Pages

Enterprise Messaging Provider Hit High Notes with ABM Lead Generation

/in /by

The Client

The Client started as a software consulting firm back in 1994, and after a series of product expansion and telecommunications network partnerships, they have evolved into a global leading Communications Platform as a Service (CPaaS), providing enterprise messaging solutions across industries.

The Challenge

The outsourced marketing providers that the Client worked with in the past came short of strategies and tools needed to capture the right target audience which resulted in minimal number of leads and low conversion rate. What the client was looking for were solid leads – prospects that have a need for reliable messaging solutions and are highly interested to speak with the Client for further discussion.

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, chat and social media.
  • Sales Enablement & Support that provides training, setup and back office sales support.
  • Tools & Subscriptions and utilization of the Callbox Pipeline and HubSpot CRMs.
  • Account Management which is composed of strategy building, reporting and product knowledge.

The goals were for the Callbox team to introduce the Client’s cloud-based enterprise messaging platform to potential prospects and subsequently arrange face-to-face meetings for an exploratory discussion with the Client’s BDMs.

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 decision maker profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. DMs that were identified as the campaign’s primary targets were: Head of Marketing, Customer Service, Internet Banking for FSI (Banks), Head of IT, Operations Manager, Marketing Manager for Insurance and Investment industries; and Business Owners for small organizations
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The campaign is currently running and has so far delivered 16 Sales Appointments, 328 MQLs and 291 Social Media connections.

Callbox Lead Generation Powers Up Software Startup

/in /by

The Client

The Client is a software development startup, serving clients from different verticals across the globe, building Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions.

The Challenge

The Client aims to provide a progressive and wide range of quality skills and services to facilitate end to end solutions for different IT needs. In order to fully achieve this goal, they looked for other marketing strategies that they can use to reach out more prospects that have a need for any of their services.

The Callbox Solution

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

  • Account-Based Multi-Channel Lead Management which utilized voice, email, chat, social media and mobile.
  • Sales Enablement & Support including training, setup and back office sales support.
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs.
  • Account Management which includes strategy building, reporting and product knowledge.

The Callbox team was to call prospects who were interested to know more or have a requirement for any of the product offerings of the Client, and agreed to speak with a specialist via phone or office meeting for a product demo.

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. allbox 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: CEO, Managing Director, CIO, CTO, IT Director/Managers
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 97 Sales Appointments, 6.62% Email Open Rate, 144 MQLs and 122 Social Media Connections.

Engineering & Industrial Software Lead Successfully Launched New Ops Portfolio with Callbox

/in /by

The Client

The Client is a Florida-based global leader in engineering and industrial software development that drives digital transformation across the whole asset and operations life cycle of capital-intensive industries, serving more than 16,000 customers around the globe with its engineering, planning and operations, asset performance and monitoring and control solutions.

The Challenge

As part of its digital transportation journey, the Client recently released a full supervisory control and data acquisition portfolio designed to deliver a new cloud and mobile experience driving collaboration and frictionless workflow. The project will address the increasing demand from their customers for flexibility and agility to collaborate seamlessly with their technology deployments.

To augment the project launch, the Client opted to outsource lead generation and appointment setting services from Callbox which helped them focus on other important tasks that paved the way to the successful launch of their new offerings.

The Callbox Solution

Callbox designed a standard Lead Generation and Appointment Setting program for the Client which included Account-Based Multi-Channel Lead Management, Sales Enablement & Support and Tools and Subscriptions and Account Management services.

The campaign goal was for the Callbox team to generate leads and set appointments for the Client’s sales consultants, utilizing voice, email, web, chat, mobile and social media channels.

The campaign was rolled out in two stages:

Account Research and Selection

  1. The Client specified their 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 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 engage. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were CIO, It Manager, SR 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 six-month lead generation and appointment setting campaign delivered a total of 71 Appointments Set, 23 Follow-ups, 29 Leads Completed, 34 Requests for more information, 63 Callbacks and 273 Social Media connections.

Callbox Printed Out Two Successful Lead Generation & Appointment Setting Campaigns for Digital Printing & Business Solutions Leader

/in /by

The Client

The Client started as a digital printing firm for the embellished products industry like screen, embroidery and promotional who later evolved into one of the most trusted business software solutions providers in the region. Their products range from business management software, online proofing, digital printing, self-service order management, and e-Commerce solutions.

The Challenge

Prior to becoming a full business solutions provider, the Client was a digital printing expert who was eager to explore every opportunity they can find that can help them grow, and one of those was working with Callbox which helped increase their customer base.

However, as product and service demand rapidly expanded, communication, information, and reports were hard to catch up which eventually affected scheduling, shipping, and other key business functionalities. Because of this, the Client thought to create a custom business management software solutions to not only address their needs but also to help other digital and screen printers and embroidery and apparel companies.

The Callbox Solution

Callbox ran two separate campaigns for the Client. The first was to offer digital screen, embroidery, and promotional printing services. Three months later, the Client signed up for another six-month campaign to offer its business software solutions. Callbox closely worked with the Client and tailored two lead generation and appointment setting campaigns which each composed of three work phases:

Account Research and Selection

  1. The Client specified target industries, company size, and decision makers.
  2. Callbox further improved the Client’s ideal customer profile (ICP) which served as a basis for identifying which contacts best qualify.
  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 they wanted the outbound campaign to engage which consisted of detailed demographic and firmographic segmentations.
  2. Most qualified companies were those with a need for business management software, online proofing, digital printing, self-service order management, and e-Commerce solutions.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were reached out via phone, email and social media
  2. All qualified prospects were nurtured to maximize engagement and responses.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

The first campaign produced a total of 125 appointments, 82 MQLs and 676 social media connections.

The second campaign scored 77 appointments, 66 MQLs and 502 social media connections.

Callbox’s ABM Lead Generation Program Delivered Global Managed Communications Technology Leader’s New Branding to SG Market

/in /by

The Client

The Client is a managed communications technology leader that delivers hybrid networking, security solutions and cloud connectivity to their global customers. They continue to strive to deliver the best connection in the networked world which made them a constant recipient of different excellence awards for operational, innovation and certification achievements in their years of existence.

The Challenge

Change brings opportunities, but may also cause challenges as complexity in the process, more decision makers to deal with, more risks and higher demands from customers arise in the business. But, the Client was swift to find possible solutions to these issues by partnering with a marketing firm that can clearly send their message to their target market which would result in exceptional customer experience.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting marketing campaign for the Client which involved voice, email, and social media channels in reaching and engaging prospects. The proposal was closed in a two-term lead generation and appointment setting campaign program.

The goal was for the Callbox team to generate leads based on the Client’s target specifications and set office meetings with qualified decision makers who are interested to speak with the Client’s consultants. The campaign involved three key steps:

Account Research and Selection

  1. The Client specified their 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 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 engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets: IT Director, CTO, CIO, Desktop Manager, IT Security Manager, Security Architect, CISO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation and Appointment Setting campaign produced a total of 86 appointments, 36 follow-ups, 57 requests for more information and 542 LinkedIn connections.

Callbox Accomplished Smooth Application Transition for Global IT Distribution Leader

/in /by

The Client

The Client is a huge distribution firm of IT products and supply chain, serving businesses around the globe for more than 30 years with its vast infrastructure mainly focusing on cloud, mobility, technology lifecycle supply chain and relevant technology solutions.

The Challenge

The Client has a broad customer and partner base that seemed to be set in stone, but such did not exempt them from experiencing financial slides. The major shakeout was a business disruption due to application transition to replace aging legacy systems in the APAC region. The Client dispatched hundreds of system integrators who conducted consultation meetings with prospects, and hired Callbox as their marketing arm to set meetings between their consultants and customers.

The Callbox Solution

Callbox ran a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign for the Client. The campaign was closed in a two-term contract which utilized voice, email and social media channels, which ensured a smooth transition for the IT distribution leader.

The campaign objective was for the Callbox team to generate potential leads and set appointments between the Client’s system integrators and prospects who are open to transition within a six-month timeframe.

Below is the three-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. Buyer personas were identified as the campaign’s primary targets: CIO, CTO, CEO, CFO, IT Director/Manager.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the two-term ABM Lead Generation and Appointment Setting campaign produced a total of 72 appointments,232 MQLs and 546 social media connections.

US Network Performance Management Leader Conquers the APAC Market

/in /by

The Client

The Client is a network performance management software leader that empowers organizations to monitor and manage the performance of their IT environments regardless of type, size and complexity.

The Challenge

The Client was already an established provider of a range of software solutions to a large number of high-profile companies in the US when it decided to enter the Asia Pacific market, and chose to establish its regional office in Singapore.

In order to build a strong and extensive customer base, they looked for a marketing partner who could work out an effective marketing strategy for them and who could ensure target customers that their solutions are effective, reliable and efficient. Someone who is familiar with the APAC market and has rich experience in generating leads. Callbox.

The Callbox Solution

Callbox designed a multi-touch, multi-channel account-based marketing lead generation and appointment setting campaign for the network performance management leader. The campaign was closed in a two-term contract which utilized voice, email and social media channels, which opened doors in the APAC region to the Client.

The campaign objective was for the Callbox team to generate potential leads and set appointments with interested prospects based on the Client’s target specifications – target decision makers who expressed the need for network performance monitoring, network configuration management, database performance analysis and web performance monitoring.

Below is the three-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. Buyer personas were identified as the campaign’s primary targets: IT Manager, IT Director, CIO, CTO, Municipal Commissioners.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the two-term ABM Lead Generation and Appointment Setting campaign produced a total of 45 face-to-face appointments, 15 phone appointments, 105 requests for information, 98 for follow-ups, 41 for callback, and 561 social media connections.

Appointment Setting Success for Case Management Software Highflier

/in /by

The Client

The Client has more than a decade of experience in providing easy-to-use web-based case management and tracking system to federal, state and local organizations in the USA. Since its inception in 2003, it has steadily grown and became a trusted software for investigative pursuits.

The Challenge

The case management software expert gained recognition as among the 500 fastest growing startups for 5 straight years which gave them the opportunity to attract more customers. However, as industry competition heightened and the time to market pressed on, their customary course of engagement with potential customers could hardly carry out their goals anymore.

In order to keep up in the competition and prevent possible impact on customer acquisition, customer retention, ROI and a host of other factors, the Client decided to outsource some of its marketing functions. And among the list of firms, they were considering to handle their lead generation campaign, Callbox came out to be their best choice.

The Callbox Solution

Based on the Client’s requirements, Callbox designed an account-based management lead generation and appointment setting campaign. It was packed in a two-term deal which composed of three work phases:

Account Research and Selection

  1. The Client wanted to target municipalities that were either currently evaluating or open to evaluating within a six-month timeframe, and must have a budget in place or open to pricing proposals.
  2. The target account specifications were further detailed into prospects with a need for an upgrade or purchase for a case management application.
  3. Callbox accomplished the target account list from its in-house database.

Account and Prospect Profiling

  1. The Client’s specific decision makers: Mayors, Municipal Commissioners, IT Director/Consultant.
  2. Most qualified accounts are those that have a need and a test budget.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on their needs, evaluation and purchase timeframe, and budget.
  2. All qualified prospects were nurtured via phone, email, and LinkedIn to maximize engagement and response.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

Overall, the two-term ABM lead generation and appointment setting campaign produced a total of 56 sales appointments, 257 MQLs and 576 new social media connections.

Callbox Lead Generation Raised Performance and Profitability for Hong Kong Software Leader in Singapore and Malaysia

/in /by

The Client

The Client provides quality enterprise planning solutions that are custom-made for the Asian market. They offer wide built-in analytics which enables customers to maximize revenue and margins and drive productivity throughout the organization and supply chain.

The Challenge

With a wide coverage of service throughout the Asian region, The Client has become one of the strongest pillars of the software industry, targeting midsize companies and midsize divisions of corporations with ERP software for manufacturing and distribution companies as its focus.

It aims to reduce the costs of software implementation and operation, and improve user experience to become more intuitive and productive. And in order to achieve their targets, they wanted to add more users to boost revenues.

The software leader’s roadmap to success was to collaborate with other business sectors to help them reach their target customers.

  • Focus on high-value accounts and identify target companies in the manufacturing and distribution industries.
  • Identify relevant decision makers in each target account which includes IT Manager/Director, Chief Financial Officer, Finance Manager.
  • Contact and qualify the target decision makers based on the Client’s specified criteria, and set appointments.

The Callbox Solution

Callbox closely worked with the Client and tailored a campaign suited to their needs. A six-month term appointment setting and lead generation campaign was closed which composed the following three work phases:

Callbox closely worked with the Client and tailored a campaign suited to their needs. A six-month term appointment setting and lead generation campaign was closed which composed the following three work phases:

Account Research and Selection

  1. Qualified accounts must have a budget in place, the person in authority must express a need for upgrade and timeframe.
  2. The target account specifications were further detailed into prospects with a need for ERP modules specifically financial management.
  3. Callbox accomplished the target account list using an in-house database.

Account and Prospect Profiling

  1. The Client pointed out four buyer personas or authorities: evaluator, influencer, recommender, approving-authority
  2. Most qualified companies are those with a test budget of at least USD100,000; or, no budget, but currently evaluating.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on budget, authority, need, and timeframe.
  2. All qualified prospects were nurtured via phone, email and social media paths to maximize engagement and responses.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

The six-month Appointment Setting and Lead Generation campaign produced a total of 60 appointments (sales-qualified leads), 37 leads completed (highly convertible leads that require further nurturing), 87 requested for more information (qualified prospects who need more time to review) and 546 social media connections.

Callbox Lead Generation Campaign Accelerated Market Success for SaaS Provider

/in /by

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.

The Callbox Solution

Callbox closely worked with the Client and tailored a campaign suited according to their requirements. A two-term lead generation campaign was closed which composed three work phases:

Account Research and Selection

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

  1. The Client wanted to target companies that were either currently evaluating or within a six month period, and has in place or projected budget for the upgrade.
  2. The target account specifications were further detailed into prospects with a need for a SAAS based solution.
  3. Callbox accomplished the target account list using an in-house database.

Account and Prospect Profiling

With its award-winning lead generation expertise, Callbox was well-positioned to help the client meet the two main challenges brought on by its recent rebranding program. In a nutshell, the lead generation activities of the campaign included:

  1. The Client pointed decision makers: Business Owners, Ecommerce Managers, IT Manager/Director, Chief Financial Officer, Finance Manager
  2. Most qualified companies are those with a test budget and currently evaluating.
  3. Profiled records were submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Prospective buyers were contacted based on the need, timeframe, and budget.
  2. All qualified prospects were nurtured via phone, email, and LinkedIn to maximize engagement and response.
  3. Each nurture path set for every qualified prospect was carried out in multiple touches, with automated engagement and one-on-one interaction combined.

Results

Overall, the two-term Appointment Setting campaign produced a total of 77 appointments (sales-qualified leads), 128 marketing-qualified leads and 572 new social media connections.

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

/in /by

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.

The Callbox Solution

Callbox customized a multi-touch, multi-channel account-based marketing campaign for the Client. It’s a marketing package of voice, email, and LinkedIn which helped realize the Client’s goals. They signed a two-term proposal for appointment setting and lead generation programs.

The Callbox team was to generate leads based on the Client’s target specifications and set face to face meetings with qualified decision makers who were interested to have their team or organization undergo training. The campaign involved three key steps:

Account Research and Selection

  1. The Client specified their 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 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 engage in. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets: Chief Medical Officer, Chief Clinical Officer, Chief Experience Officer, Directors, Administrators, Managers, Purchasing Leads, Office Managers
  3. The master contact list was segmented based on these personas, and was further grouped according to the type of institution.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 94 appointments set, 47 marketing qualified leads, 74 requested for more information, 68 for follow-ups, 54 for callbacks, and 547 LinkedIn connections.

The success of the US campaign caused the Client to start operations in other regions like Asia and the Middle East.

Callbox Backed Up Market Launch for Software Recovery Firm, Resulting in a 2-Year Partnership

/in /by

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

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 and Social Media
  • Sales Enablement & Support with Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management with Strategy Building, Reporting and Product Knowledge

THE GOALS

  • The Callbox team was to set appointments between the Client’s sales team and qualified prospects
  • Keep the contact list well-profiled 
  • Manage the Client’s social media connections

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 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 buyer personas designated as the campaign’s primary targets were CIO, IT Director, IT Manager, CFO, CEO, Purchasing Officer
  3. The master contact list was segmented based on these two personas, and was further grouped according to industry type

Results

Overall, the twenty four-month Appointment Setting campaign produced a total of 415 Sales Qualified Leads, 112 Marketing Qualified Leads and 167 Requests for Information.