Tag Archive for: case-study-software-products

Callbox Gathered A 100+ Potential Customers for Intelligent Automation Leader’s Webinar

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. 

Insurance Tech Innovator Claimed “Insurance Made Easy” All over the US

The Client

Lines of Business
PaaS (Platform as a Service)
SaaS (Software as a Service)

The Client is a global leader in insurance technology, serving hundreds of carriers and agents, brokers, and other industry players in more than 30 countries.

The Challenge

The Client has been dedicated to insurtech innovation since its founding in 2000, and consecutively developed insurance platforms in the succeeding years: the world’s first browser/server based insurance core system suite, leading the advent and adoption of Java-based 3G insurance IT, and a cloud-native and microservices-based 4G insurance platform that provides a complete set of insurance APIs across an insurance policy’s full lifecycle.

In this campaign, the Client wanted to address the challenges that the property casualty insurance market is facing through its cloud-based solution that enables digital insurance and enterprise level core system insurance software.

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 run a lead generation program and promote the Client’s insurance platforms
  • Uncover opportunities for the Client’s digital insurance platform for the North American market
  • Book appointments with decision makers 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 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 buyer personas identified as the campaign’s primary targets were CIO, CTO, Product Manager, Claims Manager, Lead Technical Architect, Digital Officer, Underwriting Manager, Chief Operating Officer.
  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 & Appointment Setting campaign generated 88 Sales Qualified Leads, 68 Marketing Qualified Leads, 651 Profiled Contacts, and 1,485 Social Media Connections.

ERP Firm Propped Up with ABM Strategies, Gained High-converting Leads

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.

Global Digital Commerce Agency Attracts NY Customers with Callbox ABM

The Client

The Client is a global digital commerce company dedicated to empowering growth acceleration and maximizing ROI. It recreates business operations, building impactful solutions utilizing the latest eCommerce technologies.

Lines of Business
Consulting, Usability, eCommerce, Intelligence

The Challenge

The Client uses an iterative, dynamic, agile process that dramatically reduces time to market while increasing performance. These are small-scale changes that help keep their customers competitive and up-to-date without exceeding budgets, thus keeping them stay ahead of the competition.

However, today’s rapidly changing eCommerce landscape has prompted the Client with challenges in attracting and acquiring clients. SEO and social media may be the two widely used channels for this purpose, but tough market competition made them decide to outsource other marketing channels.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting 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, Regular Reporting and Product Knowledge

The Goals

  • The Callbox team was to promote the Client’s services to customers in the NY area and surrounding states
  • Reach out to target prospects via multiple channels to uncover pain points and upcoming needs
  • To set phone or web meetings with interested target customers 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 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 which consisted of detailed demographic and firmographic segmentations
  2. Buyer personas identified as the campaign’s primary targets were: CEO, CTO, COO, CXO, CMO, Ecommerce Founder, VP of Marketing, VP of Sales & Marketing, Marketing Head, Director of Marketing, Director of Marketing & Sales, Co-founder, Head of Digital Marketing, Head of E-commerce Store, Business Owners, President, VP of Digital Marketing, Business Managers, Social Media Manager, Marketing Manager, Digital Marketing Manager
  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 & Appointment Setting campaign delivered 62 Sales Qualified Leads, 234 Marketing Qualified Leads, and 1,084 Social Media Connections.

Billing Software Firm Logged More Leads with Callbox ABM Campaign

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.

Global CRM Scaled Up Market Reach Big Time with Callbox ABM Campaign

The Client

The Client is a service-first CRM company that builds software designed to improve customer relationships, with offices in 160 countries and territories, serving more than 160,000 customers worldwide.

The Challenge

The Client knows that for a business to be able to deliver exceptional service is to engage its customers based on their needs and buying habits. This is why they customize solutions for each target business type – enterprise, small and medium businesses, and startups.

In this campaign, the Client’s main objective is to widen its smb and enterprise markets in the APAC region, and had two locations in mind to start with, Singapore and Australia. All they needed was an outsourced lead generation company that could provide a database and a multi-channel marketing tool to perfectly roll out the program.

Among a list of marketing companies that the Client looked at, Callbox stood out as the most experienced, and presented the most cohesive prospecting approach.

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 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 to the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to profile the contact list using the Client’s campaign parameters
  • To engage prospects and uncover pain points and upcoming needs
  • Schedule appointments with qualified prospects who expressed interest with the Client’s CRM solutions
  • Qualify prospects into three categories:
  • SQL – Prospects who expressed interest in the Client’s solutions, and have current pain points, or upcoming needs, and agreed for an online meeting with a sales rep
  • LEAD COMPLETED – Prospects who don’t have immediate requirement, but agreed to be included in the Client’s mailing list to receive updates and be contacted in the coming months for possible opportunities
  • WEBINAR REGISTRATION – Prospects who agreed to attend the Client’s webinar

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 were Owner, Founder, Co-founder, Managing Director, Person-In-Charge of Marketing, Marketing Manager, IT Manager, Business Owner, Partners, CEO
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type

Results

Overall, the six-month ABM campaign produced a total of 63 Sales Qualified Leads, 516 Marketing Qualified Leads, 587 Webinar Registrations, and 1,146 Social Media Connections.

 

ICT Lead Caps App Upgrade for Channel Partner with Callbox ABM

The Client

The Client is a leading ICT products and services provider in the APAC region, with a network of more than 40,000 active channel partners across China, Thailand, Malaysia, Singapore, Indonesia, the Philippines, Cambodia and Myanmar, leading global names like Hewlett-Packard, Apple, Microsoft, Dell, Lenovo, IBM, Oracle and EMC.

Lines of Business
Enterprise Systems, IT Services, Distribution

The Challenge

The Client provides MNCs, local government and domestic companies a competitive edge over their peers by designing, installing and implementing IT infrastructure, a holistic service process which they efficiently carry out together with channel partners.

In the recent product upgrade of one of its channel partners, the Client launched a marketing campaign aimed to inform target customers about the upcoming changes, and to generate leads at the same time, and targeted to complete the project in three months.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Social Media and Mobile channels
  • Sales Enablement & Support that covered 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

  • Identity and pre-qualify target prospects or companies that have a need to purchase PC Devices/Office 2019 within 12 months time, and arrange a follow-up call for the Client
  • Inform both current and target customers about the end of support for Windows 7, office, and 2010
  • Promote Windows 10 Pro Modern PC Devices and Office 2019
  • Classify leads according to purchase timeline: Hot (0-3 months), Warm (4-6 months) and Cold (7-12 months)

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its 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 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 want the outbound campaign to engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Director/Manager, Owner, General Manager, Managing Director
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts.

Results

Overall, the Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 200 Marketing Qualified Leads, (81 Hot, 90 Warm, 29 Cold), and 263 Social Media Connections.

MSP’s 14-Month ABM Campaign Generated 700 Appointments

The Client

The Client is a leading provider of Managed B2B e-Commerce solutions that simplify integration, automate business processes, and enhance collaboration and visibility across global trading partners.

Lines of Business
Cloud Integration, Supply Chain Solutions

The Challenge

Prior to working with Callbox, the Client employed a number of lead generation companies in the hope to help them scale up the business. Unfortunately, much of the leads generated from those campaigns resulted in low conversion due to poor lead quality brought by lists with poorly verified contacts, and lack in probing efforts to uncover prospects’ needs.

The Client realized the extent of time and effort wasted on those campaigns, and decided to hold off all outsourcing plans for the moment. After getting quite a few interesting proposals from marketing agencies, the supply chain lead finally decided to, again, give it a try.

This time, they carefully schemed the campaign steps and objectives, and focused on a specific product.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that includes 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 team was to profile the contact list to ensure that all the information is accurate
  • Engage prospects via multiple channels, and offer the Client’s Order Management Solutions platform
  • Set appointments for the Client

The campaign was rolled out in two stages:

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 account
  3. Callbox built a list of target contacts 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 engage. The profiles consisted of detailed demographic and firmographic segmentations
  2. Buyer personas identified as the campaign’s primary targets were CIO, IT Manager, Senior Development Manager, PIC of the Software Development in the company
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

Overall, the fourteen-month ABM Lead Generation and Appointment Setting campaign delivered a total of 700 Sales Qualified Appointments and 150 Potential Leads

Software Healthcare Firm, Ready To Explore New Markets After Successful ABM Campaign

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.

MFA Security Firm Raced from Meetings to Proposals with Callbox ABM

The Client

The Client is a leading independent multi-factor authentication security provider, serving customers across the globe including banking, governments, and corporate enterprises. Its solution has evolved from a banking VPN centric product to a comprehensive SSO solution, which is SAML compliant and ADFS friendly.

The Challenge

The Client has been serving more than a million end-users through banks, organizations and enterprises for more than a decade, and distributes its multi-factor authentication solutions worldwide through business partners in North America, EMEA, and APAC. 

Despite its good standing, the Client aimed to scale the number of end-users in Australia and New Zealand through a holistic marketing approach, utilizing multiple outreach channels like voice, email, chat and social media.

Seeing the challenge on skills and tools in their in-house staff, the Client decided to outsource to expedite the project, but took a thorough screening process in choosing a lead generation company who can best provide their needs.

The Callbox Solution

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

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

The Goals

  • The Callbox team was to generate leads for the Client
  • Call and promote the Client’s products and services to generate interest, identify pain points or upcoming needs
  • To schedule meetings with potential clients – medium sized companies with 5M-50M revenue

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and relevant contacts.
  2. Callbox worked out 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 target relevant contacts for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were IT Manager/Director, IT Administrator, Network Security Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation & Appointment Setting campaign generated 66 Sales Qualified Leads, 90 Marketing Qualified Leads, and 93 Social Media Connections.

Strong is Not Enough. Startup SRM Firms Up with Callbox ABM Campaign

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.

Callbox ABM Campaign Delivered ICT Leader From Shaky Tech Deal

The Client

The Client is a global computer technology pioneer that develops, sells, repairs, and supports computers and related products and services. They empower countries, communities, customers and people to use technology solutions that help them do and achieve more.

The Challenge

The Client made history and proved its might in the technology industry when it completed a merger with one of the biggest data storage companies valued at approximately $60 billion. The deal was known to be the biggest tech deal ever, but several roadblocks delayed the project’s success, such as product redundancy, which impacted the Client’s business. It’s newly acquired partner is host to several subsidiaries that were meant to augment technology bases and scale the business, but the merger kicked off in a complex battleground, which resulted in customer anxiety. The Client decided to host a series of webinars to boost awareness among its target customers.

The Callbox Solution

Callbox designed a Webinar Event, and ABM Lead Generation campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Social Media, Web, and Webinar
  • 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 team was to invite participants to the Client’s series of events, which were to be conducted in different countries and schedules. 
  • To call attendees to generate interest to speak with the Client’s consultants about automation and data security.
  • To profile the database to keep it up to date and accurate.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers
  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 want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. The campaign’s primary targets were IT Manager, Network Security Manager, and Networking Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and contacts

Results

The Webinar gathered 360 RSVPs, and the ABM Lead Generation & Appointment Setting campaign resulted in 180 Sales Qualified Leads, 175 Follow ups, and 118 Requests for Information.