Pages

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox

CASE STUDY



Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox


THE CLIENT



ABOUT
The Client provides industry-specific implementation, training, and consulting services for Microsoft Dynamics AX and Microsoft Dynamics CRM. Its target accounts include medium- to large-sized business in North America and the Caribbean. The Client is a Microsoft Cloud Solution Provider and a Microsoft Gold-Certified Partner.



TARGET INDUSTRIES
• Manufacturing
• Distribution
• Professional Services
• Microsoft Dynamic Users


THE CHALLENGE



The Client’s core mission is to help companies implement and optimize Microsoft Dynamics AX and CRM applications. It sells its services primarily to large- and mid-sized businesses in verticals such as distribution, manufacturing, and professional services.

The company recently refocused its marketing initiatives toward growing the customer base for its three industry-specific modules: industrial, professional services, and AX users. Part of its new customer acquisition strategy called for targeting prospects throughout the U.S via outbound channels.

Being a small company (with only 35 employees), the Client clearly needed some outside help carrying out many of its marketing activities. Past experience has taught the company that its small team of in-house sales reps was best deployed following up qualified leads and nurturing opportunities, instead of spending a great deal of their time prospecting.

Once the company finalized its requirements, the Client began looking for a potential outsourcing partner that could:

1. Identify accounts that fit the target customer profile for each of the Client’s three modules
2. Qualify contacts for each identified account by gauging purchase intent and solution fit
3. Collect additional prospect information to be used by its in-house reps

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Completed a 6-month US-wide appointment setting project for a leading enterprise cloud consulting firm

• Generated high-value sales appointments for conversion within the next 12 months

• Increased prospect quantity and quality by combining phone calls with emails and social media


THE CALLBOX SOLUTION



The Client chose Callbox at the suggestion of one of its partner IT companies. The Client pointed out that Callbox’s marketing experience in the enterprise cloud space was a deciding factor.

Callbox then put together a 6-month appointment setting program consisting of six monthly campaigns. Each campaign focused on a specific segment for the company’s three main modules. The entire project made use of live phone outreach integrated with email and social media activities.

Appointment-Setting

1. Callbox compiled the list of target prospects from companies that meet the Client’s requirements for industry, location, and annual sales.

2. Contacts whose organizations are currently evaluating their ERP or CRM software and are looking to acquire a new platform within the next 12 months are tagged as qualified prospects (qualified appointments or completed leads).

3. Probing questions for solution fit uncover information on software usage, business pain points, buyer role, etc.

1. The Callbox team used emails for warming up/ nurturing prospects and for distributing Client materials.
2. Callbox’s SMART Calling technology prioritizes calls based on time and frequency of email opens, clicks, and replies.
3. Callbox also prepared and optimized all email marketing  collaterals (templates, landing pages, etc.) used in the campaign.

1. The Callbox team nurtured positive contacts further by connecting with them on LinkedIn.
2. The campaign’s social media specialists used LinkedIn to collect and verify prospect data, as well as to generate additional leads.
3. The team also leveraged LinkedIn to boost the company’s online presence by joining and participating in relevant groups.


RESULTS



The six campaigns ran for a total of six months. In each of the campaigns, a good part of the first half was spent warming up prospects and doing research. This meant that much of the initial campaign activities focused on email marketing and social media. For the entire project, emails and LinkedIn produced the following results:

• Email delivery rate: 99.4%
• Email open rate: Up to 38.3%
• Email reply rate: Up to 5.13%
• LinkedIn connections: 1,492
• LinkedIn groups: 144
• LinkedIn leads: 6

Live conversations with prospects generated the following results:

• 21 qualified appointments
• 2 completed leads

Most of these results were recorded during the closing stages of each campaign. The Client says that all 21 appointments meet their sales criteria, so they expect to convert around half (or 11) of these prospects within the next 6 to 12 months.


LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months

LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months


  • 43 Qualified Appointments

  • 1 Closed Deal

  • 29 Completed Leads


  • Industry

    Utility

  • Location

    Kentucky

  • Headquarters

    Kentucky

  • Campaign Type

    Appointment Setting

  • Target Location

    US

  • Target Industries

    School Districts, Hospitals, Retail, Manufacturing

The Client

The Client is the LED Lighting division of a Kentucky-based vendor-sourcing company. As one of the largest fully-integrated LED companies in the U.S., the Client develops and executes end-to-end LED lighting solutions for businesses, deploying complete teams of lighting architects, engineers, project managers, and electricians.

The Challenge

Because of conversion cycles that span several months, the Client devotes much of the funnel to nurturing leads and opportunities. That’s why the Client traditionally outsources top-of-funnel prospecting activities to third-party agencies.

In fact, the Client’s parent company has already worked with Callbox in a previous lead generation campaign that focused on its telecom vendor sourcing division. This time, the Client wants to partner with Callbox in order to:

  1. Generate qualified leads and appointments that fit the Client’s LED lighting options
  2. Collect marketing and sales intelligence useful in the nurturing process

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


Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

CASE STUDY



Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox


THE CLIENT



ABOUT
The Client is a healthcare consulting company that specializes in revenue cycle and financial management solutions for hospitals and healthcare clinics all over the United States. In addition to its consulting packages, the Client also provides managed services including interim management, health information management, executive search, medical coding, and project staffing support.



THE CHALLENGE



By some estimates, the outsourced revenue cycle management (RCM) market is projected to expand at a CAGR of 26.5% in the next two years, making it an ideal time for mid-tier RCM consulting firms to capture opportunities for growth.

Increased requirements for convenience and transparency have created bigger challenges for hospital departments and staff involved in RCM. This, in turn, has fueled the demand for RCM-aligned solutions including consulting and advisory services.

With its nationwide footprint and a portfolio of differentiated services, the Client is well-positioned to take a significant slice of this high-growth market.

To achieve its short- and medium-term business goals, the Client has put together a robust marketing plan that included a combination of branding and sales-oriented initiatives. A key program in its marketing strategy is to leverage live conversations with hospital executives for driving awareness and interest in its end-to-end RCM solutions.

Having little internal expertise and resources for a direct marketing campaign that spans the entire United States, the Client decided to work with an outsourced lead generation agency with extensive experience in the healthcare consulting space.

Callbox’s deep domain knowledge of the Client’s target vertical and its capabilities for executing a campaign of this scope were the main reasons why the Client chose to work with Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

•Planned and executed an integrated appointment setting campaign combining phone, email, and social media
• Exceeded target number of appointments by the end of the second month
• Identified additional leads which were delivered to the Client for further nurturing


RESULTS AND INVESTMENT



During the first 6 to 8 weeks of the three-month campaign, a significant portion of the activities were devoted to email marketing and social media in order to complement the initial touch points made with the target hospital executives. This leg of the campaign yielded the following results:

  • LinkedIn connections totaling 44 and 108 for the first and second months, respectively
  • Email open rates of up to 8.2% during the second month
  • Email reply rates that hovered near 3.0% during the second month

As a result, the majority of phone appointments set throughout the entire campaign were made during the second month. A monthly breakdown of the appointment setting results is as follows:

  • 1st month: 19 phone appointments and 2 leads completed
  • 2nd month: 80 phone appointments and 40 leads completed
  • 3rd month: 17 phone appointments and 4 leads completed

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 162 total leads handed over by the Callbox team can potentially translate into 19 new consulting customers for the Client.


THE CALLBOX SOLUTION



Appointment-Setting

1. Although the Client provided the list of hospitals to be contacted, the list was first thoroughly validated and cross-checked before being used in the campaign.

2. The Client also prepared the call script which was then reviewed by the campaign team in order to refine the qualification parameters.

3. In addition to setting phone appointments with qualified prospects identified through probing questions, the Callbox team also generated
actionable leads the Client can nurture further.

Email-Marketing

1.The campaign made use of emails to reinforce the touch points established from live phone conversations with target prospects.

2.Callbox’s Pipeline Lead Nurture Tool improved the timeliness of emails sent containing further information after every call with a potential
appointment.

3.Replies and follow-up emails were managed and tracked by the campaign team.

Social-Media

1. The campaign also adopted LinkedIn as a channel to complement lead generation as well as enhance the Client’s branding efforts.

2. The team added positive contacts from calls and emails as connections.

3. All LinkedIn queries were handled by social media specialists.



Callbox Brings Back Sunny Days for Solar Leader

CASE STUDY



Callbox Brings Back Sunny Days for Solar Leader


THE CLIENT



ABOUT
In 2016, a study showed that 39% of all new electricity generation capacity in the US came from solar while a year earlier showed that solar employment has overtaken oil and gas as well as coil employment. The Client is a proud contributor to these statistics – a leader in construction and home improvement who empowers the community it serves to lead a better life with clean, sustainable and economically advantageous solar energy solutions.

TARGET INDUSTRIES
Residential

TARGET LOCATIONS
New Jersey and New York


THE CHALLENGE



The solar energy provider has been enjoying the warm welcome of NJ and NY households for more than 50 years now – allowing their homes and businesses to be improved by the Client through service packages that include custom designs, professional solar installation and best purchase options, until several issues arose in 2012 warning consumers of solar energy as a threat to electric grid operators – a battle among energy providers which loomed collapse in the solar business.

The campaigns waged by electric monopolies against solar energy use caused a great decline in the Client’s revenues, thus generating other issues which compelled the need for a much competitive marketing strategy that can battle the then on-going, intense energy wars.

In 2015, the Client set to complete 400 installations. However, 160 or 40% did not sign a contract and took other options instead. The Client’s revenue fell short of $1,600,000 (at an average of $10,000 per package).

“The threatening scenario has to end” the Client thought. They needed to gain the lost targets (customers and revenue) back so they implemented an in-house telemarketing campaign with the hopes of recalling those who retracted from the deal, but ended up with dismal results. With this, the Client decided to outsource.


THE CALLBOX SOLUTION



Since the problem sprung from reports about utilities that waged a campaign against the solar industry, Callbox proposed an “eye for an eye” solution to the solar leader – an information drive via Email Marketing and Appointment Setting program which the solar leader approved.

Email Marketing via Pipeline Lead Nurture Tool

Utilizing the winning capabilities of Pipeline Lead Nurture Tool to send the right message to the right prospect at the right time, PDF brochures containing links to comprehensive information and answers to customers’ possible queries about the true benefits of using solar panels were delivered to target customers.

Aside from validating the email address and other important information of the contacts, the lead nurturing process helped the Callbox team to be able to grab the prospect’s’ attention, educate them on how they can save money from using solar energy at home and and got them engaged to hear the Client’s better offer. This has eased the process of setting appointments between the prospect’ and the Client’s solar consultants.


Appointment Setting Through SMART Calling

After the initial copies were sent out, all actions taken by the prospects like replies, clicked links and downloads were tracked and configured based on lead scores to determine their reachability – who and when to call.

The call process was quite rigid as the callers were required to completely gather the important information from the prospects and have at least three, if not all five, probing questions answered, for the Client to provide the prospects with the best solar solution package.


RESULTS



Powered by Callbox Pipeline’s SMART Calling system, the Callbox team reached a significant number of prospects, exceeding the Client’s expectations.

  • 240 Total Appointments were produced from the campaign (128 or 80% out of the 160 target customers regained, and additional 112 new target customers were acquired by the Callbox team)
  • 204 (85%) of the 240 were converted to proposals and eventually closed

The Client previously targeted a total of $4,000,000 net revenue for 2015. However, the campaign production of 204 plus the current 240 customers combined, brought a total $4,440,000.00 net revenue or 11% higher than the earlier target.



B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

CASE STUDY



B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration


THE CLIENT



ABOUT

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

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

TARGET INDUSTRIES
All Industries

TARGET LOCATIONS
All Over US


THE CHALLENGE



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

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

The facts:

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

THE CALLBOX SOLUTION



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

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

Appointment-Setting

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

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

The campaign flow:

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

RESULTS



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

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



Topnotch Callbox Leads for Top to Toe Staffing Solution

CASE STUDY



Topnotch Callbox Leads for Top to Toe Staffing Solution


THE CLIENT



ABOUT
The Client is a strategic staffing company for more than 17 years now, providing innovative human resource solutions to employers and job seekers, and serves as a trusted advisor to employers and professionals. They specialize in staffing for human resources, finance and administrative support, helping companies achieve objectives through simplified search for talent while making it easy for job seekers find the right job for them.

TARGET INDUSTRIES
Education and Health, Financial, IT, Public Administration, Professional and Business Services, Transportation, Management Consulting

TARGET LOCATIONS
USA


THE CHALLENGE



The Client has helped many professionals build rewarding careers and employers hire the best talents through their “end to end” staffing services and solutions designed to simplify talent search, deliver results and grow their business, while marking key strategic functions required to achieve core goals.

However, in recent years, work has become quite arduous in acquiring new and qualified clients. Competitors have become more aggressive, offering almost the same staffing service packages which gave target prospects a feast of options laid before them, which on the other hand took them a longer time to decide for the best provider. This urged the Client to decide on trying new marketing tactics that can help expedite their prospecting processes so a lead generation program was plotted to carry out the Client’s goal to acquire new and much qualified clients within a targeted period of six (6) months.


THE CALLBOX SOLUTION



Callbox’s Multi-Touch Multi-Channel Lead Generation Program was strategically designed to help clients get in front of their customers at the best time when they are most ready to listen and are most interested. This was made possible by Callbox for the Client through the Pipeline Lead Nurture Tool.

In the campaign, the Client aimed to promote its core services: Staffing, HR Services and Consulting. These services were common in the staffing industry in the region but the Client wanted to inform target clients that they have an edge over other provides in addressing their HR requirements by doing a top to toe solution.

Email Marketing

Using the Pipeline Lead Nurture Tool, the Callbox team sent out initial email copies bearing the Client’s summary of services and solutions, website and query boxes. Email replies and actions taken by prospects such as clicking the website and queries were tracked real time for the agent to follow-up, either to call or send brochures.


Appointment-Setting

Calls were made by the Callbox agent and probing questions were asked to discover the prospects’ staffing needs and so that the Client may be able to tailor fit the best services and solutions for them to ensure quality on the organization’s human capital initiatives. The prospects’ answers were carefully and properly noted and all contact details were verified before the calls were disposed.

After setting appointment with the prospects, the Callbox agent sent calendar invites to them as a reminder of the upcoming meeting, thereby avoiding any missed appointments.


RESULTS



The campaign delivered a total of 36 solid appointments, 189 warm follow ups and 684 RFIs (request for information). The 36 appointments set by the Callbox team were companies that had varied staffing needs specifically on candidate screening, benefits and staff requests.

With the Callbox Multi-Touch Multi-Channel Marketing Program and the Pipeline Lead Nurture Tool, the Client was able achieve its goal of acquiring new and qualified clients. Moreso, they are looking forward to acquiring more leads from the list of warm follow-ups they currently nurture which is more than enough to reach their targets before the six months are up.



Exceeding Targets and Expectations for Document Presentation Solutions

CASE STUDY



Exceeding Targets and Expectations for Document Presentation Solutions


THE CLIENT



ABOUT
The Client is a global print materials manufacturer leader and has been providing their customers with a complete range of systems and accessories for office and individual print presentation needs for more than 30 years.

Integrity, fairness, loyalty, accountability and respect are the values they live in their commitment to being constantly recognized as a world leader in print solutions.

TARGET INDUSTRIES
Financial (Accounting, Capital/Asset Management, Financial Advisors), Insurance, Schools (Primary, Secondary and Technical Schools) and Real Estate Firms​

TARGET LOCATIONS
USA


THE CHALLENGE



The Client’s history narrates back to 1939 when they started as a niche printing enterprise in Georgia, USA. The business grew and progressed through a carousel of business activities around the globe for the succeeding years: asset acquisitions, manufacturing and development of new products and opening of new sites for offices and warehouses.

In 2005, merger deals, sites expansion and newly manufactured printing products and solutions happened one after another, year after year. The rapid business growth apparently demanded for more tasks to be done, as well as utilization of advanced technology that would expedite operational processes in order to cater to bigger demands of the now extensive customer base.

In 2013, the print materials manufacturer leader came to realize that the new range of printing products and solutions now have advanced features and benefits that required holistic messaging to position to target customers, and that this new messaging would best be delivered with some marketing help from an expert lead generation provider. They were clear on the two things they needed assistance with: the management of their huge database and the setting of appointments for them.


THE CALLBOX SOLUTION



Database Profiling

Callbox provides holistic campaign management to its clients and that includes providing them the most accurate and well-managed database. Regardless of who owns the contact list, Callbox obliges itself to cleanse and profile the list before, during and until the campaign ends.

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

Appointment-Setting

Callbox’s Multi-Channel Lead Generation services did not only make it possible for the Client to manage their huge database but at the same time get their message to the right prospect at the proper time.

The appointment setting campaign criteria included the following:

  • Prospect to answer only two (2) simple qualifying questions
  • Prospect should agree to receive sample products from the Client
  • Schedule a phone appointment with their global sales representatives.


RESULTS



Success!

The Callbox team delivered an average of 5 appointments per day for two campaign periods, exceeding the Client’s target of 2 to 3 per day, and even closed deals with two large businesses.

Even before the campaign, the Client expressed confidence and trust in Callbox as they employed 6 appointment setters for the initial campaign period and added 4 more upon renewal. For the Callbox team, they just did what they had to do to assist the Client: manage the database and set appointments, but for the Client, outstanding:

“I didn’t get the chance while we were on the phone but I wanted to take a moment to make it clear that you and your team do an OUTSTANDING job for us and I am very happy and excited about their performance. Their sales exceed all other agents combined. Please encourage them to keep up the good work and remain motivated. I hope to visit you guys in 2017.”

“I just wanted to touch base with you guys this morning. I want you to know that you did an excellent!! job on yesterday. (closed deal company) keep it going. KEEP PUSHING!

Management was very happy to see the way you guys stepped up production yesterday and they want it to continue as well as increase.”

“Excellent job on (closed deal company). Let’s keep the numbers coming!”
The campaign has been running for more than three years now.



All-Time High For Physiotherapy Systems Leader with Callbox

CASE STUDY



All-Time High For Physiotherapy Systems Leader with Callbox


THE CLIENT



ABOUT
The Client is a 30-year old leading manufacturer of physiotherapy systems in Europe. Some key components of their product offering are innovative cardiology products, software and diagnostics products.

TARGET INDUSTRIES
Physical Therapy Clinics & Chiropractic Offices (9 employees and below)

TARGET PROSPECTS
Business Owners, Head Physical Therapist, Doctor

TARGET LOCATIONS
USA


THE CHALLENGE



The physiotherapy leader is intensively involved in every aspect of the business, moreso the production, and provides personal attention each step of the way. Their latest product is Single Use Adhesive Electrodes, an electrotherapy treatment that would benefit users by saving time, no storing and cleaning between treatments and avoiding cross contamination.

This family-run award-winning and customer-oriented physiotherapy systems manufacturer has been reaping success for years now but their new product which projects a higher standard compared with the existing ones required a more advanced, fast and comprehensive marketing program that would help them cope with the competition – enter the Callbox Multi-Touch Multi-Channel Lead Generation Program.


THE CALLBOX SOLUTION



The Client requested Callbox to maximize the capacity of the Multi Channel Marketing Program by utilizing the Pipeline Lead Nurture Tool in communicating with prospects at the time when they are most available.

Appointment-Setting

Callbox called the target prospects to introduce the new product, Single Use Adhesive Electrodes. Prospects who agreed to receive a follow-up call from the Client’s sales representatives were further handled by the Client’s sales representatives themselves to further explain the product’s features and benefits which is instrumental in drafting the best project design for the prospect company.


Email Marketing

Using the Pipeline Lead Nurture Tool, the Callbox team sent out introductory emails to prospects only to verify the validity of the contact details. Replies, website clicked and queries were tracked in real time for the agent to call.

After the call, prospects who requested for information were then reported to the Client to be sent brochures and forms as reference for the sales representatives in tailor-fitting a project design for them.


RESULTS



The initial result of the campaign was a pleasant surprise for the Client as Callbox produced 96 Appointments just halfway through the campaign period (middle of the second month of a 3-month campaign). Towards the end of the campaign, that number doubled to 192 Appointments, 72 of which were warm follow-ups.

The physiotherapy manufacturer leader thought they’ve had enough successes in the past and that they’ve ran the best marketing strategies in the business, but was in awe when the Callbox team pulled through with lofty results for the campaign. Their decision to partner up with the best in lead generation led them to an all-time high. Just goes to show how much proven expertise can make a difference.



Callbox: Bridge to Global Market for Improved Code Review Tool

CASE STUDY



Callbox: Bridge to Global Market for Improved Code Review Tool


THE CLIENT



ABOUT

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

TARGET INDUSTRIES
Companies Using Informatica, Datastage, ODI

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

TARGET LOCATIONS
USA, Europe, Middle East


THE CHALLENGE



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

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


THE CALLBOX SOLUTION



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

Appointment-Setting

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

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


Database-Profiling

  1. Emails played a key role in the campaign’s prospecting cadence, and were used to initiate contact (intro emails) and to nurture prospects (targeted send-outs).
  2. Callbox created and tested all email marketing materials used in the campaign, including email templates, landing pages, and other email components.
  3. The campaign’s email specialists managed and monitored all email marketing activities


RESULTS



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

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

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



IT Consulting Expert Reclaimed Prized Customer Conversations

CASE STUDY



IT Consulting Expert Reclaimed Prized Customer Conversations


THE CLIENT



ABOUT
The Client is a seasoned technology services provider and prides itself with a 17-year experience in e-retail services and 16 years of providing non-stop technology consulting solutions. The extensive technology background of their consultants in customizing top solutions for their clients needs enables them to widely cater to different industry types and sizes.

TARGET INDUSTRIES
Retail, Manufacturing

TARGET LOCATIONS
USA


THE CHALLENGE



As a technology consulting solutions expert, the Client provides a variety of services like catalog management, e-retail design and development, storefront software support, ROI optimization, Google utilization, order and inventory management, SEO, integration, product data feeds, product data cleansing, email marketing and the full service package from evaluation to analysis to tailor the best fitting solution.

The extensive solutions they provide have brought in long-term clients and have resulted to high ROI for the business. However, recent years have seen meager production of new business deals due to some challenges that were caused by the following:

  • The Client’s email marketing strategy that sends out catalogs to prospects via regular email accounts have become less effective, for reasons the Client was not certain of. The percentage of replies decreased from 8-10% to 5-7% in the last two years.
  • Since the catalogs were hardly opened or read by target prospects, the Q&As it contained that were supposed to initially probe the prospect’s concerns have become less usable which slowed down the process of identifying as to whether the target needs custom-built storefront or requires a minor change. Such data is significant in customizing the best solution for the prospect.
  • The preceding root causes bore a bigger problem which impacted the whole prospecting process of the business – fewer client conversations.

The Client opened themselves to options that could possibly address these issues and outsourcing to a lead generation provider came up as the top and most preferred over others like buying/renting lists and adding in-house staff to multiply the job.


THE CALLBOX SOLUTION



Callbox and the Client possess a similar characteristic in terms of prospecting and handling customers – everything goes through evaluation and analysis before customizing the best-fit solution.

To ensure data accuracy, the Callbox team profiled the database. The contact details like email addresses, phone numbers, company name and address, SIC codes and social media accounts were updated.

Email Marketing

You might wonder why the Client still employed Callbox’s email marketing service when they had an in-house process. Well, that’s because they found Callbox’s email marketing tactic much advanced and competitive compared to theirs. Callbox utilized its Pipeline Lead Nurture Tool to send out the catalogs to prospects. Replies and actions were tracked in real time – website visits, clicked links like the Q&A and download of the query forms.


Appointment-Setting

Replies and actions tracked were set as priority for the agent to call in order to probe further on the prospect’s concerns and set appointments for them with the Client’s sales consultants. Note that the consultants already have the knowledge about the prospect’s concerns prior to the appointment as all actions and queries – made via web, phone or email – were shared with them by the Callbox team.

To ensure that a solid appointment is set between the prospect and the Client’s consultant, the agent sent out a follow-up email to the prospect stating acknowledgement of the recent follow-up call and confirmation of the appointment. Along with the email, a calendar event is set copying both the prospect and the consultant to avoid missed appointments.


RESULTS



The email marketing campaign yielded a total of 720 replies out of the 4500 sent, a 50% increase from the previous average percentage from the Client’s in-house email marketing process.

Out of the 720 replies (website visits, clicked links, downloaded forms), 6% or 44 solid appointments were delivered while the remaining 676 were warm follow-ups that were worth nurturing.

Of the 44 leads, the Client was able to close 5 deals and is looking into 3 more closes before the year ends, pegging the close ratio for Callbox leads at an impressive 18%. The total of 8 closes would result to additional revenue for the Client upwards of $250,000.



Callbox Multi-Channel Marketing Program Aced Success for Neuro Testing Company

CASE STUDY



Callbox Multi-Channel Marketing Program Aced Success for Neuro Testing Company


THE CLIENT



ABOUT
The Client is a group of academic clinicians and other professionals like engineers and researchers who develop advanced neurological disorders assessment tools, specifically for dementia, and have been in service for more than a decade now. Their product is a memory assessment software used by clinicians to test and analyze a dementia patient’s memory, which also provides recommendations and further medical steps to take based on results.

TARGET INDUSTRIES
Medical Clinics & Rehabilitation Centers

TARGET LOCATIONS
US


THE CHALLENGE



The Client launched its first neuro-assessment tool in 2000 and subsequently released an improved version of the tool in 2006 and in 2012. The team mainly focused on widely researching and meticulously developing neurological assessment tools, and later on took the project to a higher level by making Android versions of it on different gadgets like smartphones and tablets.

The course was a success – the neuro-assessment software for dementia is accessible to clinicians anytime and anywhere, which enables them to work with accuracy through its real-time data tracking and updating features.

However, the team went amiss on one thing – the marketing aspect of the project which bore the following challenges:

  • The long periods of research studies and software tool development took most of their attention which somehow, unconsciously snatched ample time to plan on how the tool should be strategically introduced to their target market.
  • The Client had an existing marketing staff but with skills limited to traditional marketing of going from clinic to clinic to present the product.
  • Competitors emerged fast in the market and the Client was running against them and against time – there weren’t appropriate resources or tools to use to expedite product sales and marketing.

The Client had little confidence in their ability to garner enough marketing attention for the project. And there being very little time left to roll out a well-thought marketing strategy, the Client decided, for the first time, to outsource their marketing initiatives.


THE CALLBOX SOLUTION



A decade of perfected marketing strategies – is the pride and inspiration that drives Callbox to serve its countless global clients with tailored, world-class sales and marketing solutions based on their business needs and goals.

In this campaign, the Client straightforwardly stated their need for targeted qualified leads as the pressure on keeping up or getting ahead of the race was urgent: Hot Transfers as priority leads and Face to Face or Phone Appointments as secondary options. Callbox was more than ready for the challenge.

A Multi-Touch Multi-Channel Marketing program was employed which included the following activities:

  • Data Validity Check via Email Copies – with the use of the Pipeline Lead Nurture Tool, target prospects’ contact information like email addresses were validated by sending out initial email copies that contained short product information and CTAs that would compel recipients to answer by replying, clicking links to Q&As or visit the Client’s website.
  • Lead Generation/Appointment Setting – validated contacts were called for two reasons: to be profiled and hot-transferred to the Client’s lead specialists for possible product demonstration. Those who did not agree to be transferred were offered an office appointment, with a phone appointment as a final option.
  • Activate Web, Social and Mobile Network Access – the email copies sent to target prospects contained links that led to: the Client’s website and a landing page that contained “ask us” box where prospects may ask questions and “contact me” box where prospects may share their contact information if they agree to be contacted by the Client.

RESULTS



Out of the 4,500 contacts, 3,375 (75%) were validated to have opened, clicked links or visited the Client’s website, and completely profiled: prospects’ names, clinic addresses, active phone numbers, email addresses, social media accounts and SIC codes.

The 3,375 were called which produced a total of 45 Hot Transfers and 21 phone appointments – a huge leap of 75% increase in leads from the Client’s previous average of 16 leads.

The impressive number of leads and appointments was just a part of the Client’s acknowledged success on the campaign ran by Calbox, the other fraction being that the long periods spent on research and development of the neuro assessment tool did not go to waste with the quality of leads generated by the Callbox team. Furthermore, the seamless Callbox workflow of completely profiling all validated contacts for the Client’s in-house marketing team produced leads they are currently nurturing for future conversion.
But for the Client, the cake-topper was the exuberance of seeing results that clearly put them ahead of the competition.



Callbox Solves Software Company’s Marketing Conundrum


Callbox Solves Software Company’s Marketing Conundrum



Product/Service: Platform as a Service (PaaS) Cloud-Based Applications
Campaign Type: Lead Generation/Appointment Setting



The Client is known in the cloud-based communications and security software industry in the continental US. It plans to increase its market share by targeting all industries, offering high-availability global communications, collaboration, secured services, and advanced analytics. It asked the help of Callbox in  finding interested companies to engage with their services for the long term.

  • The Client wanted Callbox to provide them with a list of accurate contacts and quality appointments with interested prospects whose pain points it can thoroughly address, and who would consider a long-term partnership.
  • Callbox started by updating existing data to improve its quality, and then rolled out the trusted Callbox Pipeline Lead Nurture Tool to automate the other tasks that followed.

Find out how Callbox took full advantage of its multi channel marketing program to produce positive results for the The Client and win for itself a new contract.