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Big Tech Brand Reaps Rewards from Long term Partnership with Callbox [CASE STUDY]

Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox


CASE STUDY



Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox


THE CLIENT



Big-Tech-Brand-Reaps-Rewards-from-Long-term-Partnership-with-Callbox-client

ABOUT
The Client distributes and markets a diverse portfolio of IT, industrial, construction, automotive, digital media, and consumer products. The company operates in seven Southeast Asian countries and is headquartered in Singapore.


THE CHALLENGE



Marketing in complex-sale verticals, such as IT and manufacturing, carries a special set of challenges. The conversion funnel is usually longer and nonlinear, and the process requires connecting with multiple decision-makers. That’s on top of the relatively steep learning curve needed to understand and communicate what the product or service brings.

For the Client, these form the basic requirements when teaming up with third-party agencies that handle part of their marketing programs. The company combines inbound efforts (mainly done in-house) with outbound tactics (mostly outsourced to providers). Prospecting and lead generation are the activities that the Client typically delegates to an outside marketing company.

The Client recently decided to look for a new marketing partner as part of its renewed focus on Southeast Asia. The company needed an outbound agency with the scope to help it cover new segments in its target areas ((Indonesia, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam), as well as the scale to generate prospects from companies in its target industries.

More importantly, the Client wanted a lead generation company they could work with on a long-term basis. This would accelerate deployment of campaigns and keep the messaging more consistent.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Launched a long-term marketing partnership with one of Asia’s biggest tech brands

• Helped the Client reach event turnout targets

• Handed off high-potential sales appointments


THE CALLBOX SOLUTION



The Client reviewed proposals sent by Callbox and two other marketing agencies. All three had considerable experience managing companies’ APAC campaigns, but Callbox was able to provide case studies and references showing projects with longer-term commitments. The Client placed a great deal of emphasis on this key differentiator and signed up with Callbox.

The project kicked off a few weeks before a company-sponsored event. The Callbox team worked closely with the Client to put together a call-to-invite campaign aimed at boosting turnout:

1. The event revolved around driving awareness and generating leads for its SAP services and solutions.

2. The target attendees mainly consisted of decision-makers in IT, Operations, and Finance from Singapore-based manufacturing firms. The Client wanted to focus on companies not using SAP Business One.

3. Once Client approved the call list and campaign materials, Callbox then launched a one-month (22-day) call-to-invite campaign.

Appointment-Setting

The project’s next phases consist of different appointment setting campaigns. Each phase focused on a different ICT solution, target industry, and target area.

1. The project’s second full month focused on booking appointments for its SAP ERP consulting and integration services. The campaign’s targets were IT prospects from trading /distribution, medical devices, and discrete manufacturing companies in Singapore.

2. After that, the Callbox team carried out two simultaneous appointment setting campaigns. One campaign targeted Singapore, while the other focused on the Philippines. Both campaigns generated ICT infrastructure appointments from finance, legal, and healthcare companies.

3. The Client played an active role in refining each campaign’s parameters and in crafting thecampaign materials.


THE RESULTS



The project has so far completed one call-to-invite and three appointment setting campaigns. The 22-day call- to-invite campaign generated a total of 24 confirmed attendees and 35 positive contacts.

Each of the four appointment setting campaigns ran for a total of one month (22 days). Each campaign’s first 2 weeks were spent on testing and nurturing activities, so that most of the appointments trickled in during the second half of the month.



Choosing Callbox for Sage Lead Generation Proven to be Wise Decision [CASE STUDY]

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision


CASE STUDY



Choosing Callbox for Sage Lead Generation Proven to be Wise Decision


THE CLIENT




ABOUT
The Client is the IT services arm of its mother company which is one of the largest global accounting and consulting network in Asia and in other 120 countries.


THE CHALLENGE



The rapid growth in number of IT companies and the seemingly similar products and services offered tend to cause confusion among business owners on which IT service provider would best fit to address their IT needs, and the Client was not spared from such.

The conventional “WIIFM” (what’s in it for me) would not make any difference at all, the IT expert thought. So the “what” was replaced with “why” as (why is it for me) for their campaign to make target customers understand why they should choose the Client as their IT provider instead of simply knowing what they offer. The campaign was successfully carried out with Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Validated contact details via Customer Profiling campaign

• Filtered most active contacts via the Pipeline Lead Nurture Tool

• Ensured solid appointments via the Smart Calling system


THE CALLBOX SOLUTION



Customer-Profiling

1. Though the Client had tried their best to keep their database in top condition, they still opted to have it validated by the Callbox team.

2. Using the Pipeline Lead Nurture tool, the Callbox team sent an initial single-page email that contained an overview of the Client’s products and services with very limited information but included teasers of a current customer’s success story to pique the prospect’s interest.

3. Active responses like opened emails, website visits, clicked links, and queries were tracked and saved for follow-up calls.

4. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

1. Callbox utilized its SMART Calling system in order to reach the right prospects at the time they are most available to talk.

2. The probing questions were not the usual that would simply draw the prospect’s needs but rather carry out realization in them what the previous strategy/provider has done to achieve their goals. Thus most prospects admitted results were below expectations.

3. Upon reaching this point of conversation, agent proposed to set appointment with the Client’s IT consultants and invite prospects to an IT seminar.

4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues.


RESULTS



The first month of the campaign generated 12 appointments and 4 registrations, but as the Calbox team got more familiar with the the target market and customer profiles, appointments delivered almost tripled in the second month with 34.

In the third month, another 12 appointments were generated with 6 registrations; 16 for the fourth month and 12 on the fifth month of the campaign.

The numbers escalated once again in the sixth month with 22 appointments and decreased a bit in the seventh month with 13 appointments and 8 registrations. While the eighth month took a bit of a hit with 3 appointments. The ninth month made up for the dip in numbers with 20 appointments and the tenth month closed out with 5.

The 10-month campaign generated a total of 149 appointments and 18 registrations. It is worth noting, however, that the Client is still counting more appointments and registrations as they go into the eleventh month, or technically, the first month following the end of the 10-month campaign.



Callbox Confirmed 600 Attendees for Events Leader [CASE STUDY]

Callbox Confirmed 600 Attendees for Events Leader


CASE STUDY



Callbox Confirmed 600 Attendees
for Events Leader


THE CLIENT



ABOUT
The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.


THE CHALLENGE



The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.
HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contacts via Customer Profiling campaign

• Well-targeted reminder calls achieved via Callbox’s SMART Calling

• Accurately tracked active responses via the Pipeline Lead Nurture Tool


THE CALLBOX SOLUTION



Customer-Profiling

1. The database records needed to be validated so a customer profiling campaign was implemented.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.

3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called to remind prospects of the event and to confirm their attendance.

2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.

3. Prospects who confirmed attendance were sent calendar invites.

4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.



Thrice in a Row Callbox Boosts Event Attendance Rates for CRM Market Leader

Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader


CASE STUDY



Thrice in a Row: Callbox Boosts Event
Attendance Rates for CRM Market Leader


THE CLIENT



ABOUT
The Client is the Asia-Pacific unit of a USA-based cloud computing company that provides CRM solutions to business and enterprise customers. Its main product line is its suite of on-demand, cloud-based CRM platform
available to users on a subscription basis. The Client also offers a number of other cloud-enabled tools for customer service and support as well as for sales team collaboration.



TARGET DECISION MAKERS
Marketing Manager, Sales Manager, Operations Manager, Managing Director, Owner, CEO, COO, IT Manager, IT Director


THE CHALLENGE



With its reputation as a key mover in the CRM software space, the Client regularly organizes a number of annual conferences and events aimed at customers, vendors, developers, IT professionals, and industry thought leaders throughout various locations around the world. These are typically high-profile events that generate attendance figures that average in the thousands, as well as receive considerable media coverage particularly from the tech press.

While many of the Client’s conferences fulfill both branding and PR objectives, there is also a more tangible marketing (and overall business) goal that underlies most of the company’s events: to attract more people into its far-reaching ecosystem.

Among the events lined up for 2017 are three sets of conferences scheduled for January, April, and July. All three events are set to take place in Hong Kong and Singapore, showcasing insights on Asian business innovation and customer experience.

The three events’ target audience consists primarily of decision-makers who deal with marketing technology in some way at small- to medium-sized Hong Kong- and Singapore-based companies. The target attendees mostly come from technology-intensive industries such as manufacturing, financial services, professional services, retail, and healthcare.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Launched three successful call-to-invite campaigns for CRM market leader
• Exceeded targets consistently in all three campaigns
• Improved event attendance rates and potential conversions

Callbox-Boosts-Event-Attendance-Rates-for-CRM-Market-Leader-results

THE CALLBOX SOLUTION



Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.

• Since the Client wanted to ramp up registrations a month prior to each event, it allowed the Client to obtain immediate response from its target attendees and gain additional information to help improve preparations.
• Call-to-invite campaigns provided a way to quickly and accurately qualify likely attendees based on the parameters set by the Client, especially given the tight timetables associated with the events.
• This also enabled multiple outreach opportunities, such as follow-up and confirmation calls.

The call-to-invite campaigns included the following main activities:

• Callbox put together the list of target attendees to be contacted based on the Client’s specifications, as well as prepared the campaign’s call scripts. These were reviewed and approved by the Client.
• Contacts who expressed interest to attend the event and completed the registration via the registration link were tagged as qualified
attendees (RSVP). These were forwarded to the Client’s team on a daily basis.

• In addition to outbound phone-based qualification, Callbox also helped other interested prospects complete the registration process by
assisting them through the submission procedure. Agents also managed the information send-outs for prospects who want to first receive the invites.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.


RESULTS



Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.Each of the three call-to-invite campaigns ran for 22 days and was aunched a month prior to the respective event. Hong Kong and Singapore prospects were simultaneously contacted in all three campaigns. The below table summarizes the results from each campaign:

table

Taken together, the three call-to-invite campaigns were able to produce a total of 353 confirmed RSVPs for the three sets of events. Using a benchmark conversion rate of 11% to 20% (based on industry averages), the Client can potentially generate between 39 to 71 new customers from attendees at the three events that registered via the call-to-invite campaigns.



Callbox Three Step Tactic Success Marketing Specialist [CASE STUDY]

Callbox’s Three-Step Tactic To Success for Marketing Consulting Specialist


CASE STUDY



Callbox’s Three-Step Tactic To Success for Marketing Consulting Specialist


THE CLIENT



ABOUT

The Client is a Marketing Consulting Agency which was founded in Kuala Lumpur, Malaysia in 2002. The company is an event specialist mainly for IT and Software industries providing Signature Campaigns, Event Management, Retail Services, Partner Programmes and Content Development in Singapore, Malaysia and Indonesia, and had ran several successful events for IT giants like Intel and Microsoft.

As the Client’s reputation grew in 2007, more industry giants like Bosch, Castrol, DiGi and Disney Channel entrusted them to handle major events which brought them more acclaim in the region.

TARGET LOCATION
Singapore & Malaysia

TARGET INDUSTRY
All industry types and sizes

TARGET PROSPECTS
IT Managers, IT Admin,
Helpdesk Managers,
Infrastructure Managers


THE CHALLENGE



The Client’s successes in the past did not leave them overconfident and content with their achievements but rather drove them to set their sights higher with plans for expansion of their services in the Southeast Asia by providing service to multinational IT and software companies. This objective was crystal clear but the tools and processes to run the project remained a gray area. This led the Client to look for a third party provider who possesses the expertise that would help them realize their plans. They considered partnering with a telemarketing company – specifically someone who has rich experience in events marketing campaigns and can provide a large and well profiled database for them.

Callbox was among three providers that were shortlisted by the Client but stood out to be their best choice in the end.


THE CALLBOX SOLUTION



The Client planned out a trade event for a giant IT firm. The objective was to gather as many attendees as possible and get interested prospects who would be good targets to follow up for succeeding events.

Callbox, known for its thought technology as a top lead generation provider, designed a multi-channel marketing campaign for the Client and employed the use of the Callbox Pipeline Lead Nurture Tool, a marketing automation tool that streamlines actions and communication between the Client and the targets, creating a seamless workflow for the Callbox team throughout the duration of the campaign.

The presentation of the whole idea of how the project will be ran was the very reason why the Client blithely chose Callbox over the other two lead generation providers.

The process was easy as counting 1-2-3:

  1. Event invitation emails were sent to prospects before the calling commenced. This was coursed through the Callbox Pipeline Lead Nurture tool which served a double purpose – to formally invite prospects and at the same time to validate the information details of the contacts in the list. The validation process filtered invalid contacts like DNC and Bounced emails by moving these entries from the target list to a repository list. Once updated, these were uploaded back to the target list to be blasted with email invites.
  2. A one call resolution tactic was applied in making follow-up calls to prospects who took actions like opened email, replied or clicked a link on the page upon receipt of the invites. The agent’s follow-up call was not simply to share more about the event details or answer the prospect’s queries but as much as possible, aimed to seize the lead by walking them through the whole registration process. Once done, the agent immediately sent out a calendar invite that contained complete event details like title, date and time, venue and confirmation codes as a steady reminder for the prospect.
  3. The third and last step was calling all the registrants a day or two before the event date to confirm their attendance. During the confirmation call, the agent had to make sure that the registrant had accepted or accepts the calendar invite and confirms his or his representative’s attendance to the event.

RESULTS



The campaign officially registered 129 confirmed attendees for the giant IT company. But for this Marketing Consulting specialist, the successfully concluded campaign was just a start of even bigger things, for them the best thing was nurturing 150 warm follow-ups who are all possible attendees to upcoming events, and a rich database containing well-profiled and accurate contacts.

The event campaign saved the Client much time and money as they not only gathered a good number of attendees for the IT giant’s event but at the same time, currently reserves another batch of warm prospects for the next event that wouldn’t necessarily require much time and effort to follow-up.

In fact, as of press time, Callbox is set to launch another event campaign for the Client.



Marketing Automation and the Callbox Curriculum for Success [CASE STUDY]

Marketing Automation and the Callbox Curriculum for Success


CASE STUDY



Marketing Automation and the Callbox
Curriculum for Success



HIGHLIGHTS



  • Seamless Call-to-Invite process, improving lead generation results by 75%
  • Eliminated efforts on revising and sending email copies, manual call scheduling and list cleansing, added more opportune time to reach prospects
  • Cleansed database with profiled and updated contact information, inducing data accuracy
  • Promptly responded to real time alerts and notifications, maximizing call hours on reaching 40 plus prospects daily
  • Spot-on tracking of prospect’s actions on email communications, increasing lead conversion rates

THE CLIENT



ABOUT
The Client is a Singapore partner company of a US-based Leadership Curriculum provider that promotes the world’s most advanced curriculum in leadership potentials.They conduct seminars that deliver extraordinary results for clients by combining optimization technologies, services and custom-built facilities that ensure sustained growth, fulfillment and momentum over the long-term. They were in search of a competitive telemarketing company that can maximize both staff and tools to address their need for a systematic and trackable introduction and follow up of all target contacts, and their search ended with Callbox.

PRODUCT / SERVICE
US-based Leadership Curriculum Provider

CAMPAIGN TYPE
Call-to-Invite


THE CHALLENGE



A top Leadership Curriculum provider wants to maximize its manpower and software to improve its lead generation rates, cleanse its database, and increase lead conversion. It found the perfect partner in Callbox and its trusted marketing automation platform and lead nurture tool.

Between its efficient data profiling efforts and successful event telemarketing, Callbox helped reach more prospects and ultimately increase the client’s lead conversion rates. The best part? The client now nurtures its own quality leads, thanks to the model Callbox provided.


THE CALLBOX SOLUTION



In this Call-to-Invite campaign, Callbox uncovered opportunities for improvement – the database and the target contacts. Concurrent with the Callbox agent’s daily call schedule is the consistent Data Profiling for the improvement of the database by updating the contact information with current and correct data, verifying the contact details like direct line and mobile numbers, and filling up blanks like email addresses to ensure accuracy.

Moreover, Callbox maximized the Pipeline’s marketing automation function via its Lead Nurture Tool to facilitate the sending out of specific email copies to prospects, notifying the caller to follow up a contact who took action on email communications, and moving invalid contacts from one list to another for validation and cleansing. To cap all these dynamic processes, a master schema of behavior-based actions was created, which fostered three effectual working concepts:

Concept 1- Send Mail

A sequence of emails are sent to all unique entries contained in the Target List. The call result tag in the pipeline triggers the status change in the LN Tool, and a specific email copy is automatically sent. Below is a reference of email copy with corresponding call tag:

Note:

In the event where the agent makes a follow up call and the prospect was not available or the call was directed to a voicemail, RFI and For Follow Up copies are sent subsequently.

Also, if the Trigger status is unchanged and the timeframe for the Wait action lapsed, this means there wasn’t any action from the prospect, and so Intro, RFI and For Follow Up copies will be sent subsequently.

Concept 2 – Queue as Call Priority

A reminder for the agent to call a prospect as soon as he takes an action on email communications. This timely alert gives a better chance of converting opportunities into leads.

OPENED – the prospect opened the email
CLICKED – the prospect clicked a link/s on the email copy
VISITED WEBSITE – the prospect visited the website
SUBMITTED A FORM – the prospect submitted a form (most common for call-to-invite campaigns)

Concept 3 – Move to List

Moving invalid contacts from the Target List to other lists for cleansing purposes. The following lists are required entries for each schema:

TARGET LIST – is the prime list of unique contacts and resource of email send outs, which the agent utilizes for calling.

SUPPORT LIST – receives bounced contacts. These bounced contacts are then validated/profiled by the agent or research team and sent back to the Target List to be called.

REPOSITORY LIST – Invalid contacts that were tagged as Deadline, Fax Tone, or Disconnected, contacts are moved to this list and undergo the same process as with bounces.


RESULTS



Callbox’s call-to-invite campaign scheme unleashed more potentials for the Leadership Curriculum provider, leveraging on smart marketing technology and proven prospecting processes. With integration of Callbox’s Lead Nurture Tool, the campaign ran seamlessly. The automated behavior-based actions like sending email copies, queuing call priorities, and moving invalid contacts for list cleansing have rounded up a total of 228 registrations for 10 event campaigns, of which 79 (34%) were generated through the Lead Nurture Tool. The time and effort saved were instead utilized in making more calls to decision makers that made an upshot on the monthly average number of leads generated from 21 to 28. The Data Profiling process resulted to notable improvement on database accuracy from an average of 35% to 75%, as determined by Callbox’s List Scoring system. The Client now nurtures quality, revenue-driving leads and more potential follow up attendees for upcoming seminars in Bali, Indonesia and Bangkok, Thailand.



Global Media Runs On Accurate Market Data [CASE STUDY]

Global Media Runs On Accurate Market Data


CASE STUDY



Global Media Runs on Accurate Market Data


THE CLIENT



ABOUT
The Client is a global media company providing more than 30,000 marketing programs from the Fortune 50 to emerging start-ups for 17 long years now. Their core services include targeted content, active audiences and innovative capabilities that run via a platform, to assist their clients in engaging with revenue-driven technology marketing programs.

TARGET LOCATION
 Singapore, Philippines, Malaysia, India

TARGET INDUSTRY
 All Industries (Medium to large)


THE CHALLENGE



To profile the data and conduct a survey among the Client’s existing customers.


THE CALLBOX SOLUTION



First Campaign – Data Profiling (2013)

The Client provided Callbox a list of their existing customers to be updated and profiled. The data profiling campaign wasn’t ran generically as merely updating wrong information, but rather implemented based on the Client’s specific process that required further research and data recording to complete the action.

Client’s Process:

  1. To call all the contacts in the list
  2. Verify all the details: name of pic, company name, job title, email address and direct line
  3. In case of “no answer”, the caller will have to look up the phone number for the company’s main switchboard, and attempt to verify the contact’s details; while for contacts who have left the company, the caller must use publicly available sources like Google and LinkedIn
  4. All information gathered shall be saved and sent to Client every 2 days

Note: The caller must not find/replace a contact and email address other than what’s in the list.

First Campaign Result

campaign 1 result

Second Campaign – Data Profiling (2014)

The second campaign worked on profiling more databases but delved more into the sources from which and how the information was verified which required accuracy in call disposals.The Leads were classified as:

  • Profiled by phone
  • Profiled by online sources
  • Employment validated
  • Employment invalidated
  • Unreachable/No updates

Aside from updating and cleansing the list, a step-by-step Question-&-Answer form was to be filled out by the caller in a spreadsheet that will detail how the data verification was done for each call.

Below are just 5 of the 11 questions and possible answers:

  • Did the phone number we provided work? Yes/No (Yes=the phone rang; No=the phone number was invalid or has been disconnected)
  • If yes, Did someone answer the phone? Yes, the lead him/ herself; Yes, someone other than the lead; No, nobody answered the phone)
  • If yes: Were you able to speak to the lead? Yes/No
  • If yes: Did the lead confirm the job profile and contact information we have on file for them? Yes/No
  • Did the lead give you updated information that is reflected in the spreadsheet? Yes/No
Second Campaign Result

campaign 2 result

Third Campaign – Survey, White Paper (2015)

In the third campaign period, both types were divided into four technology segments. Each had a corresponding question:

  • Big Data
    Question: Does the business plan to purchase or upgrade big data technologies in the next 12 months?
  • Cloud Infrastructure
    Question: How does the business deploy server resources in the next 12 months?
  • Desktop Virtualization
    Question: Does the business plan to upgrade or invest in desktop virtualization solutions within the next 12 months?
  • Disaster Recovery/Business Continuity
    Question: Will the business be implementing or undertaking a DR related project in the next 12 months?

Answers to the survey were uploaded via links provided by the Client.

Third Campaign Result

campaign 3 result

The results of all the three concluded campaigns were precedent to the upcoming campaign which the Client will be launching early 2016, with the same Callbox team.

Callbox is customer satisfaction-driven. We translate your business thoughts into ideal opportunities, project plan schemes into materialized tasks, and goals into achieved targets.



World-class Branding Consultancy gets Marketing Boost with Callbox [CASE STUDY]

World-class Branding Consultancy Gets Marketing Boost with Callbox


CASE STUDY



World-class Branding Consultancy Gets
Marketing Boost with Callbox


THE CLIENT



ABOUT

The Client is the world’s largest brand consultancy with a network of 33 offices in 27 countries. Over the past 40 years, it has created and managed branding campaigns for some of the world’s most recognized brands including BMW, P&G, and McDonalds.


THE CHALLENGE



Part of the Client’s marketing strategy is conducting a series of events each year. One of those events was a free seminar workshop held in Singapore and Thailand, aimed at introducing its branding solutions to potential customers. To maximize the marketing value of this event, the Client looked for a marketing partner who could develop an effort that combined email and telemarketing to generate its desired number of registrations in a short span of time. The Client’s objective was two-fold:

  1. To identify target contacts and send out email invites.
  2. To qualify prospects based on the Client’s pre-defined criteria.

THE CALLBOX SOLUTION



Having worked with a number of big companies in Singapore and Thailand before, the Client had already compiled a database contacts which would be used in this campaign. The overall effort started in September 04, 2013 and involved two waves of marketing activity leading to the event.

The first was an email campaign to send out invitations containing details of the event, along with a short summary of the Client‘s profile and its services. Target contacts included C-level decision makers from the top 200 local companies in Singapore and Thailand.

The second wave involved an outbound telemarketing outreach to qualify email respondents based on the Client’s qualification criteria. Qualified respondents were then forwarded to the Client’s team for confirmation and event registration. Callbox submitted weekly RSVP reports which allowed the Client to forecast the number of potential attendees and make adjustments to step up the campaign when necessary.


RESULTS



Both campaigns were successful not only in terms of quantity (number of leads generated), but more importantly, in quality. The email blast generated an impressive response rate that a week prior to the campaign’s completion, the Client contracted another agent from Callbox to assist with the calls. In 22 days, the campaign generated a total of:

  • 39 qualified leads
  • 30 confirmed RSVPs (a whopping 76% RSVP rate)


Quantifying Lead Generation Success for World Class Data Solutions Provider [CASE STUDY]

Quantifying Lead Generation Success for World-Class Data Solutions Provider


CASE STUDY



Quantifying Lead Generation Success
for World-Class Data Solutions Provider


THE CLIENT



ABOUT

The Client is a global leader in data backup, data recovery, and archiving solutions. Based in Singapore, it provides expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.


THE CHALLENGE



The Client hired a lead generation provider but needed additional support for other marketing initiatives. It looked for a reliable telemarketing partner with significant regional experience and resources in order to:

  • Cold call to invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign

After searching and comparing several service providers found on the internet, the Client was impressed by Callbox’s track record in B2B lead generation and immediately penned a deal.


THE CALLBOX SOLUTION



Callbox set up an outbound telemarketing team to initiate a call-to-invite campaign to be followed by a lead generation/client profiling campaign.

Callbox initiated a cold calling campaign to invite and sign up participants to four open house events hosted by the Client in Brisbane, Sydney, Melbourne, and Canberra. The events were organized to educate prospects and resellers in data protection solutions. The Client provided a database of 14,000 target prospects consisting of IT Managers in New Zealand and Australia.

The campaign kicked off in October 2011 after email invitations were sent. Callbox provided weekly reports enabling the Client to make attendance projections and ensure good turnout.


After the success of its call-to-invite campaign, Callbox set up a telemarketing campaign to distribute free eBooks on next-generation data protection and best practices in information management. These contact opportunities were used to profile prospects, generate feedback, and gather market intelligence. The data obtained from this campaign would be used by the client to identify key prospects and opportunities which would be crucial in executing effective sales and marketing operations.

Throughout the campaign, Callbox made several attempts to reach actual decision makers, which presented some challenge because operators were trained to block repeat calls. In this situation, there is no substitute for experience, and Callbox’s eight-year track record in B2B telemarketing was a key to the ultimate success of the team.


RESULTS



Callbox identified 165 qualified leads which far exceeded the Client’s expectations month after month. The events attracted a strong turnout which gave the Client excellent marketing opportunities and proved to be an effective market entry point.

All prospects in the Client’s database were contacted and profiled resulting in a comprehensive database of sales-qualified leads which became an excellent platform for selling at senior level. With an optimized database, the Client’s salespeople were able to concentrate on the most profitable engagements and prioritize opportunities likely to be most productive.



Upstart Storage Company Beats Launching Turnout Target in a Flash [CASE STUDY]

Upstart Storage Company Beats Launching Turnout Target in a Flash


CASE STUDY



Upstart Storage Company Beats Launching Turnout Target in a Flash


THE CLIENT



ABOUT

The Client is a US-based all-flash enterprise storage company that enables broad deployment of flash in data centers. Founded in 2009, the company was named a silver winner in the Enterprise Product of the Year in Best in Biz Awards 2011, and the Wall Street Journal 2012 Technology Innovation Awards. It was also selected for the Red Herring Top 100 Americas Award in 2012, and was among the top 25 best places to work in Silicon Valley.

TARGET LOCATION
USA

TARGET INDUSTRY
Retail, Manufacturing


THE CHALLENGE



In January 2014, the Client hired Callbox for an appointment setting campaign targeting decision makers from Fortune 1000 companies in Singapore, Malaysia, and the Philippines. With its market rapidly growing, the company scheduled an official launching of its Singapore office in May of the same year, and organized an RSVP campaign.

About a week before the event, the company realized that it was coming up short of its goal of 80 registrations. The company’s country manager for Singapore approached Callbox to run an event telemarketing campaign, with a goal to come up with 17 additional leads to complete its initial goal of 80 registrations.

With only two days to plan and execute the campaign, the challenge for Callbox was to develop a quick and engaging approach in order to generate as many confirmed registrations as possible, while carefully considering the Client’s qualification requirements.


THE CALLBOX SOLUTION



The overall effort began on May 14 and involved two phases: 1) creating and segmenting a calling list, and 2) setting up an RSVP campaign through outbound telemarketing.

The goal of the entire campaign was three-fold:

  1. To create awareness of company and its technology
  2. To provide information about the event (date, venue, etc.)
  3. To register qualified leads (i.e., confirmed RSVPs)

Time was of the essence in this campaign so Callbox made sure to keep the outreach highly targeted, supplementing the Client’s calling list with its own segmented contact database. This allowed the team to focus on pre-qualified targets, achieving a 35% positive contact rate, instead of wasting its limited time calling contacts that fell outside its target market.


RESULTS



In just two days of actual calling, Callbox completed the required number of registrations, hitting the Client’s target right on the nose, and exceeding its attendance projection by a significant margin.

  • 17 additional leads (confirmed RSVPs)
  • 57 attendees excluding members of the press (Client’s projection was 40)
  • 10 press members attending the press briefing

From this campaign, Callbox also left the Client’s inside sales team with 78 leads to follow-up, including 12 who requested for additional information.

High-profile companies at the event included StarHub, Global Foundries, Bank of America, and Maybank Singapore, among others. After the campaign, the Client re-contracted for an appointment setting campaign with Callbox.



Callbox and Software Leader Spell Success [CASE STUDY]

Callbox and Software Leader Spell Success


CASE STUDY



Callbox and Software Leader
Spell Success


THE CLIENT



ABOUT

The Client is a professional business software consulting firm based in Irvine, CA. They specialize in the Sage Software family of products – Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps Job management software. The Client helps businesses increase productivity and profitability through the application of integrated accounting, distribution and management software. Their reporting tools allow users to quickly and easily extract, analyze and professionally present business information.

The Client’s services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. With the goal of being the most trusted and most responsive in the network technology and business management industry, they have helped over 400 companies in a wide variety of industries. The Client engaged the services of Callbox in August 2005


THE CHALLENGE



Considering the stiff competition and difficulty of marketing business software, it was crucial for the Client to double, even triple their sales and marketing efforts in order to find prospects. They lacked the team and resources to search for prospects. Sales and marketing was handled by one person who wanted to focus on presenting proposals and closing deals and could not be burdened by the time-consuming search for prospects. The Client needed to scour the market for businesses with upcoming software system projects such as software evaluation and upgrading. They targeted businesses that needed:

  • system change
  • system upgrade or downgrade
  • system maintenance
  • add-ons to current system

The Client sought a partner to find these prospects, generate interest for the products and services and provide all necessary marketing support to achieve their goal.


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.

Callbox agents inquired about prospects’ plans to change or replace their business management software in the next 3-12 months. This was followed by a series of questions regarding:

  • satisfaction with the current software being used
  • flaws/problems with current software
  • current systems used for operation and accounting
  • evidence of manual or double entry for processes
  • interest in changing or upgrading current software
  • functionalities expected from the software
  • time-frame for implementation
  • budget

Aside from calling prospects, the Callbox team sent out brochures to customers asking for additional information. Prospects that had talked with the Client’s sales consultant were also forwarded to Callbox agents for follow-up calls.


RESULTS



Since August 2005, Callbox agents placed a total of 27,857 calls for the Client, and have forwarded 240 leads since the start of the lead generation and appointment setting campaigns. With Callbox handling the qualification and forwarding of hot leads, the Client now devotes full attention to closing deals significantly increasing sales. They were pleased with the performance of the Callbox team who delivered a total of 72 leads from February to June 2007. Thereafter, the Client pre-extended their contract through to September 2007.



Callbox Provides Maximum Marketing Support for Talent Management Solutions Leader


CASE STUDY



Callbox Provides Maximum Marketing Support for Talent Management Solutions Leader


THE CLIENT



ABOUT

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 decision makers, 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
  • or 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
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.

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 PipelineCRM, 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.