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

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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

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

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 they wanted the outbound program to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. 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.
  3. 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 Case Study for Business Products and Services Successful Campaign

Callbox Collaboration Enables Labeling Company to Secure High-Quality Leads

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The Client

The Client is a company that has established a good reputation for providing durable and long-lasting tags, labels, and stickers. These products are particularly useful for industries that require heavy equipment, as they help to identify, certify, and inspect equipment in order to ensure that it is functioning safely and efficiently. Its products enable organizations to maintain the visibility of their equipment, comply with regulations, and manage their inventory effectively.

The Client has a fast-growing global network of specialized professionals in the USA and Australia. They offer tailored solutions to meet the unique needs of clients across various regions and serve industries such as lifting, oil and gas, scaffolding, construction, safety, manufacturing, shipping, entertainment, and engineering for over two decades.

Overall, the Client is a trusted provider of heavy-duty asset identification, certification, and inspection products. Its commitment to quality and customer satisfaction, coupled with its global reach, has made it a reliable partner for organizations looking to improve their equipment management processes.

The Challenge

For over 20 years, the Client has been providing labeling services to heavy equipment industries and has established a trustworthy relationship with its customers. The labeling services provided by the Client are intended for identification, certification, and inspection purposes, which indicates that the equipment industries heavily rely on these labels to ensure compliance with industry standards and regulations.

The Client relied on their in-house lead generation efforts, mainly due to the belief that they possessed the most in-depth knowledge and understanding of their products, market advantages, intended audience, and unique selling points compared to everyone else.

However, the advent of technological advances brought changes to the customer buying process. Prospective buyers now conduct research and gather relevant data about the products or services they require before making a purchase.

This shift in customer behavior and buying preferences necessitated more efficient lead generation tactics like using multiple channels and approaches to reach customers at any given time and place. Moreover, the Client exhibited the need for a more extended nurturing process.

The Client deliberated extensively on whether to revamp their process and still handle everything in-house or enlist the services of third-party providers to employ new and more advanced lead generation strategies. Ultimately, they settled on the latter option.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign based on the Client’s needs and preferences. This included:

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

The Goals

  • Callbox was to call and promote the Client’s solutions with the target audience/prospects.
  • To schedule an appointment (via Phone or Online) with potential leads
  • Learn about the opportunities and needs of the prospects through delivery calls.

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 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 Safety Manager, Maintenance Manager, and Production Manager.
  3. The master contact list was segmented based on these personas and was further grouped according to industry, business size, and technologies in use.

Results

The 3-Month Lead Generation and Appointment Setting campaign delivered 39 Marketing Qualified Leads, 76 Sales Qualified Leads, and 92 Social Media Connections.

Callbox Bridge to Global Market for Improved Code Review Tool [CASE STUDY]

Callbox: Bridge to Global Market for Improved Code Review Tool

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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.