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In-house Tools, Done and Out. SoftDev Quickly Firms Up with Callbox

The Client

The Client is a software company that provides end-to-end software development services Web, Mobile, Analytics, Machine Learning, Blockchain, and RPA solutions, and has significant experience in Logistics, Supply Chain, Fintech, Edutech & E-Commerce.

The Challenge

The Client is a startup company that aims to provide a much progressive range of quality skills and services to fully facilitate end to end solutions for their customers’ different IT needs. 

Initially, they planned out a marketing scheme that would utilize their in-house system, but eventually decided on outsourcing after seeing how fast and intense the market competition has become and how limited their resources are.

Although decisions to outsource were set in stone, the whole scheme was not completed until they had picked the best lead generation partner who can fully address their needs.

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, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support including Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management which included Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to generate leads for the Client.
  • Set meetings with interested prospects who agreed to speak with the Client’s specialist via phone or office meeting for a product demo.
  • Keep the database clean and updated throughout the campaign period.

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. 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 ABM Lead Generation and Appointment Setting campaign produced a total of 97 Sales Qualified Leads, 144 Marketing Qualified Leads, 122 Social Media Connections, and a 6.62% Email Open Rate.

Know Why Account-based Marketing is a Must-have for Logistics Companies

The Client

The Client is a freight shipping company that provides the best transportation solutions from capacity procurement to route planning, which includes Truckload Van, Heavy/Specialized, Less-Than-Truckload, Expedited, International Air/Ocean, Cross-border, and Customer Brokerage services.

The Challenge

The Client is committed to providing customers with quality service, looking closely to develop the best logistics plan for every customer’s supply chain needs.

In addition to its commitment to quality service, the Client also promotes safety initiatives and overall safe, secure, and compliant deliveries to its customers.

Despite its strong commitment to safety and quality, the Client met challenges that tested its resilience in coping with rapid technology innovations and enhancing customer experience.

As supply chains have become longer and more complex, and customer expectations have changed, both in delivery times and service quality, customers expect their logistics partners to be fully committed to solve problems and help them achieve growth. 

This means that logistics companies must have the right people with the right skills, and focus on standardizing customer experience across all geographies, channels and touchpoints; and the Client sees outsourcing as the most feasible way to achieve this. 

The Callbox Solution

Callbox and the Client worked out a customized Account-based Marketing Lead Generation & Appointment Setting scheme 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 reach out to target customers via multiple channels to uncover opportunities for the Client.
  • Set meetings with interested prospects for the Client’s business development team.
  • Keep the target accounts accurate and up to date.

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, consisting of detailed demographic and firmographic segmentations.
  2. Buyer personas were identified as the campaign’s primary targets were CEO, Logistics Manager/Director, VP of Logistics
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The 6-month Account-based Marketing Lead Generation & Appointment Setting campaign generated 86 Sales Qualified Leads, 38 Marketing Qualified Leads, and 597 Social Media Connections.

Callbox ABM Concluded Top ICT’s Quest for Success

The Client

Established in 2001, the Client is a regional telco and ICT services company with operations in Singapore (HQ), Malaysia and the Philippines, and a trusted partner of Fortune 500 companies and top The Client is a boutique Internet solutions provider, and the first to commercialize numerous connectivity technologies in Singapore (HQ). It also operates in Malaysia and the Philippines, providing a wide range of services such as Connectivity, Cybersecurity, Secure SD WAN, Data Center Services, Productivity & Remote Work Solutions, and SME Solutions, helping many businesses build and transform their network and security infrastructure, securely move to the cloud, and achieve their digital agenda.

Lines of Business
Global Connectivity, Managed Network, and Managed Security Solutions

The Challenge

The Client was looking for a telemarketing partner for a couple of reasons: to assist them in promoting their recently launched SECURE SD-WAN: Converged Network + Security Solution services, and to cater customers’ needs in a more personalized manner via voice, email, and chat channels.

Unsure of who to work with on the project, the ICT leader shortlisted lead generation agencies from online which they believed were the top and with most client reviews, and considered some referrals from channel partners at the same time. 

After several proposal reviews with a number of providers, they decided to work with Callbox because of the latter’s cohesive and comprehensive approach, and the wide range of services it provides, that are very much aligned with their focus which is business results over process and activities.

The Callbox Solution

Based on the Client’s requirements, 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, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to help the Client in generating potential leads.
  • To call and promote their newly launched services to the target audience.
  • To schedule face-to-face, online or phone meetings with prospects from other target regions for the Client’s representatives

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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were SVP/EVP/VP/Director/ Manager – IT, Network, Security, Procurement Heads, CTO, CIO, CSO/CISO, CFO.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 6-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 84 Sales Qualified Leads, 126 Opt-In Marketing Qualified Leads, 246 Follow-ups, and 132 Opt-in Requests for Information.

Client Feedback

Callbox feels like an extension of our own team. They’ve shown great passion to learn about our business, customers, and processes. They align with us accordingly while applying their own expertise.

Telco Tapped Callbox To Strengthen US Targets

The Client

The Client is the leading telecommunications company that provides voice, data, television and internet access, and with the most secure and state of the art technology such as Open RAN, Edge Computing, Open Broadband, Network Slicing, Cloud Migration, Open Digital Architecture, IoT, Transport Network Evolution, and Cloud Native IT to its more than 344 million clients worldwide.

Lines of Business
Business Services, Consumers, Networks and Technology

The Challenge

The Client was looking for a telemarketing provider that could help them generate leads, and boost their list of contacts through multiple outreach channels. Primarily, they needed somebody who can represent them well in engaging their target customers, and to set appointments for their business consultants.

The Callbox Solution

Callbox did not only provide the telecom giant with telemarketing services, but designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support that covered Staff 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 call multinational companies in the US
  • Set meetings with decision makers who might be interested in telephony, mobility, and network services 
  • Keep the Client’s contact list clean and updated.

Account Research and Selection

  1. The Client specified their target industries, decision makers, and locations.
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. A list of potential contacts to target was then compiled by the Callbox team which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers 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 :
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results

The Account-based Marketing Lead Generation & Appointment Setting campaign delivered a total of 212 Sales Qualified Leads and 233 MQLs.

IT Telecom Consultancy Adds Over $1.3M in Sales Pipeline Opportunities

The Client

The Client provides supplier integration, cost management, and strategic sourcing solutions for IT and telecommunications services. Founded in 1997, the Client targets Fortune 500 and other large companies doing business in a number of industries throughout the United States.

The Challenge

Callbox’s account-based appointment setting service was exactly what the Client needed. After a thorough evaluation process, the Client signed up for a six-month contract which was then renewed for another contract, totalling to nine months of campaign activities.

The Callbox Solution

Callbox’s account-based appointment setting service was exactly what the Client needed. After a thorough evaluation process, the Client signed up for a six-month contract which was then renewed for another three-month deal, totalling to nine months of campaign activities.

Callbox customized an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of the following, which was approved by the Client:

  • 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 Continuous Product Knowledge.

The Goals

  • The Callbox team was to target potential customers in the mining, construction, retail, and wholesale trade industries to expand the account list
  • Identify the most relevant decision makers in each target account, which include IT executives and CFOs
  • Contact and qualify these decision makers, then book high-interest prospects for a phone or face-to-face sales meeting

Account Research and Selection

  1. The Client wanted to target businesses with at least 500 employees and annual sales of more than $50 million from mining, construction, retail, and wholesale trade.
  2. The target account specifications were further refined by analyzing the Client’s top customers and comparing qualities such as technologies in use, geographic focus, and customer base.
  3. Callbox then prepared the target account list using Callbox’s in-house database and external data sources.

Account and Prospect Profiling

  1. There were two key buyer personas (decision maker groups) targeted in the campaign: IT executives and CFOs.
  2. The Client provided further demographic and firmographic qualities for segmenting the contact list.
  3. Each record was thoroughly verified before being submitted to the Client for approval.

Multi-touch, Multi-channel Outreach

  1. Each of the two target prospect segments was contacted and qualified using a unique lead nurture path and personalized messaging strategy.
  2. The lead nurture paths combined phone, email, and LinkedIn channels to maximize engagement and response.
  3. Each lead nurture path was comprised of multiple touches, which were carried out based on a combination of automated engagement and one-on-one interactions.

Results

The entire ABM Lead Generation & Appointment Setting campaign has completed a total of nine months, and generated 156 Sales Qualified Leads, 227 Marketing Qualified Leads, and 415 Social Media Connections.

VoIP Switches to Callbox, Gains High-Value Sales Appointments

The Client

The Client is a US-based company that primarily provides telephone voice and data communications services. The company also The Client is a US-based company that primarily provides telephone voice and data communications services. The company also develops software for IP communications and telephony systems.

The Challenge

Despite having already worked with a number of third party lead generation providers, finding companies interested in their services for the long term remained a challenge. Most of the leads and appointments from their former marketing partners were a poor fit for the Client’s enterprise VoIP solutions. When those prospects reached the Client’s sales team, reps uncovered that many of them were actually still not in the market for the company’s offerings.

Additionally, the Client also observed that their previous providers were not able to fully capture and communicate the company’s unique value proposition, failing to map out key product benefits with business pain points in campaign materials used in the outreach programs.

With the lessons gained from these earlier campaigns, the Client searched for a reliable marketing agency that can provide them with a full suite of tools and strategies to book sales meetings  with interested and qualified prospects.

The Callbox Solution

To address the Client’s problem with the quality of sales appointments, the Callbox team carried out an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Webinar, Chat, Web, and Social Media
  • Sales Enablement & Support which included 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 CAMPAIGN GOALS 

  • The Callbox team was to profile and update each contact information with each call, and ask prospects probing questions to uncover not just perceived, but actual business needs. 
  • Send personalized emails to prospects and track every action taken by them like clicking a link on a website or submitting a form.
  • Book meetings with interested prospects for the Clients reps.

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries, locations, 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: CTO, CIO, IT Manager, IT Decision Makers
  3. The master contact list was segmented based on these decision maker profiles, and was further grouped according to industry type

Results

The ABM campaign generated a total of 78 Sales Qualified Appointments, 81 Follow-ups, and 56 Potential Leads.

Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments

The Client

The Client is the satellite communications unit of one of Asia’s largest telecom groups. The company specializes in both fixed and mobile satellite services, providing customized satellite solutions to corporate customers in industries such as oil and gas, shipping, transportation and logistics, banking, and broadcast.

The Challenge

The Client was already running a campaign with Callbox for one of their lines of business when they decided to double down on maritime satellite opportunities in Asia, as well as tap into additional EMEA markets

This leg of the campaign was focused on the Client’s two Inmarsat Fleet One offerings. Inmarsat Fleet One Coastal covers data and voice services for smaller recreational and fishing boats sailing closer to shore, while Inmarsat Fleet One Global gives access to bundled data and voice anywhere in the world. Both solutions are ideal for commercial vessels and fleets with modest data requirements.

In the first campaign, the emphasis was on potential resellers and end users of the Client’s land satellite services. Both the Client and the Callbox team picked up a great deal of insights about the target prospects and the overall market, which proved useful in refining the team’s campaign approach and the Client’s marketing strategy.

This time, as the focus shifts to maritime satellite communications, the new campaign’s main objective is to identify and qualify potential subscribers for its bundled Inmarsat services from shipping and maritime companies.

The Callbox Solution

Based on the Client’s targets and focused product and services, the Callbox team designed another Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

THE GOALS

  • The Callbox team was to run a database profiling and phone-based conversations with prospects integrated with email touches
  • Manage the Client’s social media, web, and chat to enhance branding and engagement accuracy 

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 wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Persons in charge of Satellite services and communications
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the two campaigns generated 245 Sales Qualified Leads in total.

The results showed that the Callbox team was able to consistently deliver an average of 12 appointments each month, which exceeded the Client’s target of 10 monthly appointments.

Callbox Brings Clear Connection to Sales Leads for Managed Telco

The Client

Originally established as a Systems Integrator in 1996, the Client has evolved to become a leading business telecommunications and network technology provider. Leveraging their strong technology-based background, the company began to offer managed telecommunications services in 2005, becoming a top provider of end-to-end technology solutions for a wide range of businesses and industries.

The Challenge

The mid-1990s marked the rapid shift of technology towards virtual work practices, where organizations across the globe sought more flexible, secure and dynamic managed telephony solutions.

The Client’s strategic vision was to help customers keep up with technology by providing end-to-end telephony and ICT infrastructure (cloud, network – SD-WAN, VPN, IP Network, M2M, CDN, etc.) products and services that allowed users to take advantage of the very latest in enterprise IP communications solutions without the need for significant upfront capital investment.

Years prior to partnering with Callbox, the Client had implemented a number of different marketing strategies, which included both in-house and outsourced channels. But it eventually became clear that the company needed to focus on core business areas and farm out many of its marketing activities including prospecting.

The Callbox Solution

After uncovering the Client’s targets and requirements, Callbox then crafted a campaign plan which mainly consisted of multi-channel lead generation that maximized voice, email, web, mobile and social media through the behavior-based tracking capabilities of Callbox’s Lead Nurturing (LN) Tool.

The workflow which Callbox designed was seamless and aligned with the Client’s goal – to widen its market reach and offer its managed telecommunications services to the Singapore market. So Callbox had the LN Tool send out intro email copies to verify that the contact details were all accurate and up-to-date.

Using the LN Tool’s “Send Email” and “Move to List” features, the team was able to properly handle bounced and invalid emails, automatically sending them to suppression lists or revalidated by the research team. With the database accurately profiled, the team reached more prospects throughout the campaign, while the custom drip email helped establish clear communication between the agent and the prospects, enabling the Client to speak with the prospects at the right time.

Overall, the strategic use of Callbox’s marketing capabilities led to a higher lead conversion rate for the campaign.

Results

From the lead generation program powered by the Lead Nurturing Tool, the Callbox team generated a total of 89 leads, 59 of which were converted via the LN Tool. The campaign was able to achieve the following conversion rates and other KPIs: 40% closed sales, 20% hot leads expected to close this year, and a 32% pipeline boost.

Callbox’s multi-channel lead generation program was one of the factors that helped widen the Client’s market and scale up its sales numbers. And as of this writing, another round of a 3-month campaign is currently on the discussion table.

The Client is now enjoying several long-term benefits of the campaign that Callbox ran for them: keeping a cleansed and accurate database, managing a good number of customers, and nurturing contacts tagged as “follow-up” which they forecast as future customers.