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case study multichannel ABM to software development company

Callbox ABM Bridges Tech Leader’s Market Gap

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The Client

The Client is a global provider of collaboration and productivity tools designed to improve team efficiency and communication. Specializing in solutions for project management, IT services, and software development practices, they aim to drive innovation and success for businesses of all sizes worldwide, ensuring seamless teamwork and integration. Their services are trusted by hundreds of thousands of companies globally, reflecting a commitment to quality and customer satisfaction.

The Challenge

The Client faced a significant challenge in generating high-quality leads and maintaining a consistent nurturing process. Despite offering innovative solutions in collaboration and productivity, their lead generation efforts fell short, leading to inefficient market penetration and underutilizing their potential in key sectors. 

The inability to effectively attract and engage the right audience hampered growth and expansion opportunities, especially in their targeted regions of APAC and EMEA. This situation necessitated a strategic overhaul to enhance their lead generation and customer engagement tactics.

The Callbox Solution

Callbox developed an AI-driven, multi-channel ABM lead generation and appointment-setting program, tailored to the Client’s needs. This comprehensive solution included:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media, and Webinar
  • Sales Enablement & Support that provided Training, Account Setup, and Back Office Sales Support
  • Tools Subscriptions and Utilization of the Smart Engage and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

The Callbox team set out to:

  • Implement a targeted, multi-channel program to boost brand visibility and attract a wider customer base.
  • Identify and qualify potential leads through discovery calls.
  • Facilitate and schedule meetings between interested prospects and the Client’s sales team.

The program unfolded in three main steps:

Account Research and Selection

  1. The Client identified target industries, locations, and pertinent contacts.
  2. Callbox refined the Client’s ideal customer profile using an AI-generated ICP for account qualification.
  3. Callbox then compiled a list of potential contacts to target, which the Client reviewed and approved.

Account and Prospect Profiling

  1. The Client provided detailed profiles, including demographic and firmographic data.
  2. The program focused on key job roles: C-level Executives, Senior IT Managers & Directors, Operations Directors & Managers, Project Management Officers, Heads of Procurement, and Chief Information Security Officers.
  3. The contact list was meticulously segmented according to these roles and further categorized by industry specifics.

Multi-touch, Multi-channel Outreach

Callbox executed a unique lead nurturing strategy, tailoring messages to suit various decision-maker personas. AI-assisted techniques were used to craft personalized lead nurturing paths, combining phone, email, web, and LinkedIn interactions.

The program was expertly managed using Callbox’s Smart Engage CRM, ensuring regular updates on program milestones were provided to the Client.

Results

Within 12 months, the program markedly improved the Client’s lead generation and engagement metrics: they garnered 148 Marketing Qualified Leads, secured 103 Sales Appointments, and achieved 94 Webinar Registrations, alongside a significant boost in online presence with 1246 new Social Media Connections. This demonstrates the enhanced effectiveness and reach, significantly contributing to their market presence and customer engagement in their target regions.

 

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 Australia Successful to campaign to marketing firm in NSW

Digital Signage Firm Achieves Impressive Lead Count with Callbox Campaign

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The Client

The Client, a digital signage technology specialist company, is a pioneering force in the technology industry that consistently delivers state-of-the-art marketing solutions. With extensive knowledge and expertise in digital signage and mobile advertising, they empower businesses to attract their target audience with unparalleled precision.

Their innovative platform equips companies with dynamic content creation, personalized messaging, and real-time analytics capabilities. This comprehensive toolkit allows businesses to refine their marketing campaigns and reach optimal results. 

The Client is dedicated to transforming how brands connect with customers, fostering genuine interactions that go beyond traditional marketing. Their innovative approach creates lasting impressions with the target audience.

The Challenge

With decades of experience, the Client has emerged as a prominent digital signage provider. Their commitment to excellence has earned them a strong industry reputation. By consistently exceeding customer expectations and adapting to changing demands, the Client delivers exceptional products and services and their proven track record has established them as a reliable and innovative partner for businesses in search of cutting-edge digital signage solutions.

However, the rapid digitalization of the industry has led to an increase in competitors, intensifying the level of products and services. To maintain relevance in the market, the Client recognized the need to enhance its lead-generation efforts significantly.

The Client recognized that achieving their goal required entrusting their marketing strategies to a third party. To accomplish this, they made the decision to outsource their marketing efforts to Callbox, a reputable company with a proven track record.

The Callbox Solution

Callbox developed an Account-based Marketing Lead Generation & Appointment Setting campaign based on the Client’s needs and preferences, which included:

  • 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 and HubSpot CRM
  • Account Management with Strategy Building, Regular Reporting, and Product Knowledge

The Goals

  • Callbox was to generate leads and set appointments with interested prospects to help the Client gain new customers
  • To reach out to prospects via email, web, and social media to build brand awareness
  • Profile the database

Below is the two-step campaign process:

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 that 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 CMO, Marketing Manager, Office Manager, General Manager, and Business Owners.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 6-Month Lead Generation and Appointment Setting campaign generated 104 Appointments Set, 112 Requests for Information, and 573 LinkedIn Connections.

Callbox Australia Case Study for Software Digital Printing Company

Accelerating Success: Callbox Propels Digital Printing Company to New Heights

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The Client

The Client is a leading digital printing company that has revolutionized the industry with its exceptional craftsmanship and cutting-edge technology. With a focus on delivering high-quality printing solutions, they have become a reliable partner for businesses of all sizes and across different industries.

They offer a comprehensive range of services, including digital printing for marketing collateral, large format printing for signage and displays, and customized packaging solutions.

With a diverse clientele that includes marketing agencies, small businesses, and corporate enterprises, the Client has built a reputation for high-quality and personalized service. They remain a frontrunner in the industry by embracing technological advancements and maintaining a commitment to sustainability.

The Client is renowned as a go-to partner for businesses in search of superior printing solutions, acclaimed for their exceptional quality, innovative approach, and dedication to customer satisfaction.

The Challenge

The Client, a digital printing expert, embarked on expanding their business into new locations to tap into potential growth opportunities. However, they faced challenges in lead generation, such as establishing brand visibility and capturing the attention of potential customers in unfamiliar markets.

Additionally, navigating through different business landscapes, including local regulations and competition, posed hurdles to their expansion efforts. The Client adopted a comprehensive approach, including tailored lead generation strategies and building local partnerships to overcome these issues.

Recognizing the need for specialized expertise in lead generation, they decided to outsource their marketing strategies to Callbox. With the support of Callbox’s expertise, the Client is confident that it can establish brand visibility, capture the attention of potential customers, and generate leads in these new markets.

The Callbox Solution

The Callbox team designed an Account-based Marketing Lead Generation & Appointment Setting campaign for the Client which consisted of:

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

The Goals

  • Callbox was to generate leads to help the Client gain new customers.
  • To reach out to prospects via email, web, and social media to build brand awareness.
  • To generate interest and set appointments with prospects for a discussion with the Client’s sales representatives.

Below is the two-step process involved in the campaign:

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 that 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 IT Manager/Director, Managing Director, CIO, CTO, and CFO.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

The 6-Month Lead Generation and Appointment Setting campaign delivered 135 Appointments, 58 Requests for Information, 44 Follow-Ups, and 681 Social Media Connections.

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 Case Study about Additive Manufacturing Company in Australia

Callbox ABM Propels Additive Manufacturing Firm’s Lead Generation Campaign to its Peak

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The Client

The Client is a leading additive manufacturing company that produces industrial-grade 3D printers and related software and materials for manufacturing applications. Founded in 2013, the Client is a manufacturing company that has developed a novel 3D printing process for creating parts that possess the durability of Continuous Carbon Fiber.

Its printers use a variety of materials, including metal, carbon fiber, and other composites, to create strong, durable parts for use in industries such as aerospace, automotive, and medical. The Client’s software allows users to design, slice, and manage print jobs from a cloud-based platform.

The Challenge

The Client has previously utilized various marketing techniques, but unfortunately, they did not yield favorable outcomes. Consequently, they were on the lookout for a more direct and efficient lead generation approach that could not only generate high-quality leads but also help expand their customer base.

The Client’s past marketing campaigns may not have resonated well with their target audience. As a result, they were likely experiencing difficulty in attracting new customers or converting leads into actual sales.

To address this challenge, the Client needed a lead generation strategy that was more targeted and personalized, one that could capture the attention of potential customers and convert them into loyal buyers. By adopting such an approach, the Client could hope to not only increase their revenue but also build lasting relationships with their customers.

Considering their best options, the Client decided to outsource its lead generation and appointment-setting efforts to Callbox.

The Callbox Solution

The Goals

  • The Callbox team was tasked with running a campaign focused on generating leads using a variety of channels to get in front of a large number of prospective clients.
  • The Callbox team was to produce high-quality sales leads and schedule business appointments for the Client’s sales team, ensuring that they remain actively involved in revenue-generating activities.
  • 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 CEO, Manager, Director, Factory Manager, Chief Executive Officer, Program Director, and Decision-Makers.
  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 29 Marketing Qualified Leads, 67 Sales Qualified Leads and 81 Social Media Connections.

callbox australia case study for logistics company

Callbox ABM Powers Leading Logistics Firm’s Drive to Success

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The Client

As a division of a global logistics and transportation company specializing in providing tailored logistics solutions for the healthcare industry, the Client is a trusted partner of healthcare companies who is aiming to streamline their supply chain, ensure regulatory compliance, or improve efficiency.

The Client has a strong global presence, with operations in more than 200 countries and territories. It has been supplying specialized transportation and distribution options to the pharmaceutical, biotech, and medical device industries in Australia for more than 20 years.

The Client’s services in Australia include temperature-controlled transportation for pharmaceuticals and biologics, medical device distribution, and clinical trials logistics management. In addition, it also offers warehousing and inventory management services, as well as customs brokerage and regulatory compliance expertise.

It is dedicated to environmental responsibility and sustainability. In turn, the Client has put in place a number of programs designed to lessen its carbon impact and encourage sustainable practices.

The Challenge

The logistics business saw increased competition as more major players entered the fray. This helped the client realize the importance of expanding their market reach and raising brand awareness in order to move forward. 

However, they lacked the necessary marketing strategy to stay ahead in the fast-changing industry. Following an evaluation of potential lead generation partners, Callbox emerged as the most qualified to provide both the list and the tools that they required.

With the goal of reaching out to more potential customers in the said region within 6 months, the Client wanted to use Multi-Touch Attribution to reach out and engage with clients through the channels that they find most convenient and reachable.

The Callbox Solution

Callbox developed an Account-based Marketing Lead Generation & Appointment Setting campaign based on the Client’s needs and preferences, which included:

  • 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 and HubSpot CRM
  • Account Management with Strategy Building, Regular Reporting, and Product Knowledge

The Goals

  • The Callbox team was to run a campaign centered on the Client’s logistics services, utilizing multiple channels to reach a large number of potential customers.
  • Uncover the prospects’ needs and opportunities through discovery calls.
  • Set meetings with prospective customers for the Client’s sales representatives.

Below is the two-step campaign process:

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 Head Of Sales, IT Manager, Head of Operations, Procurement Manager, Director, Head of Supply Chain, Supply Chain Manager, Head Of Operations, Operations Manager, and CFO.
  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 6-Month Lead Generation and Appointment Setting campaign delivered 82 Sales Qualified Leads, 36 Marketing Qualified Leads, and 217 Social Media Connections

Project Returns for IT Innovator Is A Sure Win with Callbox ABM Campaign

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The Client

The Client is known as Innovation Partner with business operations in more than 50 countries and regions, providing premier professional services from consulting, system development to business IT outsourcing.

The Challenge

The Client has just recently closed a partnership deal with SAP, one of the world’s leading providers of travel, expense and invoice management solutions, to expand their offerings and services in the Asia Pacific region. The partnership called for them to support customers, especially those who are considering or are using other SAP Cloud applications, through the complete adoption cycle from accessing the solution fit and benefits through implementation. The Client’s goal was to turn in results from the project within a 3-6 months timeline.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign package which consisted of:

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

The Goals

  • The Callbox team was to generate leads and set appointments for the Client with qualified prospects who have the need for SAP Cloud applications (SAP Concur, SAP S/4 HANA)
  • Keep the database clean and accurate
  • Build more social media connections to create massive awareness about the campaign

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified target industries and decision makers
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox compiled a list of potential contacts to target which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were CFO, Finance Director, Finance Manager, Financial Controller, HR Director, HR Manager, CIO, IT Director and IT Manager
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month ABM Lead Generation and Appointment Setting campaign delivered 76 Sales Qualified Leads, 290 Marketing Qualified Leads, and 280 Social Media Connections.

With the high converting leads that the Callbox team delivered, the Client was certain that the campaign would turn in positive results within the 3-6 months project time frame.

Callbox ABM Concluded Top ICT’s Quest for Success

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The Client

Established in 2001, the Client is a regional telco and ICT services company with operations in Singapore (HQ), Malaysia and the Philippines, and a trusted partner of Fortune 500 companies and top enterprises in SEA. With their wide range of services such as Global Connectivity, Managed Network and Managed Security solutions, they help many businesses build and transform their network and security infrastructure, securely move to the cloud, and achieve their digital agenda.

The Challenge

The Client was looking for a telemarketing partner who could assist them in promoting their recently launched SECURE SD-WAN: Converged Network + Security Solution services, and cater their customer service needs with the human touch via voice, chat and email.

The ICT leader shortlisted some lead generation companies from online and considered some referrals from channel partners at the same time. But, after several talks with a number of providers, they decided to work with Callbox because of its cohesive and comprehensive approach and range of services, which is very much aligned with their focus on business results and less of the process and activities done.

The Callbox Solution

Based on the Client’s requirements, Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

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

The Goals

  • The Callbox team was to help the Client in generating potential leads
  • To call and promote their newly launched services to the target audience
  • To schedule a face- to- face, online or phone meetings with prospects from other target regions for the Client’s representatives

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  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 that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were SVP/EVP/VP/Director/ Manager – IT, Network, Security, Procurement Heads, CTO, CIO, CSO/CISO, CFO
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The 6-month Account-Based Marketing Lead Generation and Appointment Setting campaign generated a total of 84 Sales Qualified Leads, 126 Opt-In Marketing Qualified Leads, 246 Follow-ups, and 132 Opt-in Requests for Information.

Client Feedback

Callbox feels like an extension of our own team. They’ve shown great passion to learn about our business, customers, and processes. They align with us accordingly while applying their own expertise.

How Callbox Became Planning Software Firm’s Lead Generation Axis

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The Client

The Client is a supply chain management and sales and operation planning software company that provides Digital Transformation, Disruption and Volatility, Talent and Change, and Sustainability to a wide range of industries. Its industry-proven applications and extensible, cloud-based supply chain planning platform empowers planners, business leaders and IT professionals to know sooner, act faster, and remove waste.

The Challenge

The Client was looking for a Lead Generation agency that supports a multi-channel approach to help them generate leads and build their database. The selection was fast and easy – from a number of proposals that they have received from top B2B marketing providers, they chose Callbox, as the latter’s broad range of services seemed to best meet their requirements.

The Callbox Solution

Based on what both parties have discussed such as the Client’s needs, marketing goals and targets, Callbox designed an annual Account-Based Marketing Lead Generation and Appointment Setting campaign that would help build their customer base and widen their geographic reach at the same time. The program consisted of:

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

The Goals

  • The Callbox team was to contact the Client’s target accounts, and promote a supply chain planning solution.
  • Send out prospecting emails that contain the Client’s offerings to generate interest; opened emails will be prioritized during the call.
  • Manage a social media account to help build connections
  • To gather webinar registrations

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts which the Callbox team referenced in building the database.
  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 that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: Director of Billing, CTO, VP Finance, Product Manager, C-suite, IT Director/Manager, General Manager, Operations Director, Sales & Marketing Heads, Business Development Manager, and Controller.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The annual Account-Based Marketing Lead Generation and Appointment Setting campaign has just capped its 6th month, and has so far delivered 60 Sales Qualified Leads and 342 Marketing Qualified Leads. The Webinar gathered 130 RSVPs.

Callbox Helped IaaS Firm Re engage Old Contacts Convert Into Leads (Case Study)

Callbox Helped IaaS Firm Re-engage Old Contacts and Convert Into Leads

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The Client

The Client is a trusted, global AI-powered IaaS (identity as a service) firm, eradicating online identity fraud through end-to-end verification solutions for customers to meet their AML and KYC compliance. They are an awardee of Frost & Sullivan’s North American Entrepreneurial Company for the Biometric Security Solutions Industry.

The Challenge

The Client previously ran a campaign with another provider that generated contacts that were never converted into leads. These were companies they spoke to but were not followed up for more than a year which they want to reach out again. However, the data list needed to be cleansed as contact names and other information may have already been changed. They also wanted to generate fresh leads and social media connections, but they do not have the tools to work out with.

The Callbox Solution

Callbox designed a Multi-touch, Multi-channel Lead Generation and Appointment Setting campaign, utilizing voice, email and social media, which was closed in a two-term contract and brought new business opportunities to the Client.

The Callbox team was to re-engage the Client’s follow-ups and check if they are still open to talking, gauge their interest and need for an online identity verification solution and set appointments with the Client’s consultants.

Below is the three-step campaign process:

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 that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets: IT Manager, CEO, CTO, Managing Director, CIO, Marketing Director, COO, Technology Risk Manager
  3. The master contact list was segmented based on these targets, and was further grouped according to industry type.

Results

Overall, the six-month Lead Generation and Appointment Setting campaign produced a total of 60 appointments, 222 social media connections, 496 for callback and 48 for follow up.

Ongoing ABM Campaign Lifts Potential ARR by $785K for FinTech SaaS Firm (Featured Image)

Ongoing ABM Campaign Lifts Potential ARR by $785K for FinTech SaaS Firm

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The Client

The Client develops and maintains a cloud-based platform that facilitates supply chain financing transactions. The company primarily targets enterprise-level businesses in a number of industries throughout Southeast Asia.

The Challenge

The Client is a fast-growing Singapore-based FinTech company with more than six years of experience partnering with enterprise businesses in Southeast Asia. The company operates a cloud-based platform that helps large enterprises improve cash flows and tap into a pool of working capital through a full menu of supply chain financing options:

  • Reverse factoring
  • Invoice financing
  • Inventory financing
  • Payable extension
  • Payable discounting
  • Supplier payments

Last year, the company started implementing an ABM program to help them better identify high-priority accounts in their target markets. With half a decade’s worth of customer data under their belt, the Client was able to reliably determine some key qualities about their most promising target accounts:

  • Accounts with the highest lifetime values (LTVs) tended to come from manufacturing, retail, and wholesale trade industries.
  • Top accounts also were more likely to have been processing invoices manually or through a legacy system prior to switching over to the Client’s platform.
  • Nearly all won deals involved reaching out to three different decision-maker segments: managers in charge of procurement and invoicing, stakeholders concerned about company’s cost management and financial performance, and technical managers who want a secure and reliable platform.

The Client’s ABM program also specifies the need to outsource their top-of-funnel activities, including prospect research and initial outreach.

By the company’s own estimate, a third-party agency will greatly augment the company’s understaffed internal team, which currently generates an average of nine discovery meetings per month. Plus, the Client also thinks outsourcing will free up a big chunk of sales and marketing agents’ schedules, giving them more time to follow up and work on promising deals.

But first, the Client had to find a marketing company with the right expertise and resources to help them:

  • Scale up the search for accounts that closely resemble their top customers
  • Connect with all three decision-maker groups that impact buying decisions
  • Generate the right number of sales appointments to support their target pipeline growth

The Callbox Solution

After reviewing proposals from several marketing providers, the Client signed up for Callbox’s account-based appointment setting service. The Client noted that the program met all their requirements, and that Callbox already had an extensive track record of success with FinTech companies in the APAC region.

From the outset, the Client made it very clear they wanted a long-term partnership. That’s why a pilot three-month campaign was first carried out to learn the best ways to move things forward. After the test campaign, Callbox and the Client went ahead with full implementation, which is still ongoing today.

Callbox’s account-based appointment setting campaigns consist of three main activities. Some of the key highlights include:

Account Research and Selection

Key firmographic qualities include: workforce of at least 500 employees; annual revenues of $50 million or more; engaged in manufacturing, retail, or wholesale trade in Singapore and Malaysia.

As for technographics, the Client’s top-tier accounts were companies that rely on either manual processes or on-premise software to handle procurement, invoicing, and cash flow management.

The Callbox team then prepared the target account list using a combination of Callbox’s in-house database and external data sources.

Account and Prospect Profiling

  1. There were three decision-maker groups targeted in the campaign: end users (managers in charge of procurement and invoicing), economic buyers (CFOs, controllers, etc.), technical buyers (IT managers, IT directors, CTOs, CIOs, etc.).
  2. The Client specified additional prospect characteristics to help the Callbox team pinpoint the right decision makers from each target account.
  3. All contact details and information were screened by a database QA team and submitted to the Client for review before being used in the campaign.

Multi-touch, Multi-channel Outreach

The Callbox team followed a unique lead nurture path and personalized messaging strategy for each of the three decision-maker groups.

The lead nurture paths combined phone, email, and LinkedIn touches which were scheduled and executed using a dynamic outreach cadence.

Callbox’s own CRM platform, Pipeline, helped orchestrate the different outreach activities and kept the Client up-to-date on the campaign’s progress.

Results

At time of writing, the campaign has now completed 10 months of appointment setting activities and is gearing up for the eleventh month. Throughout that time, the whole effort has consistently hit key objectives.

On a per-channel basis, the campaign recorded mostly better-than-expected results including:

  • Phone: 37% decision maker reach rate
  • Email: 29% open rate, 5% CTR, 8% reply rate
  • LinkedIn: 42% InMail reply rates, 92 new connections

The campaign also performed very well in terms of account-based KPIs:

  • Accounts touched: 4,978
  • Average touches per account: 5.1
  • Average contacts per account: 3.3

Overall, the entire campaign has booked a total of 181 discovery meetings (sales-qualified leads) for the Client so far. That works out to around 18 qualified appointments each month, which is twice what the Client’s in-house team could produce by themselves.

According to the Client, their reps can convert 20% of discovery meetings into proposals and turn 70% of proposals into new customers. With an average annual subscription revenue of $31,000 per customer, the Client can potentially close $785,000 in new annual recurring revenue from the appointments generated in this campaign.