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Callbox Keeps EMR Firm’s Sales Reps Busy with Qualified Appointments

The Client

The Client is a medical software company that specializes in emergency department (ED) information systems. The company’s primary product line is its flagship best-in-class ED medical record appThe Client is a medical software company that specializes in emergency department (ED) information systems. Its primary product line is its flagship best-in-class ED medical record application that is widely used by healthcare facilities in the U.S. and Canada to improve patient care quality and operational efficiency.

The Challenge

The Client’s high-performance ED software system is a browser-based application that helps improve ED performance with a full suite of operational and management tools. It also provides interoperability with the hospital’s EMR and other healthcare information systems involved in the patient’s care.

The company’s main product enjoys significant brand equity, but as competition continues to tighten in the medical software space, the Client has adopted a more aggressive growth strategy. The recent shift, however, started to overstretch the company’s marketing and sales resources as the inside sales team has consistently been unable to meet the new prospecting targets, especially in terms of call volumes, number of prospects reached, and early-stage conversions. 

The Client decided to outsource the bulk of its prospecting activities to a third-party agency. These activities include initial outreach, lead qualification, desk research, data validation, and appointment setting.

The Callbox Solution

Callbox’s industry-specific, integrated appointment setting solutions placed it on top of the Client’s shortlist. But it was Callbox’s lengthy track record of launching successful campaigns for medical software companies that convinced the Client to choose Callbox as its marketing partner.

Callbox designed an Account-Based Marketing campaign which consisted of:

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

THE GOALS

  • The Callbox team was to profile the contact list using the Client’s campaign parameters
  • To prepare a call script which would include probing questions to qualify prospects, and set follow-up meetings
  • Schedule appointments with qualified prospects for the Clients’ reps
  • Run an email marketing campaign

Results

The six-month campaign delivered 273 Sales Qualified Leads, 1,552 Follow ups, and 234 Social Media Connections

Cloud Consulting Firm’s Sales Outlook Drifts Higher with Callbox

The Client

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.

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.

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

However, being a small company whose in-house staff is best deployed following up qualified leads and nurturing opportunities instead of spending a great deal of their time prospecting, the Client opted to outsource.

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 designed an Account-based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support which covered TeamTraining, 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 identify accounts that fit the target ideal customer profile for the Client’s modules.
  • Qualify contacts for each identified account by gauging purchase intent and solution fit.
  • Collect additional prospect information to be used by its in-house reps in following up and nurturing potential leads.

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 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.

Email Marketing

  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.

Social Media

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

Results

The Account-based Marketing Lead Generation and Appointment Setting campaign generated 63 Sales Qualified Leads, 57 Marketing Qualified Leads, and 585 Social Media Connections.

As per the Client, all 63 SQLs meet their sales criteria, so they expect to convert around 50%.

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

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

As a previous Callbox customer, the Client already understands the value that Callbox’s multi-touch, multi-channel appointment setting solution delivers. In choosing Callbox for the second time, the Client expects the same level of commitment and service that brought success to the past campaign.

The Client signed up for a 6-month appointment setting campaign that also covered database profiling, email marketing, and social media marketing.

Database Profiling

  1. The Client provided a list of contacts for Callbox to profile.
  2. The Callbox team relied on both primary and desk research to profile the contact list.
  3. The Callbox team leveraged online and phone-based techniques to validate and update each record.

Appointment Setting

  1. Callbox prepared the call scripts based on the materials the Client sent over. The Client then reviewed and approved the versions specific to each target industry.
  2. Prospects with current or upcoming LED lighting projects who agreed to meet with the Client for an initial assessment were tagged as qualified appointments.
  3. Prospects interested in LED lighting but hadn’t yet agreed to meet with the Client were handed off as completed leads.

Email Marketing

  1. The campaign used two types of email outreach: email blasts (for warming up prospects) and targeted send-outs (for distributing additional materials).
  2. The call campaign prioritized contacts who opened or replied to emails.
  3. The Callbox team created and tested the landing pages, banner ads, and email templates used in the campaign.

Social Media

  1. The campaign also used social media to build relationships and gather additional information.
  2. Positive call and email contacts were added as connections.
  3. The team assigned responsibilities to the social media specialists.

Results

At the time of preparing this case study, the campaign was wrapping up its final week. The campaign initially started with only one seat. But, by the end of the third week, the Client wanted to ramp up calling activities to 2 seats due to the inflow of promising leads.

The campaign delivered 86 sales-qualified appointments, and 58 completed leads.

During the campaign’s second month, the Client was able to close one of the appointments handed off earlier in the project.

The Client expects to convert around half of the remaining 85 appointments (or 42 appointments) to customers within the first half of the year. The Client is very pleased with the results that it already paid for another campaign scheduled for the next quarter.

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

The Client

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.

Lines of Business
Revenue Cycle Management, Financial Management

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.

The Callbox Solution

It was determined that Callbox’s integrated marketing strategies would be a good fit for achieving the Client’s current marketing objectives. For that reason, three main components made up the overall campaign plan: appointment setting, email marketing, and social media.

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client 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 reach out to prospects via multiple channels to uncover pain points or upcoming needs
  • Profile the target accounts based to keep the whole database accurate
  • Set meetings for the Client’s consultants with prospects who expressed interest in their services

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were Revenue Cycle Directors, Director of Patient Financials, Director of Health Information Management / Medical Records, Director of Business Office Services, CFO, VP of Finance, Finance Controller
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results and Investments

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 232 Sales Qualified Leads, and 92 Leads Completed.

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 232 total leads handed over by the Callbox team can potentially translate into 38 new consulting customers for the Client.

Callbox Brings Back Sunny Days for Solar Leader

The Client

The Client is a Sydney-based electricity retailer that offers integrated energy solutions to homes and commercial clients, and provides Energy Storage Systems.

The Challenge

The Client has been doing in-house lead generation for many years, generating leads and meeting with prospects face-to-face, but recently gave up on the process as the plight of global health held back all in-person engagements. This led the Client to outsource sales and marketing strategies from Callbox.

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 via Voice, Email, Chat, Social Media and Webinar.
  • Sales Enablement & Support which includes Training, Setup and Back Office Sales Support.
  • Tools & Subscriptions utilization of Callbox Pipeline and HubSpot CRMs.
  • Account Management including Strategy Building, Reporting and Product Knowledge.    

The goal was for the Callbox team to generate leads and set phone appointments or telecon for the Client’s sales representatives with interested prospects, to discuss the best solutions to lower energy bills.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided profiles of the prospects that they want the outbound campaign to target, with detailed demographic and firmographic segmentations.
  2. Identified campaign targets were Directors, Managers and Business Owners. 
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Account-based Marketing Lead Generation and Appointment Setting campaign produced a total of 203 Sales Qualified Leads, 76 Marketing Qualified Leads, and 296 Social Media Connections.

B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

The Client

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.

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.

Callbox ABM Scaled Sales Leads for Seasoned HR Firm

The Client

The Client has been helping businesses effectively run human resources tasks for over two decades. They provide expert solutions on talent acquisition, payroll, employee benefits, compensation risk and management, and government compliance.

Lines of Business
Staffing, HR Services, Consulting

The Challenge

The Client is an all-women company with WOSB certification, specializing in staffing for human resources, finance, clerical and administrative support, and healthcare. These A1 services make them the most trusted advisor to employers and professionals in many business sectors throughout the Metro, and the preferred provider over other companies.

However, lately, acquiring new and qualified clients demanded arduous efforts as competition became tough – providers offered almost similar service packages which gave prospects more options but which on the contrary, took a long time for them to decide. This urged the Client to take new marketing tactics that would expedite prospecting processes, so a lead generation program was launched with the goal to acquire new and more qualified clients.

The Callbox Solution

Callbox put together an Account-Based Marketing Lead Generation & Appointment Setting campaign plan which consisted of:

  • Account-Based Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, 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 which included Strategy Building, Reporting, and Product Knowledge

Account Research and Selection

  1. The Client specified campaign target industries, location, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision-makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were HR Director, HR Manager, VP for Talent Acquisition Manager, HR Executive, Senior Recruiters, Owner, CEO, and President.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the Account-Based Marketing Lead Generation & Appointment Setting campaign delivered 144 Sales Qualified Leads, 189 Follow-ups, 684 Requests for Information.

Exceeding Targets and Expectations for Document Presentation Solutions

The Client

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.

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.

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

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 the future.

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

The Client

The Client is a 30-year old manufacturing leader of physiotherapy systems. Some key components of their products include innovative cardiology, software and diagnostic products.

The Challenge

The Client recently released a Single Use Adhesive Electrode, an electrotherapy treatment that is time-saving, no storing and cleaning between treatments, and low to no chances of cross contamination. The market launch required an advanced, fast, and comprehensive marketing strategy that could help build awareness among target customers and wide-range promotion.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support that covered Staff Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRMs.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

 THE GOALS

  • The Callbox team was to reach out to target prospects to uncover pain points and upcoming needs
  • Set meetings with qualified prospects for the Client’s consultants
  • Manage the database to keep it accurate, and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified target industries, locations, 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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Clinic/Office Managers, Physicians, Practice Administrators, Managing Directors, C-suite, Chief Medical Officer
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign produced a total of 172 Sales Qualified Leads, 194 Marketing Qualified Leads and 454 Social Media Connections.

Callbox: Bridge to Global Market for Improved Code Review Tool

The Client

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.

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.

5 Closed Deals & 50% Up Email Opt-Ins All In One ABM Campaign

The Client

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.

Lines of Business
E-commerce, IBM i, EDI

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.

These extensive solutions have brought in long-term clients and high ROI for the business, but the 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.
  • Since the catalogs were hardly opened or read by target prospects, the Q & As contained in the email which 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 a 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.

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

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

The Goals

  • To ensure data accuracy, the Callbox team was to update the information in the database, particularly email addresses, phone numbers, company name and address, SIC codes and social media accounts.
  • To send product information and references via email, targeting at least 10 successful send out per day.
  • Call to follow up prospects who opted-in, and attempt to set them a meeting with the Client’s consultants.

Below is the campaign’s two-step process:

Account Research and Selection

  • The Client specified their target industries, locations, and decision makers.
  • Callbox filtered the Client’s ideal customer profile which served as a basis for identifying qualified accounts.
  • Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  • 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.
  • Qualified prospects were those identified to be interested to know or have the need for the Client’s services.

Results

The campaign yielded a total of 44 Sales Qualified Appointments, 676 Follow-ups, and 720 Email Replies (a 50% increase from the previous average percentage from the Client’s in-house email marketing process)

The Client was able to close 5 deals out of the 44 leads and is looking into 3 more closes before the year ends.

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

The Client

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.

The Challenge

The Client is focused on widely researching and meticulously developing neurological assessment tools, which they recently took to a higher level by making Android versions of it on different gadgets like smartphones and tablets.

The course was a success, 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

Callbox designed a Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to reach out to target prospects via multiple channels and promote the Client’s neurological assessment tool.
  • Generate leads, mainly to do Hot Transfers, and alternatively set up office or phone appointments with interested prospects. 
  • The team was also to manage the database, keep it accurate and free from duplicates and not qualified contacts.

Account Research and Selection

  1. The Client specified target industries, location, 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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Neurologists (doctors, consultants, neuro nurses)
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the ABM Lead Generation and Appointment Setting campaign produced a total of 132 Sales Qualified Leads, 47 MQLs and 527 Social Media Connections.