case study multichannel ABM to software development company

Callbox ABM Bridges Tech Leader’s Market Gap

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The Client

The Client is a global provider of collaboration and productivity tools designed to improve team efficiency and communication. Specializing in solutions for project management, IT services, and software development practices, they aim to drive innovation and success for businesses of all sizes worldwide, ensuring seamless teamwork and integration. Their services are trusted by hundreds of thousands of companies globally, reflecting a commitment to quality and customer satisfaction.

The Challenge

The Client faced a significant challenge in generating high-quality leads and maintaining a consistent nurturing process. Despite offering innovative solutions in collaboration and productivity, their lead generation efforts fell short, leading to inefficient market penetration and underutilizing their potential in key sectors. 

The inability to effectively attract and engage the right audience hampered growth and expansion opportunities, especially in their targeted regions of APAC and EMEA. This situation necessitated a strategic overhaul to enhance their lead generation and customer engagement tactics.

The Callbox Solution

Callbox developed an AI-driven, multi-channel ABM lead generation and appointment-setting program, tailored to the Client’s needs. This comprehensive solution included:

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

The Goals

The Callbox team set out to:

  • Implement a targeted, multi-channel program to boost brand visibility and attract a wider customer base.
  • Identify and qualify potential leads through discovery calls.
  • Facilitate and schedule meetings between interested prospects and the Client’s sales team.

The program unfolded in three main steps:

Account Research and Selection

  1. The Client identified target industries, locations, and pertinent contacts.
  2. Callbox refined the Client’s ideal customer profile using an AI-generated ICP for account qualification.
  3. Callbox then compiled a list of potential contacts to target, which the Client reviewed and approved.

Account and Prospect Profiling

  1. The Client provided detailed profiles, including demographic and firmographic data.
  2. The program focused on key job roles: C-level Executives, Senior IT Managers & Directors, Operations Directors & Managers, Project Management Officers, Heads of Procurement, and Chief Information Security Officers.
  3. The contact list was meticulously segmented according to these roles and further categorized by industry specifics.

Multi-touch, Multi-channel Outreach

Callbox executed a unique lead nurturing strategy, tailoring messages to suit various decision-maker personas. AI-assisted techniques were used to craft personalized lead nurturing paths, combining phone, email, web, and LinkedIn interactions.

The program was expertly managed using Callbox’s Smart Engage CRM, ensuring regular updates on program milestones were provided to the Client.

Results

Within 12 months, the program markedly improved the Client’s lead generation and engagement metrics: they garnered 148 Marketing Qualified Leads, secured 103 Sales Appointments, and achieved 94 Webinar Registrations, alongside a significant boost in online presence with 1246 new Social Media Connections. This demonstrates the enhanced effectiveness and reach, significantly contributing to their market presence and customer engagement in their target regions.

 

Callbox Australia Case Study for Software Digital Printing Company

Accelerating Success: Callbox Propels Digital Printing Company to New Heights

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The Client

The Client is a leading digital printing company that has revolutionized the industry with its exceptional craftsmanship and cutting-edge technology. With a focus on delivering high-quality printing solutions, they have become a reliable partner for businesses of all sizes and across different industries.

They offer a comprehensive range of services, including digital printing for marketing collateral, large format printing for signage and displays, and customized packaging solutions.

With a diverse clientele that includes marketing agencies, small businesses, and corporate enterprises, the Client has built a reputation for high-quality and personalized service. They remain a frontrunner in the industry by embracing technological advancements and maintaining a commitment to sustainability.

The Client is renowned as a go-to partner for businesses in search of superior printing solutions, acclaimed for their exceptional quality, innovative approach, and dedication to customer satisfaction.

The Challenge

The Client, a digital printing expert, embarked on expanding their business into new locations to tap into potential growth opportunities. However, they faced challenges in lead generation, such as establishing brand visibility and capturing the attention of potential customers in unfamiliar markets.

Additionally, navigating through different business landscapes, including local regulations and competition, posed hurdles to their expansion efforts. The Client adopted a comprehensive approach, including tailored lead generation strategies and building local partnerships to overcome these issues.

Recognizing the need for specialized expertise in lead generation, they decided to outsource their marketing strategies to Callbox. With the support of Callbox’s expertise, the Client is confident that it can establish brand visibility, capture the attention of potential customers, and generate leads in these new markets.

The Callbox Solution

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

  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat, and Social Media
  • Sales Enablement & Support that covered Training, 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

  • Callbox was to generate leads to help the Client gain new customers.
  • To reach out to prospects via email, web, and social media to build brand awareness.
  • To generate interest and set appointments with prospects for a discussion with the Client’s sales representatives.

Below is the two-step process involved in the campaign:

Account Research and Selection

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

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Buyer personas identified as the campaign’s primary targets were the IT Manager/Director, Managing Director, CIO, CTO, and CFO.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 6-Month Lead Generation and Appointment Setting campaign delivered 135 Appointments, 58 Requests for Information, 44 Follow-Ups, and 681 Social Media Connections.

Integrated Campaign for UK's Leading Workflow Automation Solution [CASE STUDY]

Integrated Campaign for UK’s Leading Workflow Automation Solution

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The Client

The Client is a leading provider of enterprise workflow applications software and automation solutions that help increase efficiency and simplify business processes through process-driven applications. Based in London, UK, the Client serves a stable of more than 1500 corporate clients in 40 countries, with over 1 million users worldwide.

The Challenge

The Client was seeking to drive attendees to its Microsoft SharePoint Seminar in London. Its immediate goal was to produce high quality sign-ups. However, the overall objective was to generate and deliver to its inside sales team sales resources that are fully-qualified and with near-term requirement for the products it offers. The Client had no experience in outsourcing its marketing function, and the result of this campaign would determine whether or not it would consider similar projects in the future.

The Callbox Solution

Callbox had an excellent campaign with the Client’s main branch in the US, and was recommended by the latter to its UK office. The Client hired Callbox to make outbound calls inviting prospects to its Microsoft SharePoint Seminar in London. After making thorough preparations, Callbox then started the campaign, targeting CEOs, CIOs, CFOs, and Finance, and Operations Managers outside London. This project was a huge challenge for the team as it involved inviting prospects to an event that would require them to travel for several hours mostly by land.

With two weeks left in the project, Callbox proposed an integrated two-phase campaign to make a shift from event invitation to lead generation marketing to which the client agreed. The Callbox team proceeded with the lead generation campaign right away, focusing on promoting the client’s workflow application for the police and fire services around London, UK area. Callbox was able to mine the Client’s existing contacts database to identify hundreds of potential customers. This campaign targeted IT Managers, ICT, CIOs, HOD ITs, and IT Directors.

Throughout the campaign, Callbox communicated regularly with the Client through PipelineCRM, which allowed the Client to monitor campaign progress in real-time.

Results

Despite the difficulties encountered during the campaign, Callbox was able to produce significant results for the Client.

  • 15 qualified leads in 22 calling days
  • 412 positive contacts out of 1912 (22% contact rate)
  • 38 contacts scheduled for follow-up
  • 55 requested for additional information

Additional benefits of this campaign include enhanced brand and product awareness, and acquisition of business intelligence and other significant data about the Client’s market. Most notably, this campaign inspired the Client to consider a change in marketing practices with outsourcing.

Needing more time to close the leads, the Client decided to put the campaign on hold, but expressed willingness to run another lead generating project with Callbox in the near future.