Callbox

BACKGROUND

Please describe your company and your position there.

I'm in charge of Marketing at the Singapore office of our company

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox, and what were your goals??

We're in the midst of setting up operations for Marketing, and decided to work with Callbox in the interim to generate leads for our Sales team.

SOLUTION

How did you select this vendor and what were the deciding factors?

We decided to work with Callbox due to favourable results from a previous engagement with them.

Describe the project in detail and walk through their service package, including any calling tools used.

The project started off with Callbox learning more about our aims for this engagement, our target demographics and details on the services that we provided. We went through a detailed Ideal Customer Profile with Callbox to work out who we wanted them to approach. We also explored details such as the the customers' pain points and challenges, average sales cycle and deal quantum.

After this scoping, Callbox came back to us with a set of comprehensive conversational scripts for multiple channels. (e.g. traditional calls and LinkedIn) We did a couple of rounds of review on the scripts before starting off the project proper. We had also sent EDM blasts via Callbox during this time to inform them of our events and offerings. We were given access to Callbox's proprietary lead management system, and additional access to a HubSpot account specifically created for us to manage incoming leads.

Who did you work with and what was the feedback process like?

We worked with an overall account manager on the project, but also regularly with a team of at least two managers. Throughout the engagement, Callbox was very responsive to our queries and also any amendments we wanted to make. We had weekly meetings to evaluate the progress of the campaign, and to discuss on what tweaks to make to reach certain target industries.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

Callbox has been able to provide us with an appreciable amount of Sales and Marketing-qualified leads during the time that we worked together on this project. We were also able to promote our brand awareness via their efforts, bringing up our profile within the local business landscape.

Describe their project management style, including communication tools and timeliness.

As mentioned earlier, we had weekly meetings to align the campaign objectives and talk about the outcomes. Callbox is also quick to respond to our queries, and make the changes we required rather swiftly despite the challenging background of COVID-19.

What did you find most impressive or unique about this company?

Callbox has been thorough and methodical in their approach to B2B lead generation, and they run many complimentary services for customer engagement and nurturing (such as offering webinar services for outreach)

Are there any areas for improvement or something they could have done differently?

We are satisfied with our experiences working with Callbox, and have no further feedback at the moment.

BACKGROUND

Please describe your company and your position there.

I am the CMO of a Cybersecurity company - one of the top 5 globally.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We wanted to test waters for new geographies by gauging feedback to our messaging and response to the product. This was critical to finalize GTM for the offering.

SOLUTION

How did you select this vendor?

We found 3 companies who could deliver the services. A detailed evaluation led us to believe that Callbox is equipped to support at a very efficient price and with a simple model.

Describe the scope of their work in detail.

We used Callbox's help to:

1. spread the word
2. reach out to the right  ideal customer profile (ICP) for feedback 
3. promote our webinars, and
4. engage with the interested audience driving them towards a sales conversation.

What was the team composition?

The Callbox team comprised of a dedicated account team very ably supported by their data team, SDRs, digital and social marketing teams. While I did not interact with the larger group, the system was like clockwork.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Our team generated over 200 MQLs, set up quite a few conversations all of which led us to believe that the test has favorable results and merits a deeper presence in the region

How effective was the workflow between your team and theirs?

Near perfect.

What did you find most impressive about this company?

Always on the ball team, committed to the client's objective, agile enough to make adjustments when needed. We appreciated their response speed.

Is there any area for improvement or anything that could have been done differently?

A slightly better understanding of the industry would have been an added advantage however one cannot always expect this, especially in a niche industry.

BACKGROUND

Please describe your company and your position there.

I am responsible for Market visibility, which mean I need to ensure our customer and prospect database is relevant, up to date and useable for deploying insightful marketing campaigns

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We were looking to grow our knowledge of specific segments and industries, either niche or more widespread so that we could reliably expand our reach and fuel our marketing engine

SOLUTION

How did you select this vendor?

We tried and tested different similar approach, different vendors in different regions and we were referred to callbox by a sister company

Describe the scope of their work in detail.

After discovery we quickly moved onto briefing Callbox in terms of our needs, they do provide quite a comprehensive brief in order to create very clear parameters and boundaries as to what the research entails, we worked closely to distinguish the qualifying questions which we help us determine whether the target audience was of relevance to our business and if they could have a legitimate interest in our products

What was the team composition?

we work closely with an account manager who handles all our queries and then another team of resources to ensure success (client success manager) as well as someone in charge of Callbox team end delivery to us

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

in the latest project, just the fact that we collect prospect information where basic required filled are completed is already a win, on average our North america database is about 60-65% complete (and this is defined by having a series of key data points for each record) and I can say that everything which has been delivered so far is close to 100% complete which will already make a positive contribution to our success

How effective was the workflow between your team and theirs?

It's very effective, we have weekly huddle call to discuss results, potential challenges, refine verification criteria if needs be, it's very short and effective, also i like the fact that we get weekly output which enables us to start using the data instead of waiting until project end, so we can also get live feedback from our other teams, such as Sales reps

What did you find most impressive about this company?

They are very receptive. They ramp up productivity as they get more familiar and comfortable with the audience. overall a good process

Is there any area for improvement or anything that could have been done differently?

The only improvement I can think of is perhaps more details around their own segmentation and database count when they first review the client's brief, some segments and industries can be extremely specific and it could be beneficial to be more detailed on that side

BACKGROUND

Please describe your company and your position there.

I am the North American Marketing Analyst for an industrial printer manufacturer.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox, and what were your goals??

We have a database of accounts and contacts, many of which are sitting stagnant and are not being actively called on. A lot of these accounts have not been touched in so long that the information we have on them in our database is likely incorrect or out of date. We wanted to use CallBox to requalify these accounts and contacts and make sure that the data we have on them is still correct, and if not, to get the correct data so we could upload it into our database.

SOLUTION

How did you select this vendor and what were the deciding factors?

They are a company that we have used before in other regions besides our North America region that I am responsible for, and we already had a rapport with them so we decided to do a pilot project with them to see if it would be successful for NA.

Describe the project in detail and walk through their service package, including any calling tools used.

I sent CallBox a list of accounts and contacts from our database that we wanted them to call through and requalify. CallBox then would research the accounts using tools like LinkedIn and Google, and call in to these accounts and contacts to verify the information. They would record all the data they found and send it back to me in batches, once a week.

Who did you work with and what was the feedback process like?

Mitos Aguadera and Patricia Bulos were my two main points of contact at CallBox. Feedback was good and consistent; for the first few months of the pilot we were meeting on a weekly basis to review results and make adjustments as necessary. Eventually we stopped these meetings because we got into a good flow and didn't need that feedback as often.

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

Since the project began in October 2020, we have seen over 120 additional leads come through our internal sales team that are directly attributable to CallBox's efforts; we have also had around 5,000 accounts requalified and put back into our regular rotation of accounts to be called on by our internal sales team.

Describe their project management style, including communication tools and timeliness.

All communication was handled via e-mail or through Microsoft Teams calls. Requalified data was sent back to me on a weekly basis, although the day of the week I would receive it was never entirely consistent. Based on our cadence for providing the requalified accounts to our sales team to call on though, this inconsistency was not a big deal.

What did you find most impressive or unique about this company?

I was surprised at how reliable the data we got back was -- our sales team loved working through accounts that had been requalified by CallBox because it was pretty much guaranteed to produce leads at a better rate than the average campaigns we normally run.

Are there any areas for improvement or something they could have done differently?

The first couple months of our pilot period were frustrating because I felt I had to repeat myself several times when trying to communicate our expectations and desires to the CallBox team. However, we eventually got past this and were able to find synergy with one another.

Also, the initial pilot period was only supposed to last three months -- October 2020 thru December 2020. It ended up going all the way through mid-May of 2021. This wasn't a huge deal as ultimately we got the data that we paid for, but the length of time was well outside the time period initially quoted.

BACKGROUND

Please describe your company and your position there.

I am the VP Global Inside Sales. We provide Customer Identity solutions to improve customer experience and increase security

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox, and what were your goals??

We leveraged CallBox to carry out large volume outbound prospecting into the South East Asia market. The goal was to a) increase awareness of our brand via email and LI campaigns and b) to schedule calls with pre-identified stakeholders within our target markets

SOLUTION

How did you select this vendor and what were the deciding factors?

we were introduced to Callbox via our network and main factors for deciding were cost, time to live, passing our security review and examples of previous success

Describe the project in detail and walk through their service package, including any calling tools used.

weekday coverage targeting multiple countries in SE Asia. Used email as means of increasing awareness and LI for connection. High volume of outbound calling to schedule meetings and educate our target audience They use their own tools although we provided them with email alias so they could present as part of our brand

Who did you work with and what was the feedback process like?

we have an account manager and a team leader, plus the reps. all of whom we have close contact with and regular engagement

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

we have been receiving ion average 5 qualified meetings per week which exceeded our goals

Describe their project management style, including communication tools and timeliness.

weekly updates, ongoing emails and structured KPI doc sent out weekly

What did you find most impressive or unique about this company?

They are always willing to test new processes and strategies and are great at collaboration and speedy at getting things done

Are there any areas for improvement or something they could have done differently?

no

BACKGROUND

Please describe your company and your position there.

I am the Business Development Specialist from a Clinical Effective Solutions Company

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox, and what were your goals??

Have telemarketing calls to prospects to maximize our business opportunity

SOLUTION

How did you select this vendor and what were the deciding factors?

We chose this vendor as the project manager had used their services before and we are very confident and satisfied with the results they achieved.

Describe the project in detail and walk through their service package, including any calling tools used.

They provide client profiling services and weekday 9am to 6pm calls to our prospect. Training was given to agents to ensure they have proper product knowledge and taught agent how to CHAMP qualify prospects. Agent then proceed to secure phone meeting after verifying and passed CHAMP qualification.

Who did you work with and what was the feedback process like?

I worked with APAC Director - Client Services and Sales, manager and agent to achieve the results we wanted. Weekly calls to update progress and random calls made by Agent for QA purpose

RESULTS & FEEDBACK

Can you share any measurable outcomes of the project or general feedback about the service?

CallBox helps to streamline actual prospects who fulfills CHAMP qualification before securing phone meeting with client. This had proven very effective as we eliminate the pain of chasing after prospects who has no intention or budget to purchase from us.

Describe their project management style, including communication tools and timeliness.

Weekly online meeting with the managers and agent. Emailing updates and progress before each meeting and they are very adaptable and fast to react when we propose some changes in our strategies

What did you find most impressive or unique about this company?

They are very fast and persistent in calling all our prospects despite this challenging time, as our clients are mostly doctors. They also ensure the leads passed to us are of good grades where business opportunities are much higher compare to other telemarketing companies .

Are there any areas for improvement or something they could have done differently?

They speak quite fast as they need to comb as many prospects as possible, thus resulting for them to sound a bit robotic when talking to prospects.

BACKGROUND

Please describe your company and your position there.

Allotrac is a leader in providing innovative software solutions and workflow automation for businesses in the transportation and logistics industries. With cloud-based technology, Allotrac is transforming businesses into modern workspaces with its configurable platform of features and integrations.

Our clients range from SMEs to some of Australia and New Zealand's largest enterprises.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

Before the introduction of Callbox, all of the leads we generated were from inbound channels. At the time, we didn't have the resources internally to be able to cater for both channels.

So, we went to market for a company to partner with that could scale the companies growth which didn't require any resources from our end.  Callbox provides Allotrac with an outbound sales and marketing team which specialises in account-based marketing.

The multi-channel marketing service includes a combination of call, email and social media marketing.  

What were your goals for this project?

The main objective for our project with Callbox was to generate sales qualified leads from outbound channels which could then be handed over to our team of Account Executives. 

SOLUTION

How did you select Callbox?

We conducted extensive research on multiple vendors specialising in B2B lead management services over a 3 month period. We decided to partner with Callbox as they had the resources to scale our business and flexibility to pivot, should we wanted to expand our agreement.

The main reason we decided to partner with Callbox was that they could guarantee a minimum quantity and quality of sales qualified leads at a cost-effective price.  

Describe the project in detail.

Callbox creates and executes a number of outbound sales and marketing campaigns by leveraging a combination of email and social marketing in conjunction with direct calls to generate appointments for our Account Executives.

The handover to our team is seamless as the Callbox agent provides an overview of the lead to our Account Executive who is then able to suggest a solution on the initial call.

The campaigns are reevaluated each quarter aligned to our services agreement, along with call scripts, cadences and other sales enablement materials.

What was the team composition?

We work with Callbox’s Service, Success and Production Manager, as well as three more resources, including a Content Writer and a QA. The Client Success Manager acts as a Project Manager for all of our campaigns and there’s a Production Manager who schedules appointments and tweaks messaging for campaigns.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Callbox has generated discussions with blue-chip prospects which we otherwise wouldn't have approached or wouldn't have been able to get in touch with. Callbox has been successful in achieving its goals and increasing our pipeline as a result.

We will continue our partnership with Callbox as we look to scale our business in the future.

How effective was the workflow between your team and theirs?

The workflow has been excellent. Callbox is responsive and acts as though they are an extended part of our company which is exactly the model we convey in our business to our clients.

The integration into our CRM was seamless as Callbox was able to adapt to our lead qualification process. The ability to have that information on hand for reporting purposes has been invaluable.

What did you find most impressive about this company?

The most impressive attribute of Callbox was their understanding of our business and the prospects we were targeting. Callbox took the time to learn our features and were able to articulate the benefits of our software with prospects in different industries.

Are there any areas for improvement?

As with any business relationship, there are always areas where both parties can improve their processes. At the moment, there isn't any constructive criticism that I can share. I feel Callbox are doing everything we are paying them to do.

BACKGROUND

Please describe your company and your position there.

I am the Regional Marketing Analyst with Crown Equipment Southeast Asia.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We have been building up our customer database contacts through cold-visiting by our sales team over the past five years across Southeast Asia and due to the COVID-19 movement restrictions, we have sourced for Callbox to support the continuous efforts to grow our database.

What were your goals for this project?

1. To grow our database through acquiring new contacts. 2. To cleanse our existing database through validating and updating / adding mobile contacts. 2. To generate leads from the contacts.

SOLUTION

How did you select Callbox?

We searched for the agencies that can support our above objectives and came down to finalists - for which Callbox appears to be able to support more countries within the SEA region that we cover than the competing agencies.

Describe the project in detail.

(See project objectives)

What was the team composition?

We have an account manager, Mitos, as well as: 1. a database research / sourcing team. 2. a outbound calling team. 3. a lead-gen QA team.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

1. We have grown market awareness towards our brand from 31% to 61%. 2. We have generated an average of 20 leads per month over the three-month project. 3.

How effective was the workflow between your team and theirs?

Mitos, our account manager, was easy to work with and could quickly grasp our questions, needs and requirements. Through her coordination and management of the team, we adjusted and improved our workflow and communications flow over the three months.

What did you find most impressive about this company?

Has an extensive knowledge and detailed process flow for database research, sourcing, cleansing, through to customer lead generation, qualification, nurturing and follow-up activities.

Are there any areas for improvement?

The reporting metrics could be refined further, as well as process flow could be tighter and communcations flow could be more proactive, that said we are very pleased with the vast improvements in this second campaign from the first campaign.

BACKGROUND

Please describe your company and your position there.

We partner Oracle Netsuite to provide a complete cloud ERP system for customers in Malaysia to grow their local and global businesses. As Head of Sales & Marketing, responsible for revenue generation and new business development.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We hired Callbox for providing Simplify consulting with sales qualified leads by helping us implement customer-centric demand generation initiatives through multiple channels. Specifically we needed services related to event management, inside sales, and digital marketing.

What were your goals for this project?

Increase sale of Oracle Netsuite Cloud ERP, and build brand of Simplify Consulting

SOLUTION

How did you select Callbox?

We invited proposals from multiple vendors and finally selected Callbox to provide us the required services. Deciding factor was the packaged demand gen services across multiple channels for a fixed price.

Describe the project in detail.

Assigning a dedicated Account manager & Campaign Manager, Sharing with us targeted list of prospects Helping us with content development for demand gen initiatives Lead management Sales enablement and support being the most important service for us.

What was the team composition?

Our Go-To persons at Callbox with whom we interact regularly are Account Manager (Client Success Manager) & Campaign Manager (Production Manager) The size of the team is scaled up as and when required; for webinar etc.,

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Callbox team have set up appointments with prospects after qualifying the leads.

How effective was the workflow between your team and theirs?

Kara & Isabel from Callbox are performing quite well from project management standpoint. Both of them are good at communication, scheduling, and executing the marketing initiatives. They always take feedback positively and are remarkable at following up.

What did you find most impressive about this company?

Multi-touch and multi-channel demand gen services all bundled together with the Account Manager & Campaign Manager updating the progress on weekly basis.

Are there any areas for improvement?

Be customers advocate and proactively suggest consumption of services for which Callbox's services are hired.

BACKGROUND

Please describe your company and your position there.

We partner Oracle Netsuite to provide a complete cloud ERP system for companies in Malaysia to grow their local and global businesses.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We hired Callbox for providing Simplify consulting with sales qualified leads by helping us implement customer-centric demand generation initiatives through multiple channels. Specifically we needed services related to event management, inside sales, and digital marketing.

What were your goals for this project?

Increase sale of Oracle Netsuite Cloud ERP, and build brand of Simplify Consulting

SOLUTION

How did you select Callbox?

We invited proposals from multiple vendors and finally selected Callbox to provide us the required services. Deciding factor was the packaged demand gen services across multiple channels for a fixed price.

Describe the scope of their work in detail.

1. Assigning a dedicated Account manager & Campaign Manager,
2. Sharing with us targeted list of prospects
3. Helping us with content development for demand gen initiatives
4. Lead management
5. Sales enablement and support being the most important service for us.

What was the team composition?

Our Go-To persons at Callbox with whom we interact regularly are Account Manager (Client Success Manager) & Campaign Manager (Production Manager) The size of the team is scaled up as and when required; for webinar etc.,

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Qualifying the lead and setting up of appointment with prospect.

How effective was the workflow between your team and theirs?

Kara & Isabel are performing quite well from project management standpoint. Both of them are good at communication, scheduling, and executing the marketing initiatives. They have always taken feedback positively and are remarkable at following up.

What did you find most impressive about this company?

Multi-touch and multi-channel demand gen services all bundled together with the Account Manager & Campaign Manager updating the progress on weekly basis.

Are there any areas for improvement?

Be customers advocate and proactively suggest consumption of services for which Callbox's services are hired.