Rock Solid Leads for AU and NZ’s Top Technology Consulting Firm
CASE STUDY
Rock Solid Leads for AU and NZ’s Top Technology Consulting Firm
The Client
The Client is the largest independent Oracle, PeopleSoft and JD Edwards consulting organization in Australia and New Zealand as well as the largest Oracle, PeopleSoft, JD Edwards and Microsoft SQL Server support organization in Australia and New Zealand. The Client is a specialized technology consulting organization focused on building and supporting long-term relationships with enterprise and government customers. The Client is an Oracle Certified Advantage Partner, the highest level of partnership with Oracle, only achieved by a few companies globally. They provide a complete service continuum of Oracle, PeopleSoft, JD Edwards and SQL Server including: sales, planning, design, implementation, project management and support. Their offices are based in Australia and New Zealand and their support centre services a large diverse client-base located across five countries.
The Challenges
- Increase sales and generate awareness about the benefits of the Client’s products and services
- Promote the Client’s event entitled “Oracle Leadership Forum”, gather attendees and confirm their attendance
The Callbox Solution
Callbox launched two campaigns – Lead Generation through Telemarketing, and a Call-to-Invite Campaign. Lead Generation Campaign Callbox agents made calls to CIOs of companies from a list of prospects provided by the Client. Every call began with the introduction of the Client’s company, followed by an invitation to an introductory chat about the benefits of the Client’s support services with the Client’s Business Development Manager. Once a positive response was received, Callbox callers emailed information about the Client’s services and collected the prospect’s mobile number and preferred time of meeting. This information was entered into PipelineCRM, Callbox’s customer relationship management system, for the Client to review and follow-up. Call-to-Invite Campaign The Client had previously sent email invitations to a list of prospects for the Oracle Leadership Forum. The Callbox Team’s task was to:
- Call those prospects and confirm receipt of the invite from the Client
- Confirm attendance to the leadership forum
The Callbox callers collected contact information from prospects who signified their intention to attend the free leadership forum. They collected the attendees’ names, company names and email addresses for the Client’s registration files. Prospects who informed Callbox that they failed to receive invites to the event were sent invitations through email and received a confirmation call 48 hours later.
The Results
Both campaigns were executed quickly and immediately, giving the Client enough warm leads to follow-up right away, and a good number of attendees to their event. The Client especially enjoyed working with the Callbox team, citing the team’s excellent communications skills and efficiency. The Client was also pleased with the convenience and flexibility of lead tracking and management with the use of Callbox’s PipelineCRM. Having received good quality leads following a successful company event, the Client plans to use Callbox’s services for future lead generation campaigns as well as promotional and invitational campaigns for company-sponsored events. 
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Software Company Favors Callbox Sales Leads Over Own Contact List
CASE STUDY
Software Company Favors Callbox Sales Leads Over Own Contact List
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 area, 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 its limited time prospecting.
The Callbox Solution
The Client decided to outsource its marketing operations for the first time and chose Callbox to implement its lead generation and appointment setting campaign. The overall objective was to generate fully qualified, ready-to-engage prospects with near-term sales potential. The campaign targeted manufacturing and distribution companies that were:
- 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 in August 2006, which was immediately followed by a longer six-month contract with a quota of ten leads per month. The Client provided the script and brochures, while Callbox provided 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.
The Results
The Client has been renewing its contract with Callbox continually for more than five years. By the end of 2010, Callbox had 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 results in higher contact rates and better lead quality, and it was finally able to escape its dependence on its own saturated contact lists. The Client’s salespeople became more productive because they were able to focus on pre-qualified prospects. Aside from successfully generating a substantial number of leads from outbound calls, Callbox was able to use each call to tap into prospects’ interest, ultimately stimulating more inbound inquiries and capturing more leads for the Client from this unexpected source. The Client’s revenue was then additionally augmented by this increase in inbound inquiries and website visits.
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Integrated Campaign for UK’s Leading Workflow Automation Solution
CASE STUDY
Integrated Campaign for UK’s Leading Workflow Automation Solution
The Client
The Client is a leading provider of enterprise workflow applications software and automation solutions that help increase efficiency and simplify business processes through process-driven applications. Based in London, UK, the Client serves a stable of more than 1500 corporate clients in 40 countries, with over 1 million users worldwide.
The Challenge
The Client was seeking to drive attendees to its Microsoft SharePoint Seminar in London. Its immediate goal was to produce high quality sign-ups. However, the overall objective was to generate and deliver to its inside sales team sales resources that are fully-qualified and with near-term requirement for the products it offers. The Client had no experience in outsourcing its marketing function, and the result of this campaign would determine whether or not it would consider similar projects in the future.
The Callbox Solution
Callbox had an excellent campaign with the Client’s main branch in the US, and was recommended by the latter to its UK branch. The client hired Callbox to make outbound calls to invite prospects to its Microsoft SharePoint Seminar in London. Callbox started calling on February 15, 2011, targeting CEOs, CIOs, CFOs, and Finance, and Operations Managers outside London. This campaign was a huge challenge for the team as it involved inviting prospects to an event that would require them to travel for several hours mostly by land. With two weeks left in the project, Callbox proposed an integrated two-phase campaign to make a shift from event invitation to lead generation marketing to which the client agreed. The Callbox team proceeded with the lead generation campaign right away, focusing on promoting the client’s workflow application for the police and fire services around London, UK area. Callbox was able to mine the Client’s existing contacts database to identify hundreds of potential customers. This campaign targeted IT Managers, ICT, CIOs, HOD ITs, and IT Directors. Throughout the campaign, Callbox communicated regularly with the Client through PipelineCRM, which allowed the Client to monitor campaign progress in real-time.
The Results
Despite the difficulties encountered during the campaign, Callbox was able to produce significant results for the Client.
- 15 qualified leads in 22 calling days
- 412 positive contacts out of 1912 (22% contact rate)
- 38 contacts scheduled for follow-up
- 55 requested for additional information
Additional benefits of this campaign include enhanced brand and product awareness, and acquisition of business intelligence and other significant data about the Client’s market. Most notably, this campaign inspired the Client to consider a change in marketing practices with outsourcing. Needing more time to close the leads, the Client decided to put the campaign on hold, but expressed willingness to run another lead generating project with Callbox in the near future.
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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 on November 22, 2010 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.
The 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 an additional 18-month project last March 2011. Nine months later, Callbox had produced a total of 1,623 leads, from both the warm lists sent by the Client and supplemented by the lists mined from the Callbox database.
- Warm Leads: 1, 404 (87%)
- Cold Leads: 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.
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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 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.
The Results
- Out of 88,000 calls, 17% resulted in positive contacts. Of those spoken to, 31% agreed to a demo and 28% requested additional info.
- Callbox delivered a total of 357 qualified appointments at an average of one appointment per day. From that, 44 (12.3%) resulted in sales.
- 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.
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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 Objective
The Client wanted to increase sales from new businesses and open new markets abroad. Although it had its own inside sales team running its lead 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.
The Challenge
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::
- Callbox did an excellent job in generating interest in the Client’s target market.
- Callbox was able to bring in new clients despite working across different cultures and time zones.
- Callbox managed to keep regular communication with the Client.
- Callbox agents possessed the ability to grasp information fast.
The ResultsThe 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.
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Callbox Packs Webinars for Software Company
CASE STUDY
Callbox Packs Webinars for Software Company
The Client
This Ontario company is a top provider of Managed Services and Remote Monitoring software for small and medium-sized IT solutions providers worldwide. It has won several major awards and established itself as a leader in market adoption, product innovation, and commitment to the success of its partners.
The Challenge
The Client needed a marketing partner to:
- Promote its services and drive registrations to its weekly webinars.
- Generate qualified leads to support its in-house sales team.
Generating a minimum of 30 webinar registrations per day required hundreds of calls and became challenging for Client’s in-house staff. Deciding to outsource for the first time, the Client chose Callbox for its extensive experience in B2B telemarketing.
The Callbox Solution
The Client approved a call-to-invite campaign in June 2010 with a team of eight Callbox telemarketers. Each agent was required to target a quota of four confirmed webinar registrations daily. The Client provided Callbox with a list of potential contacts from various IT organizations. Additionally, Callbox mined its own database of over 20 million records worldwide and segmented thousands of potential registrants in the US and Canada. Callbox’s professional telemarketers contacted key decision makers to introduce them to the potential of increased sales and lowered business costs through managed services. Leads that expressed interest and agreed to be contacted by the Client were registered for the webinar and then passed to the Client’s lead development team.
The Results
For almost three years now, Callbox has hit daily and monthly quotas consistently, bringing a total of 35,793 webinar registrations and counting. The success of the US and Canada campaigns inspired the Client to scale up to 20 Callbox agents at one point, and to expand its reach into the UK and New Zealand markets.
The Testimonials
“I have been working with the Callbox team for over 12 months. They have acted as our introductory sales team for this period of time. They are a very professional team that responds to all of our needs in a very timely manner. I love the fact that I do not have to deal with sick days or the day to day management of this team anymore. We simply set the objectives, collaborate on the scripting, and then they do their work. I would highly recommend this team.” Sean S. Director Partner Development January 21, 2011 “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.” Carolyn M. Marketing Specialist November 14, 2011
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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
The Client
The Client is a well-known software manufacturer with 60 offices in 23 countries and a worldwide customer base of more than 100,000. Since its founding in 1987, it has developed, manufactured, and supported software products used by IT professionals for application management, database management, virtualization, cloud automation, and back-up and recovery solutions. In 2011, The Client was recognized as a leader in Gartner’s Magic Quadrant for Application Performance Monitoring.
The Challenge
The Client has an impressive line of software products and a proficient in-house team whose expertise is making sales presentations. However, it sometimes struggles to generate enough sales leads and business appointments to keep its salespeople constantly engaged in revenue-generating priorities. Having compiled an extensive database of existing and potential clients over the years, the Client recognized that it could maximize this resource if it had a lead generation partner capable of executing a telemarketing campaign focused on converting its contacts into qualified selling opportunities. The Client partnered with Callbox to set up an outbound telemarketing campaign with the following goals:
- To call potential customers from the Client’s database and invite prospects to sign-up for the Client’s seminars.
- To set and deliver B2B appointments with qualified sales leads to the Client for follow-up and close.
The Callbox Solution
In September 2011, Callbox set up an RSVP campaign to generate sign-ups and drive attendance to the Client’s seminar in Singapore. Prior to this, the Client had organized similar campaigns but had been disappointed with the turnout. In this campaign, Callbox put every ounce of talent and experience in B2B telemarketing into exceeding the Client’s expectations in terms of RSVP and turnout rates. As with any call-to-invite campaign, some prospects RSVP’d “just in case” they could make it while others declined due to conflicting schedules. To ensure no opportunity was wasted, Callbox worked closely with the Client’s team in qualifying and following up on targets prior to the seminar. Additionally, prospects who expressed interest but could not attend for various reasons were set up for telephone appointments with the Client’s sales team, who could define the best approach for each case.
The Results
The outcome of the initial campaign was impressive: a whopping 70% RSVP rate (52 confirmed out of 74 RSVP’s) and 70 phone appointments after 17 calling days. Encouraged by these results, the Client organized monthly seminars the following year and diverted its entire marketing budget to four RSVP and two telemarketing lead generation campaigns in Singapore, Malaysia, and the Philippines from February to October 2012. Throughout these campaigns, Callbox consistently exceeded the Client’s monthly quota.
- 73% RSVP rate (394 confirmed out of 534 RSVP’s)
- 150 phone appointments
- 122 sales leads
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Software Retailer Revamps Marketing Strategy, Improves Conversion
CASE STUDY
Software Retailer Revamps Marketing Strategy, Improves Conversion
The Client
The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes indistribution 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. Whilethis “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, and 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 guaranteed campaign of 10 phone appointments qualified against its “ideal customer” standards:
- A C-Level decision maker (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.
The Results
The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the guaranteed number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of October 2013 the Client and Callbox are working together on their sixth consecutive campaign.