

Prior to the Appointment Setting program, Callbox and the Client agreed to sanitize the database via Customer Profiling. Customer Profiling is part and parcel of Callbox’s holistic campaign management. Moreover, Callbox takes full responsibility in managing the database by cleansing and profiling the contacts before, during and until the campaign ends.

Data Cleansing – all contacts on the database are called to confirm every piece of business information
Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox not only prides itself with more than a decade of sales and marketing experience and world-class service to its clients worldwide but for the proprietary technologies it has incepted like the Multi-Channel Lead Generation Program which has benefited numerous clients.

The Client thought of taking things one at a time and start the project as new – unloading their quite ambitious goal of going big at a snap in such a short period of time (3 months) and instead embrace a new set of strategies like the SMART Calling technology from Callbox which catalyzed their goals into success.

The campaign flow:

The Callbox team sent out flyers to the profiled contacts via the Pipeline Lead Nurture Tool. Opened emails, clicked links and downloads were tracked real-time and were followed up by callers at a certain time.
During the follow-up call, the agent must first be able to get the prospect to agree to receive the Client’s business eBook which contains a comprehensive information about their products and services. After which, the caller should set an appointment at the prospect’s most convenient way and time.
To ensure accuracy in the program, the Callbox team sent out calendar invites to prospects who agreed for appointment and a reminder to all those who agreed to receive the eBook.

The Results

The Callbox team averaged at 180 calls/agent/day (16% increase from the Client’s 150 average a day)
Leads generated averaged at 4/agent/day (25% increase from the 3/agent/day)
Call quality scores improved to 90 (15% hike from the 76.5)
After the campaign period, deals closed averaged at 10/month (30% increase from 7/month), raising the Client’s monthly revenue to potentially $200,000 or more

While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

Callbox: Bridge to Global Market for Improved Code Review Tool

November 3, 2016/0 Comments/in Case Study, IT Products and Services /by Guest

The Client

Industry: Software
Location: United Kingdom
Headquarters: United Kingdom

The Client is a group of Business Intelligence, Data Warehousing and Data Integration experts, providing consulting and implementation solutions to numerous enterprise clients in the areas of Data Architecture, Data Modelling and ETL. They also provide consulting services relating to Reporting, Development, Modularized Solutions and Change Management.

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: USA, Europe, Middle East
Industry: Companies Using Informatica, Datastage, ODI

Prospects:

CTO/CIO/Sr. VP/VP/Director/Manager – Data Warehouse
CTO/CIO/Sr. VP/VP/Director/Manager – Business Intelligence
CTO/CIO/Sr. VP/VP/Director/Manager – Data Engineering
CTO/CIO/Sr. VP/VP/Director/Manager – Data Quality/Governance
Informatica Tech Lead
Informatica Architect
Informatica Administrator
Architect
Solution Architect
Data Warehouse Manager

The Challenge

The Client required a software license to complete product development, Their product, being a tool developed for Informatica PowerCenter, required the Client to team up with informatica users to obtain substantial information about the facets of the product’s development and come up with best practices.

The challenge was to “gain stronger and larger presence in the global market”. In order to achieve this, the Client needed access to Informatica users to help earn credibility and to increase trials for the software.

The Callbox Solution

Callbox’s Multi-Touch, Multi-Channel Lead Generation Program was all set to drive success for the Client. At the initial campaign term and even in succeeding terms, Callbox rolled out a Customer Profiling program to make the most out of the Appointment Setting campaign.

Customer Profiling

Initial email copies were sent to email addresses via the Pipeline Lead Nurture Tool

to validate the activeness of the contacts. The said email copies contained CTAs like links to the Client’s website, query boxes and downloadable questionnaires. All actions taken by prospects and email replies were tracked in real time.

Appointment Setting

Replies and actions were monitored by the Callbox team and were set as follow-ups. in order to appropriately profile the contacts, the agent first verified information details followed by the required probing questions that focused on companies who are current Informatica Users for their code review tool and later on expanded to companies who also use ODI (Oracle Data Integrator) and IBM Data Stage code review tool.

The feedback from these users were properly noted and to in order to help the users carry out the best of the tools, the agent set for them appointments with the Client’s demo specialists to discuss with them some how to’s and DIY’s.

The Results

The initial term generated 35 appointments for web demo, the second term brought in 29 appointments and the third term rolled out 31 appointments, a total of 95 web demos.

Callbox bridged communication between the Client and its target market. The information that were dished out of the current Informatica users were substantial to the improvement of the tool and has earned them a higher credibility from their customers. On top of that, the three term-campaign that Callbox initially ran for them has allowed them to establish a larger and stronger presence in the global market.

As of the writing of this case study, the Client is still engaged with Callbox for yet another campaign term.

HR Market Leader Wins It All Back and More with Callbox

October 25, 2016/0 Comments/in /by Guest

The Client

Industry: Human Resources
Location: New Zealand
Headquarters: New Zealand

The Client is a market leading designer and developer of payroll software in New Zealand since 1983.

Campaign Type: Lead Generation

Campaign Target Criteria

Location: New Zealand
Industry: All industries with 20 – 200 employees

The Challenge

The Client prides itself with a 33-year experience in providing over 10,000 customers with low cost, simple and very effective payroll solutions. However, this market dominion was somewhat threatened when payroll system providers in New Zealand offered the same or similar packages on software functionalities like Auditing, Templates, Tracking Capabilities, Costing Statistics, Pay History, Contributions and Help Desk Support, which deflated the Client’s huge number of customer database by 20%.

The competitors were seen to be quite aggressive in generating more customers, so the Client decided to combat the move by undertaking feisty initiatives like outsourcing a lead generation company who would help them look for new customers and win back those they’ve lost.

The Callbox Solution

Callbox’s multi-channel marketing program was designed to help clients maximize the full potential of a well-profiled and managed database to get them in front of their target prospects with the right message, at the right time.

In the said campaign, the Client required the Callbox team to generate leads using two different approaches for lost customers and new targets. The generated leads were differentiated into two categories, and from which the Client customized their solution/offers:

Prospects (new targets) who agreed to speak with the Client’s representative to discuss about the product /solution and its benefits

Approach:

This type of target customers were sent initial email copies that contained FAQs about their pain points like Holiday Pays, Leave Rates calculations, etc. As soon as the prospect opened the email or took action like clicked the Client’s website or accessed any link in the email, which were tracked real-time by the Callbox team, the contact was then scheduled in the Callbox PIpeline to be called by the agent and set for an office, online demo or phone appointment with the Client’s specialists.

Lost customers who agreed to speak again with the Client’s specialists and were interested to know about new offers

Approach:

For winback customers, the initial email copies included cost- and time-saving offers from the Client such as systems upgrade at the same package cost, restructured payment schemes and a sample comparative script of how their old service would look like upon return. A day after the initial copies were sent out, whether or not the prospect had opened or taken any action on the email or not, the agent made follow-up calls to those targets and set them for office, online demo or phone appointments with the Client’s specialists.

In addition, the agent incorporated a customer profiling activity during follow-up calls which made the database more accurate by updating contact information like the prospect’s name, company name and address, contact numbers, email addresses and social media accounts.

The Results

The Callbox team generated a total of 84 Leads: 11 Office and 35 Phone Appointments and 38 Online Demonstration Bookings which were all part of the 2,343 Positive Contacts that included warm follow-ups. Out of the 84 Leads, 38 (40%) were winback customers.

Callbox’s multi-channel marketing platform was effectively utilized for the payroll leader’s lead generation campaign and which realized their goals to win back lost customers and acquire new ones worth nurturing.

Callbox’s Three-Step Tactic To Success for Marketing Consulting Specialist

May 18, 2016/in /by Guest

Callbox’s Three-Step Tactic To Success for Marketing Consulting Specialist

Product/Service: IT and Software Event Marketing Solutions

Campaign Type: Call-to-Invite, Email Marketing

A Malaysia-based Marketing Consulting Agency grew a reputation having run several successful events for world-renowned companies like Intel, Microsoft, Bosch, Castrol, and Disney Channel. Instead of being complacent, it set the bar higher: expand and provide quality service to multinational IT and software companies. Callbox was happy to help it realize its modest ambition.

Knowing Callbox has a wealth of experience in events marketing campaigns, the client entrusted it in providing a substantial and well profiled database in order to gather as many interested prospects as possible
Callbox then came up with a multi-channel marketing campaign for the Client and used its Pipeline Lead Nurture Tool to create a seamless workflow for the team to give the client the best advantage

Learn more about how much time and resources the Client saved with the help of the Callbox Pipeline Lead Nurture Tool.

Callbox Takes Systems Integrator Leader From “Test” To “Trust”

April 20, 2016/in Case Study, Software Products /by Guest

The Client

Industry: Business Management
Location: USA
Headquarters: USA

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: Entire US
Industries: B2B Trading with AR US$100M to 2B

Summary

The Client is a leading provider of Cloud Integration and Supply Chain Integration Solutions. The services they provide help businesses simplify integration, automate processes and improve collaboration and visibility to global trading partners.

Originally founded in 2005 as a B2B-focused consulting firm, they later evolved, acquired and developed key technologies to address the growing needs of collaboration in businesses worldwide.

The Challenge

Despite working with some providers whom the Client relied on in getting new business, finding interested companies to engage with their services for the long term was a challenge. The Client figured out that the issue was rooted in two causes:

Contacts that weren’t fully profiled. Most of their current customers may not be the best candidates to maximize the whole range of collaboration solutions the Client has to offer and sign on with the Client for longer contract periods.
Lack of probing efforts to uncover the need from prospects like, which integration solutions would best fit to integrate and automate their business processes.

With the hope to find key solutions to the problem, the Client searched for another marketing provider – a lead generation/appointment setting company who can provide them with a list of accurate contacts and quality appointments with interested prospects who have the need for cloud integration and supply chain solution services, and who would most likely keep a long-term engagement with them.

The Solution

Past experiences with providers who delivered less qualified appointments have made the Client become quite skeptical about what Callbox’s multi-channel marketing campaign program can do to better their current business status. For them, the first 3-month campaign term they signed up was a “test”, but for Callbox, as always, it was a “commitment”.

In order to address the Client’s challenges on contact accuracy and quality of appointments, the team carried out their best effort to profile and update each contact information with each call, and took the opportunity to ask prospects appropriate probing questions to uncover business needs. These were significant factors in generating high converting appointments.

To make these processes continuously run throughout the whole campaign period, the Callbox team employed the Callbox Pipeline Lead Nurture Tool which efficiently automated tasks that streamlined the workflow:

Contact profiling was efficiently processed through the Lead Nurture Tool’s list cleansing feature, by automatically sending invalid contacts to support lists for the research team to wash and update.
Custom emails were automatically sent to prospects in a scheduled manner. The actions taken by prospects like clicking a website or submitting a form, sent real time alerts to the caller to promptly respond or call them.

The Callbox Pipeline Lead Nurture Tool was vital in keeping the calling list accurate throughout the whole campaign duration, and broadened the chance for the caller to reach the right prospects at the right time, when they are most available to talk, thus resulting to a very impressive turnover at each end term:

1st term (3 months) – 49 appointments (4 seats)
2nd term (5 months) – 94 appointments (4seats)
3rd term (3 months) – 197 appointments
4th term (3months) – 360 appointments

“Another good one, good fit. Keep em coming. A little small, but they have the need for sure.”

“I’m happy with the leads for these past couple of days. Just had a call with (company) earlier and it was a very good call. Good job!”

“Another good call. Sending an initial proposal over now”

“There was a great improvement on the quality of the leads for the past couple of months.”

The Benefits

With Callbox’s skillful profiling methods, the Client now keeps a well-profiled list of contacts – customers who fully require collaborative commerce solutions; and through intensive probing, the team was able to uncover business needs. This has helped the Client tailor the best solutions for customers and get them to sign up for longer term contracts.

The Callbox multi-channel marketing campaign delivered a total of 700 appointments over a period of 14 months. Approximately 25% or 175 of these leads agreed to receive proposals and with a close ratio of 12%, the Client stands to gain a total of $1.3M worth of incremental revenue from Callbox-generated leads.

Currently, they are actively nurturing over 150 leads, and anticipating further success in the coming year.

The Client greatly acknowledges Callbox’s best efforts to unleash their business potentials and achieve their goals.

“It has allowed us to focus on what we do best instead of cold calling or generating lists. Callbox is very efficient in these areas and has economies of scale that we simply cannot produce on our own.”
A well-profiled contact list, high converting qualified appointments, upscaled sales revenue and long-term business engagements – all these have reversed the Client’s skeptical view on Callbox’s Multi-Channel Marketing Program from a mere “test” into a “trustful” business partnership.

Callbox Multi-Channel Marketing Program and Marketing Automation Platform: Partnering for 33% Sales Increase in Sydney IP Services

March 28, 2016/in Software Products /by Guest

Callbox’s Multi-Channel Marketing Program and Marketing Automation Platform: Partnering for 33% Sales Increase in Sydney IP Services

Product/Service: Internet Protocol Services
Campaign Type: Appointment Setting

An Australian-owned cloud, data center and connectivity provider operating in five of the Commonwealth’s six states has been facing an uphill battle acquiring new customers, especially its Sydney operations. To make things worse, its in-house sales and marketing departments were not equipped with the best tactics and tools to improve their bottom line. Soon, it came to Callbox for effective marketing solutions.

To achieve a significant increase in lead generation, Callbox employed its multi-channel marketing program together with the Callbox Pipeline.
Two months and three huge multinational deals later, the client saw its sales grow by 33%.
For a job well-done, the client referred Callbox to its sister company. Everybody wins.

Dying to know how Callbox managed to leave the client in awe, and consequently earned a referral? Read on.

Callbox and the Quartered Success of The File Transfer Expert

October 9, 2015/in /by Guest

The Client

Industry: File Transfer Appliance
Location: Singapore
Headquarters: Germany

A group of file transfer software experts from Germany founded this File Transfer Appliance Company in 1996 which later spanned to France and Singapore in 2007.

The company stands on a mission to offer the latest Hardware Technologies coupled with the leading Software Solutions as “Plug-and-Play” appliances designed for security problems and compliance tasks.

Target Criteria

Location: Singapore & Malaysia

Industries: Oil & Gas, Architecture firms, Precision Engineering firms, Property Developers, Advertising Media or Graphic Design Houses, Large Manufacturing companies, Government-linked companies, Lawyers, Health, Pharmaceutical companies, and Building and Construction.

Annual Turnover: More than SG$ 2 Million

Employee Size: More than 20

Target Contacts: Directors, Business Owners, IT Managers, Person in Charge of IT

The target criteria have remained the same since the campaign started running until the last month.

Campaign Type : Lead Generation

Summary

The campaign’s initial run in April 2011 mainly focused on the Singapore market. The client preferred to cater to companies that send out big files. These are companies that have worldwide presence and do site-to-site file sending, or those that require file-sharing with their resellers or customers.

The initial campaign production delivered 19 leads. Such number was instrumental to the client’s positive decision to renew for another campaign that was even more impressive with 34 leads. Since then, the team continuously worked on for the lead generation campaign. The number of leads fluctuated but nevertheless quality was maintained at its best. The following campaign period brought in 28 leads with positive contacts at 63%, the next with 26 leads at 50% positive contacts, followed by another month with 35 leads at 71% positive contacts, and proceeded to another renewal month with 14 leads at 71% positive contacts and the last month with 23 leads at 76% positive contacts.

As the Singapore database was close to being exhausted, Callbox proposed to the client to divert its focus to other countries. In 2012, Malaysia came into the picture and kicked off with 30 leads in the 1st run, and went on alternately running MY and SG markets for the rest of the campaign period, with 18-20 leads per month, renewing contract after contract of 3 or 6 months, until the final leg in May 2015.

Challenges Encountered

Quality vs. Quantity

The campaign required the Callbox team more effort compared with the other campaigns. The leads that were passed were strictly qualified based on the set criteria, which were subjected to the client’s scrutiny and approval.

Database Use

The 4-year run made the most of its target database of contacts. Towards the end of the last 2 months of the campaign, both the Malaysia and Singapore databases went all in, as both target markets have been saturated, yet the campaign was still able to produce 18 leads at the least.

What A Difference It Has Made

This is one of the most successful and longest running campaigns in Callbox. But how was this huge success achieved?

The client truthfully engaged himself with the campaign by sharing full product knowledge with the team by conducting a thorough training on the product specifications, features and usage benefits.

The Callbox team had a first-hand experience of the product as they were able to practically navigate its interface which helped the calling agent efficiently position the offer to the prospects. These best practices also made the leaders effectively coach the caller on the challenges encountered in the calls, making them able to easily address issues that arise from day to day calling.

All available resources in Callbox were utilized.

Calling, sending of emails and other marketing resources like the social media were substantial to the exceptional results of the campaign.

Definitely, this campaign has made history with Callbox.

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