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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

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

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.

Software Company Transforms Marketing Activities after Using Callbox [CASE STUDY]

Software Company Transforms Marketing Activities after Using Callbox

The Client

The Client is a leading supplier of shipping software and IT solutions. Based in Singapore, it has more than 100 employees serving over 200 clients worldwide. Its IT solutions are being used by well-known customers around the world, mostly shipping companies, liner agents, short sea carriers, NVOCCs, terminals, and depots.

The Challenge

The Client wanted to increase sales from new businesses and open new markets abroad. Although it had its own inside sales team running itslead generation campaigns, the Client found managing international campaigns quite challenging given the scope of its target market which required working in different time zones. So, it looked for a marketing partner who could execute a more targeted lead generation campaign and bring in more qualified sales leads for its inside sales team to focus on.

Upon learning about Callbox in 2007, the Client was hesitant because outsourced telemarketing service was embryonic and unproven in Singapore at the time. Nevertheless, by explaining the benefits of outsourcing to a qualified telemarketing company, Callbox was able to convince the Client to embark on a cold calling campaign with them.

The Callbox Solution

The first campaign took off in February 2007 with one dedicated telemarketing agent. Close coordination between the Client and the Callbox Team played an important role throughout this campaign. Callbox conducted weekly conference calls with the Client to address campaign-related issues and facilitate exchange of ideas. The Client also provided Callbox with weekly updates on companies they wanted to focus on. The success of this campaign was a result of both parties’ willingness to work closely together in addressing questions and concerns.

The Client expressed why it continued to use Callbox’s services after the first campaign:

  1. Callbox did an excellent job in generating interest in the Client’s target market.
  2. Callbox was able to bring in new clients despite working across different cultures and time zones.
  3. Callbox managed to keep regular communication with the Client.
  4. Callbox agents possessed the ability to grasp information fast.

Results

The Client was one of Callbox’s first accounts in the Asia-Pacific region, and it has continued to use its services since the first campaign in 2007. The Client also used Callbox in other projects including a call-to-invite campaign targeting Dubai and UAE, lead generation in Europe, SEO, and market research.

Extremely satisfied with results from these campaigns, the Client recommended Callbox to its sister company, an established aviation software solutions provider. The Client also referred three more accounts who became regular Callbox customers.