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Callbox Lead Generation Campaign Accelerated Market Success for SAAS Provider

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Callbox Lead Generation Campaign Accelerated Market Success for SAAS Provider


  • 77 SQLs

  • 25 Highly-convertible Leads Completed

  • 103 Qualified Prospects Requested for Information

  • 572 New Social Media Connections


  • Industry

    Software

  • Location

    CA, USA

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation & Appointment Setting

  • Target Location

    USA-wide

  • Target Industries

    Ecommerce companies / websites

  • Target Decision Makers

    Business Owners, Ecommerce Managers, IT Manager/Director, Chief Financial Officer, Finance Manager

The Client

The Client is an innovative web-based, for-profit company in America that allows application integration among end-users. They provide workflows that automate the use of web applications together or translate between APIs.

The Challenge

Ecommerce was already in existence when the Client found its place in the industry. The big guys were dominating the scene, enjoying the trend on software integration which businesses were rapidly adopting. Being new in the circle, their first few years in the market were a real struggle.

However, the multi-apps usage sprang issues like systems not syncing, strayed data and high cost of maintenance and developments to get several applications to work well together. The Client knew that they had the solutions to the problem, but what they needed was a tool that can help them massively get these solutions to the doorsteps of their targets in need.

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Callboxinc.com - B2B Lead Generation Company


EU Medical Training Leader Spanned Operations in the US Market with Callbox ABM Program

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The Client

The Client is a pioneer simulation-based medical education provider in Northern Europe and a major global supplier of virtual reality simulators for medical training centers for practice, validation and certification programs across learner types such as students, surgeons, and medical doctors.

The Challenge

The Client serves a broad range of customers in Europe and has kept a strong business relationship with everyone in their client base. Their LapSim and EndoSim programs have given surgeons a platform to acquire fundamental technical skills of keyhole surgery before performing any OR procedure.

However, as new and innovative programs for team or staffed training were launched, plans of expansion followed. The Client decided to bring their medical simulation expertise to the United States. As expected, the job was not easy and they had to start from scratch. Although they have collected much data about the US market and have initially reached out to some prospects, the Client thought they still needed some help as they lacked tools and strategies that would help them reach new targets in a new target location.

Callbox Successfully Backed Up Market Launch for Leading Software’s Recovery Platform, Resulting in a 2-Year Partnership

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Callbox Successfully Backed Up Market Launch for Leading Software’s Recovery Platform, Resulting in a 2-Year Partnership


  • 415 SQLs

  • 112 Highly-convertible leads completed

  • 167 Qualified Prospects Requested for Information


  • Industry

    IT, Software

  • Location

    FL, USA

  • Headquarters

    FL, USA

  • Campaign Type

    Appointment Setting

  • Target Location

    All over the US

  • Target Industries

    Manufacturing, Retail, Medical, Government (excluding Schools)

  • Target Decision Makers

    CIOs, IT Director, IT Managers, CFO, CEO, CIO; Purchasing

The Client

The Client is an IT leader in Tampa, Florida, providing innovative solutions to help companies adapt to the fluid nature of IT infrastructure. They specialize in automated PC repair, self-healing operating system repair, imaging, and secure hard drive wipe.

The Challenge

Shaving off time to market, leading customers and proving viability are few of the challenges that companies face when launching a new product.

When the Client launched its newly acquired platform from a company buy-out, they thought of finding, using better marketing tools and strategies that would keep them from facing conventional issues, and outsourcing a sales and marketing solutions provider was a clever idea.

They needed someone with valuable experience in B2B lead generation who has the right tools and channels to lead customers into their product. Callbox right-fitted the Client’s requirements.

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Callboxinc.com - B2B Lead Generation Company


Callbox Unleashed Sales Opportunities for Cloud ERP Leader

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Callbox Unleashed Sales Opportunities for Cloud ERP Leader


  • 43 Appointments Set

  • 37 Marketing-Qualified Leads

  • 5 Callbacks

  • 548 Social Media Connections


  • Industry

    IT, Software

  • Location

    Singapore

  • Headquarters

    CA, USA

  • Campaign Type

    Lead Generation and Appointment Setting

  • Target Location

    Singapore

  • Target Industries

    Wholesale / Distribution, Retail, eCommerce…

  • Target Decision Makers

    CEO, Managing Director, Financial Controller, CFO, Owner, Accountant

The Client

The Client is a pioneer cloud company that delivers business applications via the internet. They provide ERP and omnichannel commerce software to more than 20,000 customers in over 200 countries.

The Challenge

ERP enables organizations to collect, store, manage and interpret data from different business functions which enhances efficiency and facilitates error-free transactions. These promising benefits however, failed to attract businesses at first because the implementation process requires changes in existing business processes which may also disrupt business rules, data semantics, and decision centers.

Being fully aware of the market’s reaction to ERP, the Client came up with a holistic three-phase approach that comprised consulting, implementation and support. Moreover, they partnered with Callbox in order to best position the product’s value proposition to target customers.

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Callboxinc.com - B2B Lead Generation Company


Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company

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Callbox’s ABM Program Delivered 100+ Appointments To Pittsburgh-based Software Development Company


  • 111 Appointments Set

  • 29 Leads Completed

  • 63 Callbacks


  • Industry

    IT, Software

  • Location

    Pittsburgh, PA

  • Headquarters

    Pittsburgh, PA

  • Campaign Type

    Appointment Setting

  • Target Location

    Pennsylvania, Ohio, West Virginia

  • Target Industries

    All industries with $10M to $2B revenue, 10 to 499 employees, with 2 to 30+ PCs

  • Target Decision Makers

    CIO, IT Manager, SR Development Manager, PIC of the Software Development in the company

The Client

The Client is a Pittsburgh-based software development company, providing improvement, business integration, and business intelligence to a variety of businesses, local governments, non-profit organizations, and startups. They have the expertise to meet every client’s needs from mobile applications, web development, custom systems for startup ideas or simple consulting for upgrading systems.

The Challenge

The software development expert has been providing business intelligence and integration solutions since 2006. Since then, it has built a roster of happy clients and a large library of their success stories.

In 2016, the BI landscape transitioned into easy-to-use, fast, agile and trusted modern platforms and an uptick in cloud-based BI, which the client had to cope with. Along with the innovation, a change in the buyers’ purchase behavior was also seen. In order for the Client to keep up with internal upgrades while keeping their customer base on track and increasing, they decided to outsource their sales and marketing functions to Callbox.

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Callboxinc.com - B2B Lead Generation Company


Callbox Helped Decode Issues And Brought Significant Sales Uptick For 5-Star Cybersecurity Software Provider

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The Client

The Client is one of the trusted names in cybersecurity in the IT industry that offers endpoint security solutions. They are composed of teams of bold malware hunters, software engineers, and security industry veterans, and their innovative technology has been awarded six patents since inception.

The Challenge

Apart from expanding their market reach to neighboring nations, Malaysia and Hong Kong, the Client also needed to address some vague issues about their product.

The Client needed to educate their target customers further than their anti-malware tool does more than just removing known viruses, but can isolate and remove trojans, block or flag malware and detect threatening files and behaviours that are common in viruses.

Although news and updates about their products were regularly published via newsletters, and webinars and in-person events were held, the cybersecurity expert decided to look for a partner who can provide proven process and tools that could speed up information dissemination to target customers, as well as generate leads and appointments to grow their sales pipeline.

ABM-Focused Campaigns Double Sales Opportunities for Managed Cloud Firm

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The Client

The Client is an Austin, TX-based company that provides managed cloud solutions tailored for the security, middleware, and database needs of enterprise customers. The Client primarily targets organizations operating in industries with complex regulatory and compliance requirements.

The Challenge

The Client wanted to expand its market presence much closer to home with an intensified push for increased market share in over a dozen U.S. states.

Despite making some progress with their newly launched ABM program, The Client, understood that they need to scale up in order to make their funnel numbers work.

The company set three main goals that their partner marketing agency should help them achieve:

  1. Increase the quantity and quality of target accounts in all Tier 2 sub-segments
  2. Navigate each target account’s org chart to identify all relevant decision makers
  3. Initiate contact and set the stage for the Client’s reps to convert and close promising prospects

Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program

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Gym Software Firm Gets Pipeline in Shape After 3-Month Callbox Program


  • 66 Qualified Appointments

  • 549 Follow-Ups

  • 80 Request for Information


  • Industry

    Software

  • Location

    USA

  • Headquarters

    USA

  • Campaign Type

    Appointment Setting

  • Target Location

    USA and Canada

  • Target Industries

    Gyms, Fitness Facilities, Health Clubs, Wellness Centers

  • Target Decision Makers

    Fitness Club Owner, Fitness Center Manager, Fitness Director, Gym General Manager, Operations Manager, Assistant Manager

The Client

The Client develops and provides membership management software designed for fitness clubs and wellness centers. The company targets gym facilities of all sizes, as well as single-location and multi-site fitness chains throughout the United States and Canada.

The Challenge

The Client offers a very competitive fitness club management platform that handles operations, memberships, sales, and back office processes. But the market for this type of software in North America is also highly saturated, with more than 50 major vendors operating in the same segments as the Client.

The company approached Callbox to help execute the outbound portion of their marketing program. They already had a very effective digital marketing process in place, but was dragged down by chronic underperformance in their sales development efforts.

Internally, the Client generated around six sales meetings on average each month. As the number of new customers continued plateauing, the company wanted to at least double the opportunities entering their sales pipeline.

The Client understood that reaching this target would need substantial commitments in manpower and other resources. The new pipeline targets would require them to ramp up their direct outreach volumes and expand their marketing database. That was why they partnered with Callbox.

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Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

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Callboxinc.com - B2B Lead Generation Company


B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects

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B2B Mobile Marketplace Gets Clear Buying Signals from New Prospects


  • 73 Qualified Appointments

  • 116 Completed Leads

  • 11 Potential New Customers


  • Industry

    Software

  • Location

    Van Nuys, CA

  • Headquarters

    Van Nuys, CA

  • Campaign Type

    Appointment Setting

  • Target Location

    United States

  • Target Industries

    Food & Beverage, Retail Trade, Services

  • Target Decision Makers

    Owner, Restaurant Manager, Marketing Manager, General Manager

The Client

The Client is a CA-based software company that offers a cloud-based mobile e-commerce platform for various types of hospitality business establishments. The company sells to small- to medium-sized retail shops, food and drinking places, and other hospitality establishments across the United States.

The Challenge

The Client designs and develops an integrated digital marketplace that helps SMB operators of hospitality establishments to boost mobile visibility. Its primary app allows companies to attract foot traffic by improving their discoverability via local and mobile searches.

As a small and nimble player in the B2B digital marketplace vertical, the Client wants to move fast and maintain its growth momentum, especially now with the threat of new entrants looming over the horizon.

This led the company to adopt proactive growth hacking initiatives that combine both inbound and outbound marketing strategies. Recently, the Client decided to outsource most of its outbound prospecting operations, so that its in-house marketing team could focus on handling inbound leads and nurturing warm opportunities.

The Client was very clear about its requirements for an outsourced marketing partner. First, the provider needed to have adequate resources to cover a USA-wide campaign. Second, the agency must be able to support targeted outreach across the different segments the Client was looking to enter.

DOWNLOAD THE FULL STORY

Fill up our form below and you’ll be able to read in-depth strategies and tools that contributed to the campaign’s success based on the Client’s challenges and goals.

We keep any info you share with us private and confidential. For more on how we process and protect your data, please review Callbox’s Privacy Policy


Callboxinc.com - B2B Lead Generation Company


SaaS HR Firm Speeds Past 2.5x Sales Pipeline Growth with Callbox

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The Client

The Client is the Singapore office of a cloud-based HR software solutions provider headquartered in Japan. The company’s main offering is its on-demand, subscription-based time attendance software used by more than 9,500 companies and 600,000 users throughout Asia.

The Challenge

Building on the success of its cloud-based time attendance management solution, the Client recently rolled out a more internationalized version of its flagship product. As of February 2018, the current platform served 9,500 companies with over 600,000 users, mostly located in Japan.

To accelerate its customer acquisition initiatives, the Client sought to expand into several key Southeast Asian countries. But first, the company needed help with a key part of their customer acquisition strategy: direct outreach. The Client relied both on inbound and outbound marketing channels to capture and convert prospects, but they felt their outbound efforts could use a boost.

The Client decided to outsource their outbound activities instead of hiring full-time staff to handle prospecting, so that the company could assign their internal people into lead nurturing and lead conversion roles.

Callbox Boosts Event Turnout for Cloud Provider, Hands Over 1,000+ New Prospects

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CASE STUDY



Callbox Boosts Event Turnout for Cloud Provider, Hands Over 1,000+ New Prospects


THE CLIENT



Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-The-Client

HIGHLIGHTS
  • Carried out 3 successful event marketing campaigns for the Client
  • Generated 353 total registered event attendees
  • Added 1,050 new prospects to the Client’s pipeline

ABOUT
The Client is a San Francisco, CA-based software company that provides cloud computing solutions to enterprise and business users. The Client primarily offers an on-demand customer relationship management (CRM) platform, where subscribers store customer data, track sales opportunities, and collect customer insights.

The Client also develops other subscription-based solutions for meeting businesses’ needs throughout the customer life cycle, as well as provides a full suite of development integration services.

Founded in 1999, the Client now remains the clear leader in the CRM space with a 20% market share. As of 2017, The Client has around 30,100 employees across its global offices and annual revenues of more than $8.4 billion.


THE CHALLENGE



As a leading brand in the CRM market, the Client regularly organizes and hosts in-person events throughout different parts of the world. These tradeshows and conferences, including its annual flagship event, typically draw huge numbers of attendees and receive extensive media coverage.

For its Asia-Pacific calendar, the company had a series of live events lined up for 2017. These events—which were scheduled for January, April, and July—would showcase the Client’s insights on how top-performing marketers succeed with customer-centric strategies driven by digital tools.

The Client planned to host each of the events in both Singapore and Hong Kong, targeting CMOs, marketing directors, sales directors, marketing managers, and other persons in charge of marketing and sales at organizations based in the two cities. The three events included separate programs for SMB and mid-market/general business (MMGB) audiences.

The company partnered with Callbox after being introduced by one of Callbox’s long-time clients in the software space. The Client intended to add targeted, one-on-one outreach into the event promotion mix, and wanted to see how Callbox’s Call-to-Invite package would be able to help boost registrations for its January event.

The initial campaign’s results met the company’s expectations, and The Client decided to work with Callbox for the April and July live events.


THE CALLBOX SOLUTION



A Call-to-Invite campaign was planned for each of the three events. The three campaigns combined email outreach and live phone conversations to engage attendees and prospects throughout the event cycle.

STEP 1. LAYING DOWN THE GROUNDWORK

Prior to the start of each campaign, callbox closely worked with the Client to thoroughly prepare for the Call-to-Invite activities:

  1. Hand-picked and briefed the campaign team, which included calling agents and email specialists
  2. Created the Client’s account on Pipeline, Callbox’s lead management platform, and integrated The Client’s event partner Revolution 360 into the loop
  3. Developed the campaign collaterals, including email templates and call scripts which were reviewed by the Client
  4. Compiled the target list based on the Client’s ideal attendee profile (table below shows record counts for all three campaigns)

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-COUNT-A

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-COUNT-B

STEP 2. CONTACTING AND INVITING POTENTIAL ATTENDEES

The pre-event outreach cadence started one month prior to each scheduled conference. The Callbox team segmented potential attendees according to location (Singapore or Hong Kong), business size (SMB or MMGB), and target industry.

  1. Launched the pre-event cadence with initial email invites
  2. Followed up the initial emails with phone calls and another batch of targeted email send-outs
  3. Helped contacts complete the registration process
  4. Called up registered attendees two days before the event to confirm attendance

STEP 3. FOLLOWING UP AFTER THE EVENT

To maximize conversions, Callbox executed a post-event follow-up cadence after each conference.

  1. Sent a personalized thank-you email two days after the event
  2. Contacted attendees in order to screen them as qualified opportunities
  3. Reengaged registered attendees who were not able to attend as well as reached out to other contacts in the campaign

RESULTS



Going into each campaign, the Client focused on the number of registered attendees as the primary KPI to gauge the Call-to-Invite campaign’s success. The following table summarizes the number of registered attendees from the three campaigns:

Callbox-Boosts-Event-Turnout-for-Cloud-Provider-Hands-Over-1000-New-Prospects-RESULTS

In addition, the three campaigns also generated 1,050 new prospects for the Client. This consisted of 394 follow-ups and 656 requests for information.

The Client was very pleased with the results of the three Call-to-Invite campaigns. The first campaign exceeded their expectations that they increased the number of calling seats for the March-April and June-July campaigns. The company has also decided to continue partnering with Callbox for its upcoming Asia-Pacific events.


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B2C FinTech Startup All Set to Grow Active Users for Flagship App

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CASE STUDY



B2C FinTech Startup All Set to Grow Active Users for Flagship App


THE CLIENT



ABOUT
The Client is a pre Series A FinTech startup based in Singapore that provides a P2p remittance platform developed primarily for migrant workers in Singapore and Hong Kong. Its flagship app processes an average of $1 million in users’ money transfers to their home countries in Southeast Asia each month. The startup has so far raised $2.2 million in funding after three seed rounds.



TARGET INDUSTRIES
Consumers
TARGET PROSPECTS
Migrant Workers
TARGET AREAS
Singapore


THE CHALLENGE



With more FinTech startups joining Southeast Asia’s growing P2P remittance market, players in this space are turning to more proactive customer acquisition strategies to sustain their growth momentum.

Having secured $2.2 million in seed funding and handling more than $1 million in monthly remittance transactions, the Client seeks to expand the number of active users of its flagship app. Currently, the company’s online P2P money transfer platform caters mainly to migrant workers sending money to Southeast Asian countries such as the Philippines and Indonesia.

The company maintains an in-house database of prospects collected through its list-building initiatives and opt-in campaigns. But as the list steadily grew, the company’s sales team has only been able to convert only a small percentage of the prospects into sales opportunities.

The problem came down mainly to reps not being able to promptly follow up on enough leads, leaving a huge number of potential customers practically uncontacted. Plus, many of the prospects that got contacted turned out to be a poor fit with the company’s target customer profile.

It was clear the Client needed more manpower to handle the tasks of initially contacting and screening prospects. Accordingly, the company decided to outsource much of these activities to a third-party provider and let their reps focus on the final steps in the conversion process.

HIGHLIGHTS
  • Launched a successful, long-term pre-qualification and appointment setting project for a SG-based FinTech startup
  • Exceeded campaign targets in terms of booked sales appointments and completed leads handed off to the Client
  • Enriched and improved the quality of the Client’s marketing database through thorough data profiling
CAMPAIGN RESULTS

CS_FIN_B2C-FinTech-Startup-All-Set-to-Grow-Active-Users-for-Flagship-App-results


THE CALLBOX SOLUTION



The Client chose Callbox because of the latter’s experience in B2C financial services and its track record of implementing integrated phone and email outreach campaigns which closely matched the company’s specific requirements.

A plan was drawn up for a one-month campaign that would run each January or February to coincide with the company’s seasonal sales activity. As of writing, the project has completed two full months and is currently in its third. Each campaign involves three key steps:

Step 1: Profiling the Client’s in-house list

  • Callbox’s data research team checked and verified each record in the Client’s prospect list.
  • The list was thoroughly scrubbed, then duplicate and incomplete records were appropriately processed.
  • The first month’s list was exported into Callbox Pipeline, while the second month’s campaign exclusively used data in the Client’s own CRM.

Step 2: Pre-qualifying each contact

  • The team followed an outreach cadence that initiated contact with email touches and then engaged warm prospects through live phone conversations.
  • These interactions achieved the two-fold objective of deepening awareness of the Client’s offer and qualifying potential leads for the company’s reps.
  • The Client also gave Callbox access to its proprietary creditworthiness calculator to help the team identify which prospects qualified for their cash advance promo.

Step 3: Following up and nurturing leads

  • The campaign’s outreach cadence also included a sequence of additional email and phone touches to follow up and keep leads engaged.
  • Appointments were confirmed via phone call to ensure leads show up for their meeting with the Client’s reps.
  • The added touches also provided the Callbox team with more opportunities to gather crucial marketing intelligence about the prospects.

RESULTS



The project has now wrapped up a total of two campaign months, with the first campaign completed in January of 2017 and the second in February last year. Based on the KPIs specified by the Client at the outset, the project has so far produced very good results: 201 booked appointments and 67 completed leads.

The Callbox team was also able to profile 2,147 records from the Client’s in-house list and maintained response rates of 31% for phone calls and 17% for emails throughout the two campaigns.

The Client continues to partner with Callbox, and the project is about to launch its third full campaign month.


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