The Client

The Client delivers a trusted clinical technology and evidence-based solution that actively engages clinicians, patients, researchers, students, and the next generation of healthcare providers. Focused on clinical effectiveness, research, learning, safety, surveillance, interoperability, and data intelligence, their proven solutions empower effective decision-making and ensure consistent outcomes across the care continuum.

The Challenge

The Client aims to become a trusted leader in clinical technology, providing expert solutions to empower healthcare providers in making evidence-based decisions, ensuring fairness, and expanding care access.

They actively promote health equity across their solutions, services, partnerships, and workforce, and are open to adopting innovative initiatives.

This year, they partnered with Callbox for marketing programs targeting webinar registrations in Singapore and the Philippines, attracted by their comprehensive lead generation program and event marketing expertise.

The Callbox Solution

Callbox designed a plan for a Lead Generation & Appointment Setting Program, which consisted of:

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

The Goals

For the Callbox team to secure phone meetings with interested prospects using the CHAMP qualification
To manage the database by keeping all information correct and accurate
Facilitate and manage two separate webinars – one for the Client’s current customers and one for their prospects

Account Research and Selection

The Client specified their target industries, location, and decision-makers.
Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
Callbox came up with 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 they wanted the outbound program to target. The profiles consisted of detailed demographic and firmographic segmentations.
Buyer personas identified as the program’s primary targets were the chief Medical officer, Chief of Pharmacy, Head of Medicine, Head of Pharmacy, Chief Pharmacist, Medicines Information Manager, Medicines Safety Manager, Medicines Supply Service Manager, Pharmacy Operations Manager, Pharmacy Procurement & Contracts Manager, Pharmacy Stores Manager, Principal Pharmacist, Hospital Administrator, Administrator, CEO & other C-level contacts, Clinical Director, Director of Operations, Healthcare Administrator, Hospital Director, Medical Director, Chief of Doctors, Chief of Medical, CMIO, Chief Medical Information Officer, Director of Pharmacy, Pharmacy Director, Director of Clinical Applications, Director of the Hospital, and President.
The master contact list was segmented based on these personas and grouped according to industry type

Results

Overall, the 9-month ABM Lead Generation, Appointment Setting, and Webinar program generated a total of 315 (4.1%) Total Conversions, 54 MQLs, 201 Event Registrations, and 60 Sales Appointments.

Callbox ABM & Webinars Deliver Impressive Lead Surge to Clinical Tech Leader

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