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Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox [CASE STUDY]

Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox

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The Client

The Client is a world-leading provider of 3D and Product Lifecycle Management (PLM) software solutions with more than 130,000 customers in 80 countries. It offers a wide range of 3D virtual solutions enabling businesses of every size to digitize innovative ideas and enjoy lifelike experiences with future products and environments. The global company has offices in the USA, Europe, the Middle East, Africa, and Asia-Pacific, with partners from leading industries and sectors including Aerospace and Defense, Automotive and Transportation, Construction, Agriculture, Education, Healthcare, and others.

The Challenge

Prior to engaging Callbox, the Client hired a prominent direct marketing solutions provider to handle its lead generation program. Not satisfied with the results, it sought better marketing. The Client’s Singapore office decided to investigate a lead generation program with Callbox. The Client’s main objectives were:
  • Determine the level of sophistication of the target’s present CAD software tools and systems
  • Profile companies and prospects who were already using the Client’s CAD solutions
  • Facilitate lead reassignment to the Client’s resellers
The client judged Callbox’s strategies to be more cost-effective and efficient and signed up for a three-month pilot project.

The Callbox Solution

The initial campaign started with two full-time Callbox agents. It was divided into three segments: Lead generation, Appointment Setting, and Call-to-Invite.

Appointment Setting

Callbox secured agreement from prospects to be contacted by the Client’s reseller.

Lead Generation

Callbox looked for prospects who requested additional information regarding the Client’s products and agreed to receive email information on special promos.

Call-to-Invite

Callbox looked for prospects to register for a virtual conference organized by the Client. Callbox created two customized Pipeline CRM accounts for generating and rechanneling leads to the Client’s authorized resellers. Since the Client delivered the call lists on a daily basis, sustainability and integrity of records were a major challenge. To solve this, Callbox used Pipeline CRM and a customized spreadsheet to monitor the Client’s data more effectively – an activity which involved close coordination between the Research and Campaign Specialists. While this campaign focused on generating leads from the warm lists, Callbox suggested tapping prospects on the cold lists producing substantial positive results from this source. Guidelines for the callout process were made visible to each Callbox Team member to ensure that they were updated with the Client’s instructions.

Results

At the end of the three-month pilot campaign, Callbox delivered a total of 372 leads at an average of five to ten leads per day. Satisfied with the results, the Client re-contracted for a new 18-month project. Nine months into this new campaign, Callbox had produced a total of 1,623 leads from the Client’s warm lists supplemented by contacts from Callbox’s database.
  • Sales-qualified Leads (SQLs): 1, 404 (87%)
  • Marketing-qualified Leads (MQLs): 219 (13%)
The campaign is currently in progress with three full-time Callbox APAC seats generating leads and appointments for two of the Client’s Value-added Resellers (VAR) in Australia.
Australian Software Vendor Taps Callbox to Fast track Sales in Asia Pacific [CASE STUDY]

Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

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The Client

The Client is a well-known software company in Australia which develops and distributes practice management and tracking software for large companies. Its clients include Ingram Micro, The University of Sydney, Accenture, CitiStreet, and Acumen Alliance.

The Challenge

The Client has excellent brand recognition in Australia, and its products have strong market potential. However, it had difficulty penetrating foreign markets which are often dominated by global competitors. The Client has not significantly invested in any marketing tactic aside from the irregular cold calling efforts by its inside sales staff, and its primary source of new clients was word of mouth.

To boost its capability to compete in the international market, the Client looked for an appointment setting company to carry out its objectives methodically – a technically sound telemarketing team with firsthand experience in selling software systems.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, and Web.
  • Sales Enablement & Support which covered Team 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

  • To educate prospects on the benefits of practice management software.
  • To schedule product demos with interested prospects.

Below is the two-step process for the ABM campaign:

Account Research and Selection 

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox worked out 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 specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were IT Directors, CIOs, Managers, and C-level Executives.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The ABM campaign ran for 18 months, which generated a total of 357 Sales Qualified Leads, 158 Marketing Qualified Leads, 78 Follow-ups, and 65 Requests for Information. 

Topping it all, the Client closed 44 accounts out of the leads submitted by Callbox.

Giant Software Company Finds Callbox at the End of Quest for Sustainable Marketing Solution [CASE STUDY]

Giant Software Company Finds Callbox at the End of Quest for Sustainable Marketing Solution

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The Client

The Client is a well-known software company in Australia which develops and distributes practice management and tracking software for large companies. Its clients include Ingram Micro, The University of Sydney, Accenture, CitiStreet, and Acumen Alliance.

The Challenge

The Client has excellent brand recognition in Australia and its products have strong market potential. However, it had difficulty penetrating foreign markets often dominated by large global competitors. The Client did not invest significantly in marketing aside from the irregular cold calling efforts by its sales staff. The primary source of new clients was word of mouth. To boost its capability to compete squarely in the international market, the Client looked for an appointment setting company to carry out its objectives methodically:
  • To educate prospects on the benefits of practice management software
  • To schedule product demos with interested prospects
This campaign required technically sound telemarketers with firsthand experience in selling software systems. Having campaigned on behalf of several IT and software companies for many years, Callbox was qualified for the challenge.

The Callbox Solution

Following a campaign brief, Callbox set up an outbound telemarketing team. The Client specified potential customers: IT Directors, CIOs, Managers, and C-level Executives. Callbox prepared a customized telemarketing list and created personalized scripts based on typical market response and various selling scenarios. Callbox implemented stringent QA monitoring to ensure that every lead and appointment generation effort supported the Client’s requirements. Callbox encouraged the Client’s active participation in each campaign process – from script development to new product trainings and lead qualification. This allowed to Client to provide inputs and feedback as the campaign progressed. Callbox maintained an impressive momentum throughout the 18-month calling campaign, contacting 4,887 companies at an average of 222 calls per day. The Client witnessed the action in real-time via Callbox’s Pipeline CRM, which also allowed it to respond promptly to appointments and other actionable results.

Results

  1. Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
  2. Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
  3. Simply put, the Client got a sale for every 2000 calls made by Callbox; about 2.5 sales per month.
Greatly impressed by its performance, the Client continues to rely on Callbox for its outbound marketing campaigns, as it continues to grow its market share, not only in Australia, but now in the expanded markets of New Zealand, Brunei, and India. It also intends to hire additional agents to keep up with the influx of new leads and further increase its marketing activities.