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Callbox and Software Leader Spell Success [CASE STUDY]

Callbox and Software Leader Spell Success

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The Client

The Client is a software consulting firm based in Irvine, CA, specializing in the Sage Software family of products like Sage MAS 90 and 200, Sage BusinessWorks, Sage CRM, and JobOps management software. They help businesses increase productivity and profitability through integrated accounting, distribution, and management applications, with reporting tools that allow users to quickly and easily extract, analyze and professionally present business information.

The Challenge

The Client’s suite of services include software selection, system design and implementation, user training and support, data conversion, and eCommerce/EDI/CRM consulting. With the goal of becoming the most trusted name in the network technology and business management industry. But, considering the tough competition in the software industry, the Client had to double its effort in carrying out prospecting activities to be able to get ahead in the track. The traditional in-house tools it has been using for years, have become quite ineffective in meeting customers’ demands these days. A better marketing strategy must be put in place to help them achieve their goals.

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.
  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, and Social Media
  • Sales Enablement & Support that provided Staff 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

  • The Callbox team was to make initial contact with prospects by sending brochures via email, and prioritize those that are most responsive.
  • Call and profile businesses that needed System Change, Upgrade or Downgrade, Maintenance, or Add-ons.
  • Generate meetings with prospects for the Clients BDMs.

Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox refined 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 buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations
  2. Buyer personas designated as the campaign’s primary targets: CEO, Managing Director, Financial Director, Manager, GM of Operations, IT Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type with unique accounts and unique contacts

Results

Overall, the nine-month ABM Lead Generation and Appointment Setting campaign produced a total of 108 Sales Qualified Leads, 90 Marketing Qualified Leads, and 432 Social Media Connections.
Callbox Delivers Qualified Leads for Workforce Management Solutions Expert [CASE STUDY]

Callbox Delivers Qualified Leads for Workforce Management Solutions Expert

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The Client

The Client specializes in empowering project workforce locally, and provides visibility globally. They make it possible to manage project workforce in real-time, eliminating the spreadsheets and custom-built applications enterprises use to fill the gaps caused by disconnected systems.

Their project workforce management helps streamline project management, optimize resource utilization and precisely account for costs and revenue across projects and workforce. The Client leverages existing software investments and adapts to structures and processes to automate time and expense tracking, cost and revenue accounting, workforce planning, as well as other project and workforce related processes.

The Client’s on-demand software has earned an unqualified SAS 70 Type II certification ensuring maximum data security, reliability, and scalability for our hosted customers. Since 1995, the Client has served over 800 organizations around the world, including Caterpillar, Corning Cable Systems RD&E division, First National Bank, Hydro Quebec – DPE, Invensys Systems Canada, Major Drilling, Pioneer Natural Resources, State of Wyoming, The Pentagon, University of Michigan, Fisher Scientific, and Wyeth Biopharma.

The Challenge

With the volume of traffic the Client’s website gets every day, the Client needed to gather significant information from all its visitors in order to enhance its service offerings. It sought the services of a sales and marketing expert to handle all website inquiries and calls on their behalf and more importantly, qualify visitors and identify their needs so that its sales team can focus more on closing deals.

The Callbox Solution

For Client’s needs, Callbox implemented an extremely effective marketing strategy — Lead Qualification.

The Callbox team handled all service inquiries in the Client’s website. Callbox agents profiled the Client’s visitors by asking them their role in the company they represent, what industry they belonged to, the motivation behind visiting the website and gathering their contact information. The more crucial process was finding out what service they were interested in and what their requirements were. The qualifying process included questions on:

  • Budget
  • Current processes and software solutions (tech stack)
  • Number of users
  • Target implementation date
  • Industry

While discussing these criteria and requirements, each Callbox Lead Manager types notes directly into Thunderchild using the template of the question and determines which among his or her list should be given a follow up call.

Once a lead is set to qualified, the Callbox sales team will then take over. An appropriate sales representative is assigned to a particular set of prospects based on their geographic location as well as the size and scope of the implementation. The sales representative then calls these prospects for a more thorough discussion about their business requirements in preparation for an eventual product demonstration.

Results

Owing to the Callbox team’s excellent communication skills, consistency and efficiency in the conduct of the Lead Qualification campaign, the Client has been getting a steady flow of qualified appointments. Its sales team is now devoting full attention to closing deals, significantly increasing sales.

Software Company Favors Callbox Sales Leads Over Own Contact List [CASE STUDY]

Software Company Favors Callbox Sales Leads Over Own Contact List

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The Client

The Client is a Microsoft Certified Business Partner providing global services for industry-specific implementation of Microsoft Dynamics. A Microsoft’s Eastern Region Competency Awardee, the Client is an authorized reseller of Microsoft Dynamics AX “Axapta”, Microsoft Dynamics GP “Great Plains”, and dynamics CRM.

The Challenge

Before engaging Callbox, the Client had difficulty generating a sufficient number of leads for its inside sales team due to a saturated contact list, limited market reach, and changing lead qualification requirements.

With its priorities on selling, the Client needed a reliable lead generation partner to fill the gaps that were emerging in its sales pipeline with sales-ready leads, so that its inside sales team could focus on converting those leads into sales, instead of spending their limited time prospecting.

The Callbox Solution

  • Planning to buy new software in the next six to twelve months
  • Averaging at least $35M in annual revenue
  • Servicing a minimum of fifteen corporate clients
  • Employing at least sixty-five full-time staff.

The Client signed up for an initial three-month lead generation campaign, which was immediately followed by a six-month contract with a quota of ten leads per month. The Client provided the script and brochures, while Callbox prepared the list of target contacts. Prospects that did not match the specified qualification criteria were removed from the calling list, making the campaign highly targeted.

Results

The Client has been renewing its contract with Callbox continually for more than five years now. Throughout this time, Callbox has delivered close to 300 qualified sales leads for the Client, providing a stable source of leads for its sales team, and filling its calendar with qualified appointments month after month.

The Client found that using Callbox’s targeted contact list resulted in higher contact rates and better lead quality, and it was finally able to escape its dependence on its own overused contact lists. The Client’s salespeople became more productive because they were able to focus on pre-qualified prospects instead of raw contacts.

Aside from successfully generating a substantial number of leads from outbound calls, Callbox was able to use each one-on-one decision maker conversation to tap into prospects’ interest, ultimately stimulating more inbound interest and capturing more leads for the Client from this fresh new source. This helped augment the Client’s revenue potential with a marked increase in inbound inquiries and website visits.

Software Company Won Thousands of Registrations Thru Callbox Webinar Event Campaign

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The Client

The Client is a provider of remote monitoring and management software products and services for managed service providers, IT service providers and value added resellers that offer IT support services to small to medium businesses.

The Challenge

The Client was to launch a series of webinars in US and Canada, and needed a marketing partner to help generate registrations. The campaign required hundreds of calling activities everyday which they saw to be a major challenge for their in-house marketing staff. 

Trying to outsource for the first time, the Client took careful steps in searching for the right telemarketing partner, and eventually chose Callbox from a list of B2B firms because of the latter’s extensive experience in running lead generation campaigns.

The Callbox Solution

Callbox designed an end-to-end Multi-Touch, Multi-Channel Webinar & Virtual Event Marketing campaign which utilized Voice, Email, Mobile, Web, and Social Media to target attendees from the US and Canada.

The Callbox team was to manage the whole webinar campaign starting from promotion, actual or live event, and onto post-event tasks which consisted of: 

Pre-Webinar Promotion:

  • Email Templates
  • Call Scripts
  • Landing Pages Form
  • Promotional Materials

Webinar Facilitation: 

  • Practice Session
  • Speaker(s) Introduction
  • Attendee Engagement
  • Q&A Moderation

Webinar Report:

  • Video Recording
  • Audience Feedback
  • Q&A Reports
  • Pre & Post Event Metrics

The Campaign Goals

The webinar campaign focused on contacting key prospects to introduce them to the potentials of increased sales and lowered business costs through managed services. 

Prospects who expressed interest in the Client’s services were booked for appointments with the Client’s lead development team, and were registered for the webinar.

Results

The US and Canada webinar events did very well which brought the Client to decide on signing another contract with Callbox for a 20-seat campaign to target the UK and New Zealand markets.

Overall, the Webinar Event campaigns ran for 3 years, and generated a total of 35,793 registrations.

Client Feedback

I am pleased to recommend Callbox. They have consistently worked with a collaborative attitude to ensure all processes are current and achieve all set key performance indicators. Whenever an issue did arise we worked through the issue in a timely and efficient manner so goals remained on target. They have a positive, easy to work with demeanor and strive to exceed performance expectations. I highly recommend their services.

Software Retailer Revamps Marketing Strategy Improves Conversion [CASE STUDY]

Software Retailer Revamps Marketing Strategy, Improves Conversion

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The Client

The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes in distribution and implementation of Microsoft Dynamics NAV. It also offers customized business software solutions and expert advice to medium-to-large companies particularly in the field of manufacturing, distribution, financial, field services, and logistics sectors.

The Challenge

Before contacting Callbox, the Client relied mainly on repeat business and word-of-mouth endorsements from its past and existing customers to generate sales leads. While this “old school” marketing approach may have worked for others, it was insufficient to achieve the Client’s growth objectives for two reasons:

  1. Its products were expensive
  2. Its market base was too small.

Seeing its success stalling, the Client reconsidered its growth strategy. Its objective was to find a better way to tackle competition head on and generate recurring ROI. Instead of waiting for leads to walk in the door, it looked for a marketing partner who could effectively reach out to potential customers and guide them through the buying process. Soon enough, the Client saw outbound telemarketing with Callbox as an opportunity to make a difference in a crowded competitive landscape.

The Callbox Solution

The Client signed Callbox for a campaign of 10 phone appointments qualified against its “ideal customer” standards:

  • C-Level prospects (preferably in the Financial sector)
  • Considering the purchase of a new ERP system in 9 months
  • With a sufficient budget

The Client targeted manufacturing industries in Arkansas, New Mexico, Los Angeles, Oklahoma, and Texas. Callbox helped the Client calibrate its lead generation process using this criteria to improve lead hand off from marketing to the sales department. It also revised the call script to emphasize various challenges likely being encountered by prospects with their current software. This kept the campaign focused on conversations which best resonated with the Client’s market and set the stage for introducing a new product.

Results

The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of the time of writing, the Client and Callbox are working together on their sixth consecutive campaign.