Tag Archive for: Case Study US

Callbox and Client Together Clean House

The Client

The Client is a renowned expert in commercial cleaning with an industry-wide reputation for its unbeatable service record. It has nearly 40,000 customers worldwide, providing services with state-of-the-art equipment and the most efficient chemicals available.

The Challenge

The Client applies superior cleaning techniques with one goal in mind: to revolutionize the commercial cleaning industry. Its extraordinary growth is attributed to its system-wide network of over 90 Support Centers in the United States, Australia, Asia, Canada and South America, with plans for further expansion.

The Client specializes in hard floor care, carpet cleaning, window cleaning, pressure washing, and restroom sanitation and was ranked by Inc. Magazine in its prestigious Inc. 500 issue as one of the 500 fastest growing privately held companies in the United States. The Client continuously strives to develop new and innovative cleaning solutions to enhance the work environments of its customers.

Due to its huge client base, the Client knew the time was right to further expand its territory. The Client wanted to continuously search for other businesses to which it could offer its services in line with its plans for further expansion. The Client needed a partner to increase its flexibility to cover a larger area. The three requirements were:

  • The prospect property be at least 1,500 square feet;
  • it needed cleaning service at least once a week; and
  • that hotels, restaurants and government offices be excluded.

The Client’s marketing arm needed to focus on closing deals, instead of spending a considerable amount of time researching industries and facilities that needed their services.

The Callbox Solution

For the Client’s needs, Callbox chose the most appropriate marketing tool — Appointment Setting.

An Appointment Setting Campaign was launched in June. Two full-time callers targeted commercial and industrial offices found in San Francisco and Los Angeles, with the exception of hotels, restaurants and government offices.

Since each appointment setting campaign is unique, Callbox assigns telemarketers that are best suited for individual programs. After discussing the strategic process with the Client, qualified meetings with specifically targeted and properly identified decision-makers were set up.

Some of the information Callbox agents were tasked to collect and confirm are the following:

  • Company and property sizes
  • Number of employees
  • Frequency of cleaning needed
  • Estimated number of people who visit the office everyday
  • Satisfaction with current cleaning services company

Setting and confirmation of qualified appointments immediately followed after agents successfully generated interest in the Client’s cleaning services.

A more thorough presentation of the Client’s full range of services, their customized service proposal, and details of the cleaning schedule and specific areas to be serviced were left to the Client’s marketing arm.

Results

Due to Callbox representatives’ excellent communication skills and persistence in the conduct of the appointment setting campaign, the Client expressed satisfaction with Callbox’s services and since then has a steady flow of qualified appointments for its sales team.

As of the time of this writing, Client has renewed its contract ten consecutive times.

Capturing Advertisers for Upscale Direct Mailer

The Client

The Client is a $50 million direct mail company delivering upscale prospects to advertisers of high-end products and services. They link people in upscale owner-occupied homes with the products and services they desire. The Client produces and mails decks of eye-catching, full-color, glossy postcards to this highly desirable, yet difficult-to-target, demographic.

Their decks reach approximately 11 million unique homes a year, an annual circulation of more than 44 million card pack impressions. More than 20,000 advertisers–from small regional businesses to large national companies–advertise through Client’s mailings.

Based in Tampa, FL, the Client has 78 franchisees in 125 markets. Its corporate offices employ 16 and approximately 270 people work for their franchises.

The Challenge

Despite its huge client base and nationwide coverage, the Client needed a partner to provide them with a steady flow of advertisers. More advertisers would mean keeping their mailings updated with the latest product and service options to affluent homeowners. With someone handling the search for advertisers, the Client could then speed up the sales cycle and focus their efforts on mailings.

The Callbox Solution

An Appointment Setting Campaign was launched to capture advertisers that catered to affluent homeowners.

Assessment and List Preparation

After consultations with the Client about their goals and identifying their target market, the Callbox team put their expertise to work starting with the preparation of the list of advertisers. Callbox tapped into its global database, which is home to highly targeted business contacts from all industries.

Majority of the Client’s advertisers provide home-improvement products and services, such as decorating, kitchen, closet, bath, fireplace, fencing, landscaping, lighting, maintenance, roofing, painting, wall covering, and flooring. Based on the criteria given, Callbox’s in-house research team produced a customized list for the Client.

Cold Calling and Appointment Setting

After uploading the Clients customized list of advertisers to Callbox’s Pipeline CRM, the script was prepared by Callbox. Callbox agents carefully studied this script in preparation for cold-calling.

Highly-trained to present products and services and competent to handle inquiries, Callbox agents successfully forwarded qualified sales leads to the Client. Upon advertiser request, agents also provided valuable additional information and walked them through the Client’s process, products, website and mailing schedules. Making over 200 calls per day, Callbox agents booked phone and face-to-face appointments one after the other and passed them to the Client’s sales team for closing.

Results

Satisfied Client Refers Callbox to Over 15 Franchises

The first of the Client’s franchises that signed up for Callbox’s Appointment Setting service was based in San Antonio, Texas. After a successful campaign, word spread about Callbox’s appointment setting expertise, and as a result, more of the Client’s franchises followed suit. The Callbox clientele grew to over 15 franchises, all referred by their fellow franchises through word of mouth.

The Callbox team successfully captured the right advertisers for these franchises. The Client’s sales team had to do less cold calling and following up due to the support provided by Callbox. The Client was pleased with the Callbox teams performance and notes that 80 percent of its first-time advertisers re-signed for future mailings.

With more advertisers seeking a place in Client’s scheduled direct mailings, the Client now offers advertisers added value by posting their postcards on their company website, where consumers can search for specific services and print advertisers’ postcard offerings.

Today the Client remains the top direct mailer providing the highest quality services and products available. They currently mail to 11 million owner occupied homes across the nation in over one hundred major markets, and the list keeps growing.

Callbox Telemarketing Boosts Online Advertising

The Client

The Client is an evolving web advertising firm that provides creative, technical and search marketing services, comparable to that of world-renowned agencies, at an affordable price. Situated in Chicago, Illinois, the Client offers its customers a variety of interactive advertising avenues such as web design, Flash animation, off-the-shelf custom content management systems, and Search Engine Optimization. They have served companies of different sizes from several industries.

The Challenge

The Client wanted to increase business leads through telemarketing their service offering as traffic to their website does not provide them a steady business flow. The Client offers SEO to their own customers but felt they needed supplemental support in promoting the said service to a wider market and reach other business firms outside their own locality. The Client also needed to gather information on the companies who wish to take on their SEO service.

The Callbox Solution

For this particular campaign, the Client sought Callbox’s help in researching companies and firms that are in need of and will benefit from their SEO service. Callbox launched a lead generation and appointment setting campaign which included calling the prospects of companies included in the Client’s list of targeted industries. Companies found to be interested in the Client’s SEO service underwent a pre-qualifying process with a Callbox agent to determine if each prospect is the type of customer sought after by the Client. The pre-qualifying questions were formulated both by Client and Callbox.

Once determined to be a qualified sales lead, the prospect’s details were listed in the Client’s personal PipelineCRM account. The Client’s Account Sales Representative, then followed-up on the leads which were generated by Callbox and personally set appointments with the prospects.

The Results

The Callbox team successfully increased the Client’s customer share by providing a total of 87 sales-qualified leads and 106 marketing-qualified leads. The Client’s own team focused on closing business opportunities via setting appointments after Callbox qualified their prospects for them. Companies who availed of Client’s SEO service offering exponentially increased after the latter’s involvement with Callbox’s Lead Generation campaign. The Client is currently following-up on the business prospects which Callbox has provided them.

Callbox: Successful Partnership with IT Heavyweight

The Client

The Client is a progressive internet and information technology company whose aim is to provide customers with the best range of products at the most competitive price. They offer domain name registration, web hosting, computer hardware, web design, computer networks and many more products to a large and diverse client base. They have clients from Global Fortune 50 companies to home users each getting the product and support they need to run their businesses. The Client also offers telecom services and SEO (search engine optimization). Their general offices are based in Dublin, Ireland.

For this marketing project, the Client targeted companies in the market for an Enterprise Resource Planning (ERP) system to integrate all data and processes of the organization into a unified system.

The Client engaged the services of Callbox for the duration of 10 months.

The Challenge

The Client needed research on companies that had either current or future plans of ERP implementation. ERP system implementation is a complex process. Evaluation of the current company system and the actual tuning or upgrading takes a significant amount of time and depends on the size of the business, the scope of the change and willingness of the customer to take ownership of the project. A small project (e.g., a company of less than 100 staff) may be planned and delivered within 3 months; however, a large, multi-site or multi-country implementation may take years. Due to the complexity involved in the implementation, ERP is, without a doubt, expensive.

While the benefits it provides to a particular business, especially large scale ones, spark interest in improving or changing their current system, it is the length of time involved that often discourages companies from proceeding with ERP implementation, and this is the most common reason for the Client’s lost sales.

The Client therefore needed their current as well as prospect companies to understand that despite the fact that it is costly and involves a certain length of time, the benefits and advantages from the system will do much for their business in the medium and long term. With Callbox, the Client needed to generate and maintain the loyalty of existing customers but more importantly, find new ones.

The Client needed to identify companies that needed any of the following:

  • Upgrading
  • Systems performance tuning
  • Entire change of current software system

The Callbox Solution

Callbox’s team went to work:

Profiled prospects for Client’s software services, specifically ERP

Significant business intelligence was gathered via phone research. After discussing the goals of the campaign and obtaining a list of prospects or existing clients, this list was surveyed using questions developed jointly by the Client and Callbox’s experienced researchers. Responses were then analyzed and presented along with the raw data.

Implemented a lead generation program

  • Cold calling companies that needed upgrading, systems performance tuning or entire system overhaul
  • Callbox agents adeptly setting phone or office appointments with C-Level executives, accounting managers, IT managers, and controllers assuring Client of a steady stream of business opportunities.
  • Providing Client with Pipeline CRM, a private online customer relationship management calendar including lead tracking and sales pipeline

Results

For the 10-month duration of the campaign, the Callbox team generated a total of 456 leads for the Client.

The Client expressed satisfaction with Callbox by deciding to continue the campaigns after a one quarter break to digest their full pipeline.

Callbox: Opening Communication Lines

The Client

The Client is a leader in the SMB marketplace for Business Phone Systems and Applications. Their services include the design and installation of structured cabling, equipment installation and maintenance, and voice and data networking, including LANs, WANs, routers, hubs, switches, firewalls, and high-speed internet access. Their expertise includes designing and installing cabling for everything from small offices to large, multiple site locations.

Business is headquartered in Lemont Illinois with branch offices in Santa Fe Springs and Sacramento in California. They provide IP-PBX systems, IP-enabled Systems, VoIP Phone Systems, VoIP solutions, VoIP Technology and traditional TDM systems. For carrier-based services, they offer T-1, ISDN-PRI T1, dedicated internet access, integrated voice and data T-1′s, DSL, and more. The Client strives to be a single-source solution for companies’ telephone, video, and data communication needs. The Client engaged the services of Callbox.

The Challenge

The Client’s objective was to see an increase in the number of its sales leads so that it could service more customers in the areas where its facilities were located. The Client has its own sales representatives for each county but they felt they needed supplemental support in searching for leads and wanted these leads forwarded to their in-house sales representatives for follow-up.

The Client searched for an outsourcing partner to help provide leads for its sales reps. Aside from this, the Client wanted to help their customers save on telecom bills by introducing and offering their affordable services as an alternative to other telecom providers.

The Callbox Solution

To achieve the Client’s objectives, Callbox carried out a lead generation and appointment setting campaign.

Taking its cue from the Client’s instructions, Callbox agents adeptly qualified leads and set appointments and forwarded these to the Client’s sales representatives. The 3-seater campaign focused on targeting small to medium sized businesses and a few large ones. No particular number of leads was required by the Client, so Callbox, equipped with research tools and a diligent team of agents, made calls and delivered leads according to the needs of the company.

The Callbox team made 160-200 calls per day for the Client. Callbox agents inquired about the current phone systems of target businesses, determined their level of contentment with their current telecom provider and asked them if they were interested in upgrading or adding features.

Results

Callbox generated a total of 303 leads for the Client during the 8-month campaign. Each seat successfully generated 1-2 appointments per day, 25-30 appointments per month for Client’s sales team. The Client took a break in January 2007 to digest its full pipeline and resumed partnership with Callbox.

The Client ultimately profited from choosing Callbox as their outsource partner.

IT Firm Uses Callbox to Divide and Conquer Market

The Client

The Client is a renowned IT consulting firm based in the US. It provides IT solutions used by well-known commercial organizations and government institutions to improve operational efficiency and reduce telecom costs.

The Challenge

The Client hired a North American telemarketing firm to promote its products. While the telemarketing company was able to deliver good numbers, the Client recognized that much of its time was spent meeting and dealing with people who were not ready to engage or ultimately unqualified.

To make best use of its in-house resources, the Client saw the need to refine its appointment setting process by segmenting its market and creating definitive profiles of its potential customers.

The Client’s main objectives were:

  1. To identify more narrowly defined potential customers and how to best reach them.
  2. To allocate more accurately its sales resources to meeting sales-qualified prospects.

The Callbox Solution

The Client signed up with Callbox for a profiling campaign aimed at gathering information on the Client’s market. With the Client’s help, Callbox outlined a set of survey questions designed to evaluate each company’s communications set-up and existing voice and data contracts. Callbox then used this data to map the expiration dates of contracts and identify prospects with near-term requirement for a new voice and data provider.

While Callbox did not engage in actual selling, it gathered valuable insights to help the Client delve deeper into its market, focus on the right people, and determine the best time to follow up and set appointments with qualified sales leads. Callbox segmented prospects taking into account their location relative to the purchase decision process, budget, purchase history, and urgency of need. The Client worked closely with Callbox throughout the campaign, being particularly conscientious in following up leads on time.

Results

The success of this campaign is best shown by the Client’s decision to re-sign with Callbox for an extension of the campaign period. Additionally, the Client included three additional states to its target market resulting in increased sales activity. Using the data generated from this campaign, the Client defined the best approach and the most relevant message for each prospect in each segment. This significantly reduced the number of wasted calls, increased efficiency, and improved overall sales output.

Callbox and Software Leader Spell Success

The Client

The Client is a software consulting firm based in Irvine, CA, specializing in the Sage Software family of products like Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps management software. They help businesses increase productivity and profitability through integrated accounting, distribution, and management applications, with reporting tools that allow users to quickly and easily extract, analyze and professionally present business information.

The Challenge

The Client’s suite of services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. With the goal of becoming the most trusted name in the network technology and business management industry.

But, considering the tough competition in the software industry, the Client had to double its effort in carrying out prospecting activities to be able to get ahead in the track. The traditional in-house tools it has been using for years, have become quite ineffective in meeting customers’ demands these days. A better marketing strategy must be put in place to help them achieve their goals. 

The Callbox Solution

The Client turned to Callbox to rev up their sales efforts.

Callbox initially carried out an invitational campaign in Aug. 2005, calling prospects and inviting them to attend meetings and/or seminars conducted by the Client. A series of lead generation and appointment setting campaigns followed, spread out over a year, alternately conducted on a per-lead or per-seat arrangement. Since the start of the campaign, the call quota of Callbox agents rose from 100 to 160 calls per day, targeting 20 leads per month as required by the Client.

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, and Social Media
  • Sales Enablement & Support that provided Staff 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 make initial contact with prospects by sending brochures via email, and prioritize those that are most responsive.
  • Call and profile businesses that needed System Change, Upgrade or Downgrade, Maintenance, or Add-ons.
  • Generate meetings with prospects for the Clients BDMs.

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 want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations
  2. Buyer personas designated as the campaign’s primary targets: CEO, Managing Director, Financial Director, Manager, GM of Operations, IT Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts

Results

Overall, the nine-month ABM Lead Generation and Appointment Setting campaign produced a total of 108 Sales Qualified Leads, 90 Marketing Qualified Leads, and 432 Social Media Connections.

Callbox Delivers Qualified Leads for Workforce Management Solutions Expert

The Client

The Client specializes in empowering project workforce locally, and provides visibility globally. They make it possible to manage project workforce in real-time, eliminating the spreadsheets and custom-built applications enterprises use to fill the gaps caused by disconnected systems.

Their project workforce management helps streamline project management, optimize resource utilization and precisely account for costs and revenue across projects and workforce. The Client leverages existing software investments and adapts to structures and processes to automate time and expense tracking, cost and revenue accounting, workforce planning, as well as other project and workforce related processes.

The Client’s on-demand software has earned an unqualified SAS 70 Type II certification ensuring maximum data security, reliability, and scalability for our hosted customers. Since 1995, the Client has served over 800 organizations around the world, including Caterpillar, Corning Cable Systems RD&E division, First National Bank, Hydro Quebec – DPE, Invensys Systems Canada, Major Drilling, Pioneer Natural Resources, State of Wyoming, The Pentagon, University of Michigan, Fisher Scientific, and Wyeth Biopharma.

The Challenge

With the volume of traffic the Client’s website gets every day, the Client needed to gather significant information from all its visitors in order to enhance its service offerings. It sought the services of a sales and marketing expert to handle all website inquiries and calls on their behalf and more importantly, qualify visitors and identify their needs so that its sales team can focus more on closing deals.

The Callbox Solution

For Client’s needs, Callbox implemented an extremely effective marketing strategy — Lead Qualification.

The Callbox team handled all service inquiries in the Client’s website. Callbox agents profiled the Client’s visitors by asking them their role in the company they represent, what industry they belonged to, the motivation behind visiting the website and gathering their contact information. The more crucial process was finding out what service they were interested in and what their requirements were. The qualifying process included questions on:

  • Budget
  • Current processes and software solutions (tech stack)
  • Number of users
  • Target implementation date
  • Industry

While discussing these criteria and requirements, each Callbox Lead Manager types notes directly into Thunderchild using the template of the question and determines which among his or her list should be given a follow up call.

Once a lead is set to qualified, the Callbox sales team will then take over. An appropriate sales representative is assigned to a particular set of prospects based on their geographic location as well as the size and scope of the implementation. The sales representative then calls these prospects for a more thorough discussion about their business requirements in preparation for an eventual product demonstration.

Results

Owing to the Callbox team’s excellent communication skills, consistency and efficiency in the conduct of the Lead Qualification campaign, the Client has been getting a steady flow of qualified appointments. Its sales team is now devoting full attention to closing deals, significantly increasing sales.

Callbox Provides Maximum Marketing Support for Talent Management Solutions Leader

The Client

The Client is a worldwide talent management leader with experience serving organizations of all sizes. The Client configures talent solutions for specific business needs to dramatically improve business performance. They provide on demand talent management solutions to assess, acquire, develop, and align workforce.

The Client delivers a comprehensive suite of solutions for businesses of all sizes, matching all sources of talent – be they professional and hourly candidates, agency referrals, campus recruits, contingent workers, or existing employees to all positions, whether it is centralized, decentralized, or multinational. It maintains its headquarters in the San Francisco Bay Area and a research and development facility in Quebec City, where the company employs approximately 300 people focused solely on talent management applications.

The Challenge

The Client needed to invite prospects to its 2007 World conference. Its desired attendees were composed of its current customer base and prospects from all over the US culled from their in-house database.

This global company needed a reliable partner to update and manage its lists and gather pertinent information such as names of prospects, email addresses and phone numbers, company names, addresses and zip codes. Using the lists from their database, the Client needed to generate interest and drive attendance to their event.

The Callbox Solution

The Callbox team broke the challenge down into distinct implementation phases: Database Cleanup, List Management and Call to Invite Campaign.

Database Cleanup

The Callbox team helped preserve the valuable information in the Client’s global database which contained millions of key contacts. The team updated and enhanced their existing prospect and customer lists by:

  • reviewing, evaluating and studying the work that needs to be done for the Client’s lists
  • updating addresses, name spellings, titles and email addresses
  • removing or consolidating duplicates
  • normalizing data formats
  • adding key data fields
  • phone-verifying all contact and company information

List management / Contact management

With the team’s expert knowledge of the direct marketing business and trends in the List Industry, recommendations were given to the Client on how to best utilize their list. After studying the Client’s prospect list, target emails based on interest, demographics, or custom questions were prepared by the Callbox team and sent out using advanced software and systems. Responses and results were recorded, tracked and reported to the Client daily.

Call-to-invite

After completing the list cleanup process and list management, Callbox agents went to work calling and qualifying potential attendees as a follow-up on all emails sent. All call activities were automatically logged in to Pipeline CRM, Callbox’s customer contact and sales force management system where the Client can view, process or download reports of leads and/or appointments generated by Callbox agents. Personal contact and company information were collected from those who signified their intention to attend the conference, organized and forwarded to the Client to be included in their list of attendees. Highly-trained Callbox agents efficiently multi-tasked, making hundreds of calls daily, identifying potential attendees, providing conference information when requested by prospect and preparing reports for the Client.

Results

With Callbox providing maximum support prior to their event, the Client was able to focus on preparing for the conference itself and exceeded its target number of attendees. Client was impressed with the Callbox team’s excellent prospecting skills and attention to detail in cleaning up and updating its lists that it renewed its contract several times.

With Callbox’s list management and efficient reporting, the Client was freed from purging, updating and mailing, as Callbox did everything for them. With enhanced database capabilities, they are exploring an even more extensive direct marketing aimed at solely building their email lists.

Software Company Favors Callbox Sales Leads Over Own Contact List

The Client

The Client is a Microsoft Certified Business Partner providing global services for industry-specific implementation of Microsoft Dynamics. A Microsoft’s Eastern Region Competency Awardee, the Client is an authorized reseller of Microsoft Dynamics AX “Axapta”, Microsoft Dynamics GP “Great Plains”, and dynamics CRM.

The Challenge

Before engaging Callbox, the Client had difficulty generating a sufficient number of leads for its inside sales team due to a saturated contact list, limited market reach, and changing lead qualification requirements.

With its priorities on selling, the Client needed a reliable lead generation partner to fill the gaps that were emerging in its sales pipeline with sales-ready leads, so that its inside sales team could focus on converting those leads into sales, instead of spending their limited time prospecting.

The Callbox Solution

  • Planning to buy new software in the next six to twelve months
  • Averaging at least $35M in annual revenue
  • Servicing a minimum of fifteen corporate clients
  • Employing at least sixty-five full-time staff.

The Client signed up for an initial three-month lead generation campaign, which was immediately followed by a six-month contract with a quota of ten leads per month. The Client provided the script and brochures, while Callbox prepared the list of target contacts. Prospects that did not match the specified qualification criteria were removed from the calling list, making the campaign highly targeted.

Results

The Client has been renewing its contract with Callbox continually for more than five years now. Throughout this time, Callbox has delivered close to 300 qualified sales leads for the Client, providing a stable source of leads for its sales team, and filling its calendar with qualified appointments month after month.

The Client found that using Callbox’s targeted contact list resulted in higher contact rates and better lead quality, and it was finally able to escape its dependence on its own overused contact lists. The Client’s salespeople became more productive because they were able to focus on pre-qualified prospects instead of raw contacts.

Aside from successfully generating a substantial number of leads from outbound calls, Callbox was able to use each one-on-one decision maker conversation to tap into prospects’ interest, ultimately stimulating more inbound interest and capturing more leads for the Client from this fresh new source. This helped augment the Client’s revenue potential with a marked increase in inbound inquiries and website visits.

Software Company Won Thousands of Registrations Thru Callbox Webinar Event Campaign

The Client

The Client is a provider of remote monitoring and management software products and services for managed service providers, IT service providers and value added resellers that offer IT support services to small to medium businesses.

The Challenge

The Client was to launch a series of webinars in US and Canada, and needed a marketing partner to help generate registrations. The campaign required hundreds of calling activities everyday which they saw to be a major challenge for their in-house marketing staff. 

Trying to outsource for the first time, the Client took careful steps in searching for the right telemarketing partner, and eventually chose Callbox from a list of B2B firms because of the latter’s extensive experience in running lead generation campaigns.

The Callbox Solution

Callbox designed an end-to-end Multi-Touch, Multi-Channel Webinar & Virtual Event Marketing campaign which utilized Voice, Email, Mobile, Web, and Social Media to target attendees from the US and Canada.

The Callbox team was to manage the whole webinar campaign starting from promotion, actual or live event, and onto post-event tasks which consisted of: 

Pre-Webinar Promotion:

  • Email Templates
  • Call Scripts
  • Landing Pages Form
  • Promotional Materials

Webinar Facilitation: 

  • Practice Session
  • Speaker(s) Introduction
  • Attendee Engagement
  • Q&A Moderation

Webinar Report:

  • Video Recording
  • Audience Feedback
  • Q&A Reports
  • Pre & Post Event Metrics

The Campaign Goals

The webinar campaign focused on contacting key prospects to introduce them to the potentials of increased sales and lowered business costs through managed services. 

Prospects who expressed interest in the Client’s services were booked for appointments with the Client’s lead development team, and were registered for the webinar.

Results

The US and Canada webinar events did very well which brought the Client to decide on signing another contract with Callbox for a 20-seat campaign to target the UK and New Zealand markets.

Overall, the Webinar Event campaigns ran for 3 years, and generated a total of 35,793 registrations.

Client Feedback

I am pleased to recommend Callbox. They have consistently worked with a collaborative attitude to ensure all processes are current and achieve all set key performance indicators. Whenever an issue did arise we worked through the issue in a timely and efficient manner so goals remained on target. They have a positive, easy to work with demeanor and strive to exceed performance expectations. I highly recommend their services.

Software Retailer Revamps Marketing Strategy, Improves Conversion

The Client

The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes in distribution and implementation of Microsoft Dynamics NAV. It also offers customized business software solutions and expert advice to medium-to-large companies particularly in the field of manufacturing, distribution, financial, field services, and logistics sectors.

The Challenge

Before contacting Callbox, the Client relied mainly on repeat business and word-of-mouth endorsements from its past and existing customers to generate sales leads. While this “old school” marketing approach may have worked for others, it was insufficient to achieve the Client’s growth objectives for two reasons: 1) its products were expensive, and 2) its market base was too small.

Seeing its success stalling, the Client reconsidered its growth strategy. Its objective was to find a better way to tackle competition head on and generate recurring ROI. Instead of waiting for leads to walk in the door, it looked for a marketing partner who could effectively reach out to potential customers and guide them through the buying process. Soon enough, the Client saw outbound telemarketing with Callbox as an opportunity to make a difference in a crowded competitive landscape.

The Callbox Solution

The Client signed Callbox for a campaign of 10 phone appointments qualified against its “ideal customer” standards:

  • C-Level prospects (preferably in the Financial sector)
  • Considering the purchase of a new ERP system in 9 months
  • With a sufficient budget

The Client targeted manufacturing industries in Arkansas, New Mexico, Los Angeles, Oklahoma, and Texas. Callbox helped the Client calibrate its lead generation process using this criteria to improve lead hand off from marketing to the sales department. It also revised the call script to emphasize various challenges likely being encountered by prospects with their current software. This kept the campaign focused on conversations which best resonated with the Client’s market and set the stage for introducing a new product.

Results

The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of the time of writing, the Client and Callbox are working together on their sixth consecutive campaign.