Callbox

BACKGROUND

Introduce your business and what you do there.

I’m a partner at CQNS. We’re a marketing agency specializing in marketing for economic development and tourism organizations.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Callbox?

We wanted to create some consistency in our sales pipeline.

SOLUTION

What was the scope of their involvement?

Primarily, we wanted to utilize Callbox for some appointment setting and lead generation. They built a program that uses social media and online advertising to create some awareness. They were doing call-outs to qualified candidates to qualify them for sales and set appointments for our team to follow up with. The most important deliverable was appointments.

What is the team composition?

We work with a client services manager and someone over operations.

How did you come to work with Callbox?

We found them through an online search. I selected them because they had a great case study with a company similar to ours. Their process was very clear. Their team did a good job of helping me understand what the steps would be and what would happen. Ultimately, they were priced very competitively.

How much have you invested with them?

We’ve invested about $30,000.

What is the status of this engagement?

Our ongoing engagement started in August 2020.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Over the engagement, they’ve booked us 125 appointments and generated close to 300 marketing qualified leads. That’s exactly what we were looking for, to improve our pipeline. We see now that we have many more ongoing conversations with our target audience about the kinds of services we offer.

Even if those aren’t instantly turning over to opportunities or sales, they’re doing a great job for awareness. We’re hearing throughout the industry and when we talk to other people that they know our name and who we are. It’s been good for our brand as well.

How did Callbox perform from a project management standpoint?

All of our correspondence is online. They’ve done a great job with that. We have regular Zoom call status meetings. The Callbox team is always prepared and has reports ready to show us the number of emails sent and calls made; as well as the number of ads served and people we connected with. Their data is really great.

They’re very responsive. Whenever we ask for something, they take care of it right away and always close the loop by communicating back with us. Their project management skills are excellent. Callbox is consistently on time, on budget, and on delivery. They’re doing the things that we need.

What did you find most impressive about them?

They quickly internalized our story and what we do. We’re pretty niche. The kinds of services we offer aren’t mass market, they’re for a very specific kind of audience. It takes a bit of understanding of how we spin a marketing story for such a specific audience. Callbox does a great job of taking notes and feedback from us. They’re turning it into scripts and ads.

Are there any areas they could improve?

Make sure we’re showing an evolution of the program. It’s not that they don’t do that, it just isn’t always top of mind. There’s a focus on doing what’s been required, which is rightfully so, but every now and then they tell me about new and interesting things which is great. Callbox could certainly do more of that.

Do you have any advice for potential customers?

Have a conversation with their team so you can get a sense of the experience. Because they do a lot of things online, you could go pretty far in the process without ever really talking to someone. That would probably be to your detriment.

You want to meet them. That’ll give you a better sense of what it’s like to be on the phone with them which feeds into what it’d be like for your prospects to be on the phone with them. For me, it was all very positive. The vibes they gave me off those calls gave me a lot of confidence going forward.

BACKGROUND

Please describe your company and your position there.

IT-HenHouse is an Information Technology company that helps businesses grow and streamline their business operations using business software technology. As the Vice-President, I am responsible for developing and facilitating marketing strategies that create new business deals and enhance our existing customer retention.

In my strategic role, I uncover opportunities to expand our services, capabilities, and geographic footprint.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

IT-HenHouse faced two challenges. We are a new company and we are competing in a crowded marketplace. We have a lot of technical experience and very minimal sales experience. In addition, we have a small staff wearing many hats.

We had an Opportunity for Callbox to help generate qualified leads for IT-Henhouse and be among the first to Introduce IT-Henhouse to the marketplace.

What were your goals for this project?

Our main objectives were to develop qualified leads that would be nurtured and get appointments scheduled that would allow us to introduce IT-HenHouse and present our services. We anticipate leads that would increase our revenue by at least 100%. We are starting at ground zero.

SOLUTION

How did you select Callbox?

We started with an internet search. We tried other types of inbound marketing with absolutely no success. We looked at a couple of outbound marketing companies that were very good, but extremely expensive for us at the time. Callbox was out of reach for us financially at the beginning of our journey.

But we eventually positioned ourselves to make the investment. Our sales rep. was sooooo patient. Gary Sia. He followed up and it took us 3 years before we finally closed on the deal.

Describe the project in detail.

The initial meeting was amazing with the sales and marketing team. They are extremely organized and methodical. I was impressed and felt at ease immediately. The began with establishing the target audience and developing an understanding of our company tone, voice, and brand identity.

CallBox took the time to learn about our services. They collaborated with me on scripts and email templates being careful to strike a balance between my words and what they know works well. The package is a complete sales solution. A combination of emails, social media, and phone calls. We signed up for a 6-month package and we paid upfront.

What was the team composition?

There are at least 5 or 6 people involved on the team. Most of them work in the background but 3 of the team members interact with me directly on a daily/ weekly basis. The responsibilities of the team were encompassing. Callbox has every aspect of the project covered.

RESULTS & FEEDBACK

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

Callbox is like having a sales and marketing team. We have at least 4-6 appointments scheduled per week. We capture at least 4-6 Market qualified leads per week. I have time to work on other aspects of our newly started company. And there are alot of aspects.

CallBox is very professional and has a respected name in the marketplace, so that takes a weight off of my shoulder knowing that they take my business very seriously and that they are committed to the success of IT-HenHouse.

How effective was the workflow between your team and theirs?

The workflow between CallBox and IT-HenHouse is great. I am amazed at how thorough they are. They schedule appointments, send out invites to the leads and follow up with reminders on the day of the meeting. During the scheduled appointment Callbox gets on the call to provide a warm hand-off. One of the software tools that CallBox uses is Hubspot.

In Hubspot the lead information is captured and synced to my Zoho CRM. In my Zoho CRM, I am able to nurture the leads through to close. We meet weekly to go over the metrics of contacts made, no answers, appointments made etc.

What did you find most impressive about this company?

The most impressive thing about Callbox is that they are kind. They are very patient and IT-HenHouse can be a handful. So they are really patient. They are extremely organized and methodical. Process is important to me. I believe that a sound proccess leads to a sound product.

They listen to my ideas but make recommendations when they see the need and I like that because every idea that a customer has is not a good idea. And that is the truth.

Are there any areas for improvement?

I wonder if there is a method to engage leads that are not interested.

BACKGROUND

Please describe your company and your position there.

DV8 Infosystems is a global Information Technology services company delivering cutting edge web, mobile and Cloud solutions for our customers. We also have an emphasis on Machine Learning & Artificial Intelligence systems to help our customers move from a reactive to a more pro-active business model.

I am the CTO at DV8 and it is my job to ensure that our customers get the very best-of-breed solutions in a timely and cost controlled budget with the very highest degree of quality and satisfaction.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We hired Callbox to help us with B2B lead generation, appointment setting and initial contact with new prospects.

What were your goals for this project?

Our goals were to fill our business development executive's calendar's with appointments with qualified prospects.

SOLUTION

How did you select Callbox?

We conducted extensive research on firms such as Callbox and eventually we decided to go with Callbox because they had the most methodical process to help us achieve our goals and the team they put in place were all very professional and results oriented.

Describe the scope of their work in detail.

Callbox creates and executes an inside sales campaign by leveraging tele-sales, email marketing and social media to generate leads, appointments and webinars. They prospect for DV8 and qualify prospects and eventually book meetings for our business development team.

For prospects that they are unable to book meetings with, Callbox sends out emails on behalf of DV8 and follows up with those prospects and continues to try to get a meeting booked. They also create webinars for us in which we can showcase our services and capabilities to potential customers.

What was the team composition?

An account manager, an business development executive, a marketing QA analyst and a social media expert.

RESULTS & FEEDBACK

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

Overall Callbox has proven themselves as a worthy partner for DV8. They have been very successful in achieving their goals and we are very happy with the service they provide. We will continue to use Callbox as we grow in the future.

How effective was the workflow between your team and theirs?

The workflow between us has been very smooth. From inception the process was discussed and defined very clearly between our two companies and we have been following that process ever since Every now and then we have to tweak the process to garner more efficiencies and each time the process becomes more effective.

What did you find most impressive about this company?

I found their level of professionalism and dedication to our efforts the most impressive. They have always been very flexible with us and have made a lot of effort to understand our business mode, USP and goals. Their processes are well documents and managed. I always know what to expect with Callbox.

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 anything in particular that I can share about what more Callbox can do. I feel that they are doing everything we are paying them to do.

BACKGROUND

Please describe your company and your position there.

I am the Managing Director of The East Asia office at my company, Industrial Info Resources. We supply "hard to find" intelligence on projects, plants, and industrial assets.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We have been looking for a way to augment our marketing due to the challenges presented by Covid 19, and Callbox fitted in well with our overall strategy. Callbox called and contacted a list of prospective clients on our behalf.

What were your goals for this project?

Our goal was (and still is) to increase awareness of our services within the Asia Pacific region.

SOLUTION

How did you select Callbox?

We researched several agencies, and gauged them primarily on their ability to understand what we do (which is quite niche) and their ability to adapt to change and challenge that would come up.

Describe the scope of their work in detail.

Callbox called and spoke to clients on our behalf using their own datasets, and our lists of prospective clients, as well as engaged with them on social media. Furthermore, Callbox helped us to arrange and promote webinars.

What was the team composition?

I am not sure how many members of the team are involved, but we have a weekly meeting that usually includes at least 3 members from Callbox. This helps to give proper guidance to ensure that we are contacting the right sorts of clients.

RESULTS & FEEDBACK

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

Our sales cycles are very long, and so there have been few sales yet - however we have been able to build a healthy pipeline based on Callbox's activities that we expect will yield results soon.

How effective was the workflow between your team and theirs?

Very effective. We knew that the first few weeks (or possibly months) could be a rocky road considering the niche nature of our business, however with modifying processes and workflows we were able to change this much quicker than expected.

What did you find most impressive about this company?

I was (and still am) very impressed with the ability of the Callbox team to adapt to the needs of clients.

Are there any areas for improvement?

It would be great if the same services were offered in languages other than English (e.g. Korean, Japanese, Chinese, etc.)

BACKGROUND

Introduce your business and what you do there.

We’re a consultancy firm that provides services to economic development organizations. That includes strategy, marketing, and design services for North American companies.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Callbox?

We wanted to implement a proactive marketing campaign, especially given how greatly economic development agencies, cities, and municipalities have been affected by COVID-19. We decided to reach out to an external team to run the campaign targeted at our key sectors.

SOLUTION

What was the scope of their involvement?

Initially, we spent some time identifying who our targets were. At the beginning of the process, it was important to educate them on who our real customers were. Economic development has targets at regional, municipal, state, provincial, and even federal levels. They collected that information and did some list building to make the project run as smoothly as possible. We also supplied them with more targeted lists and parameters around who we were looking to connect with through the campaign.  

Then, they proceeded to develop content for the marketing campaign, which was going to be a direct email and calling program. We’re currently up to about 10,000 contacts in the campaign program. 

What is the team composition?

We have several members of the team handling the calling program. Most of the communication runs through two team members.

How did you come to work with Callbox?

We did a Google search and researched potential firms that could provide the size of the campaign we were looking for. It was important to find a company that could handle massive amounts of contacts because we knew this would be a large-scale effort. They were able to integrate with our internal platforms, including HubSpot. We felt that the plan they provided was economical. They scheduled the engagement over a 12-month period, inviting us to renew our contract on a quarterly basis.

How much have you invested with them?

The total project will be about $80,000 CAD (approximately $64,000 USD).

What is the status of this engagement?

We’ve been working with them since June 2020. We committed to 12 months of work with them, so we’ll begin discussing the possibility for renewal in the near future.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

They’ve done everything exactly as we’ve anticipated, reaching out to organizations and targeted individuals. They’ve been great at appointment setting, which has generated some good sales calls and appointments on our end. We’re happy with their work. There’s a little bit of a learning curve for our industry, but once they got up to speed, they’ve been fantastic.  

On a weekly basis, we review the number of calls, number of successful contacts, and number of appointments. In our industry, we have a long sales cycle, so it’s a little early to discuss metrics. We haven’t won a contract, but we’re very close on closing a couple. Their team is providing tons of information regarding prospects and succeeding in their work. 

How did Callbox perform from a project management standpoint?

They hold very professional meetings on a weekly basis. Our great project manager is able to address any question we have or issues that need to be dealt with. She’s always right on it. They’ve been good about meeting deadlines and accommodating when we wanted to suspend certain aspects of the project. For instance, we didn’t foresee any success by continuing the program during the week of Thanksgiving and Christmas. They were understanding and added extra time to the end of our contract. 

What did you find most impressive about them?

They spent time working with us to build a relationship and understand our business. I remember the day when everything clicked for them, and they understood what we were all about. From there, it was off to the races for them. They weren’t a typical marketing agency that just wanted to get a list from us and immediately get going. They took time to understand us. 

Are there any areas they could improve?

The reporting and work ethic have been great. Going into the next phase, we’ll see how they are with follow-up and tasks of that nature. We haven’t worked with them in that capacity, so we’ll see if they can take their services to the next level. Based on what they’ve demonstrated so far, I’m confident they will. 

Do you have any advice for potential customers?

With any firm you engage with, it’s important to spend time at the start of the process planning and orienting their team around your business and goals. Spending time building a level of comfort around your business will make sure they can work on your behalf more effectively and efficiently.

BACKGROUND

Please describe your company and your position there.

I am the Director of KOR Creative, an Auckland, NZ, based video production / video marketing company.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

We hired CallBox to be our overseas based outbound lead generation partners, reaching out to potential clients whom we would otherwise never have the time or resource to reach out to ourselves.

What were your goals for this project?

Our goal was increase the amount of outbound leads coming into the business and cover off one segment of the overall 'marketing pie' that we couldn't and didn't want to do ourselves. We were looking for a positive ROI that we could build on overtime as we formed relationships with interested prospects that CallBox was able to present us with.

SOLUTION

How did you select Callbox?

We selected CallBox after spending about a year considering offers from various companies and debating whether or not this was a path we wanted to go down. CallBox impressed with the most professional follow up. Always polite with just the right amount of persistence.

Describe the scope of their work in detail.

We are now in our 4th year of running campaigns with CallBox. In addition to the Cold Calling service we initially engaged them for we have also found them particularly effective in using LinkedIn as a channel for generating leads which has pleased us as this was another space we always felt we should be operating in but never got around to.

What was the team composition?

I have contact as required with our Customer Success Manager, Campaign Manager or Client Services Manager as well as directly with the calling agent/s. They are always responsive and keen to assist with anything I require.

RESULTS & FEEDBACK

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

Over the course of the four years we have been running campaigns with CallBox our ROI has steadily increased and in addition to the more immediate sales we have been able to build a significant base of interested prospects that are now resulting in a steady flow of business as we continue to build connection and trust.

How effective was the workflow between your team and theirs?

The workflow between ourselves and CallBox is simple and seamless. They always provide comprehensive and accurate information on leads which is all that we really want.

What did you find most impressive about this company?

I'm most impressed by CallBox's professionalism and quality systems. The team are also very friendly and responsive to any questions or concerns that I may have.

Are there any areas for improvement?

Cold calling is a tough job and I have the greatest respect for those that can do it. Accents can be a challenge so I think CallBox needs to consider carefully using any callers that have a significant accent.

BACKGROUND

Introduce your business and what you do there.

I’m the consulting head of marketing for Instant InfoSystems, a cloud-based solutions provider.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Callbox?

We’ve engaged Callbox to generate leads and appointments.

SOLUTION

What was the scope of their involvement?

Callbox provides a full-spectrum marketing campaign. They use a mix of outbound telemarketing along with online marketing, including banner ads and Google Ads campaigns to generate interested prospects. 

After the team generates qualified leads, they also generate appointments.

What is the team composition?

We have direct communication with two people on the Callbox team. There’s also another individual, the outbound telemarketing agent, though we don’t work directly with her.

How did you come to work with Callbox?

We found them through an online search for lead generation services. We met with a representative from their organization to give us a demonstration of their services and the types of activities they would engage in to generate leads. 

We liked the full spectrum of capabilities Callbox had, so we did a 90-day trial at the beginning of 2020, and we were satisfied with their service, so we’ve extended the engagement for another year.

How much have you invested with them?

We spend between $13,000–$14,000 per quarter on their services.

What is the status of this engagement?

We’ve been working together since January 2020.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

Callbox has generated a fair number of leads and appointments for us. We’ve established a goal of 20 appointments per month, and while we haven’t yet reached it, we are working towards it and the leads they find us are good.

By the end of 2020, they’d generated a total of 68 appointments for us with a total of 227 leads. We see that number steadily increasing over time. 

How did Callbox perform from a project management standpoint?

We meet with Callbox once a week to talk about the week’s appointments and activities and to make any adjustments and provide feedback. Their project management services are very good. The team is very attentive to what we need and receptive to our feedback. 

They use HubSpot, and we receive a notification every time a lead or appointment is created. We take that data and manually enter it into our systems. 

What did you find most impressive about them?

They’ve been able to take the information that I’ve sent them and really translate it quite accurately into online advertising with the banner and display ads. Callbox has an understanding of what we do, and they’re able to articulate that accurately to our audience. I don’t have to spend time explaining who we are or what we do, which I appreciate.

Are there any areas they could improve?

The thing I’d really like to see improved upon is the production level. We would like to see more appointments.

Do you have any advice for potential customers?

I would recommend the weekly status meetings we have —  I think those are very helpful. They provide a lot of useful feedback that helps direct the activities moving forward. There’s always opportunity to tweak and improve what we’re doing.

BACKGROUND

Please describe your company and your position there.

ADVANCE.AI is a leading big data and AI company in Asia, helping to solve digital transformation, fraud prevention and process automation for enterprise clients. We serve over 1000 clients in sectors like banking, fintech, retail and e-commerce. I am leading the marketing team here which includes branding, PR and pipeline generation.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Callbox?

Telemarketing to

1. generate the new leads/new sales appointment;
2. event/webinar RSVP invite;
3. tele call down to screen all the in-house digital marketing generated leads

What were your goals for this project?

Agreed numbers of 1:1 meetings with ADVANCE.AI sales manager

SOLUTION

How did you select Callbox?

I used Callbox telemarketing service when I was working in Microsoft. I brought Callbox into my current company because 3 reasons:

1. Proven record of the lead (MQL) generation performance;
2. Enhanced marketing touch points including LinkedIn InMail, eDM blasting and webinar services which is beyond the normal tele marketing vendor who normally only provides the cold calling;
3. Cost is competitive.

Describe the project in detail.

1. generate the new leads/new sales appointment;
2. event/webinar RSVP invite;
3. tele call down to screen all the in-house digital marketing generated leads

What was the team composition?

1 account manager 1 account coordinator 2 tele marketing agents 1 backend non-voice team which is shared resourced in Callbox

RESULTS & FEEDBACK

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

After three months, Callbox team can generate the stable amount of the 1:1 sales meetings to our company. In the meanwhile, we are keep exploring how to maximize the opportunities to improve the performance.

How effective was the workflow between your team and theirs?

As both ADVANCE.AI and Callbox teams are new, we ramped up callbox team in 1 month with a pilot campaign first to get all the lessons learnt before scaling up to more countries. We set up the weekly cadence which is focusing on the performance and gap review.

The weekly cadence is much more smooth after 1 quarter when both parties changed some of the processes. The good thing is Callbox still deliver the result during the ramp up phase.

What did you find most impressive about this company?

Callbox is always flexible to change their processes to align the client's process. The team is always happy and optimistic. The most important thing is Callbox team has the mindset to drive the result.

Are there any areas for improvement?

Callbox can only provide English service which is challenging to scale the partnership in some of the non-English speaking countries like Vietnam, Cambodia and etc.

BACKGROUND

Introduce your business and what you do there.

Bentley Systems is an engineering software technology firm. We’ve been developing technology solutions for over 35 years. My specific role is the sales account manager focused on the construction industry.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Callbox?

I was hired to drive sales and adoption of a new technology that we’d acquired called SYNCHRO. However, I’m only one person. I needed a company to help fill the gaps ins our marketing research and sales so that we wouldn’t have to hire more internal team members. Their responsibility would be to find and call qualified leads for me so that I could capitalize on them. 

SOLUTION

What was the scope of their involvement? 

Callbox generates leads for us through cold calls. At the start, we provided them with a list of contacts to reach out to along with sales playbooks and other internal training resources. We even did some role-playing scenarios to make sure that their agents were ready to prospect and call our accounts.

They had the training process down, but we did need to help as far as the messaging. We wanted to make sure that it sounded like the call was coming from a Bentley Systems representative rather than someone interpreting our mission.

From there, it’s just been a matter of them calling our contacts, documenting their notes, and handing them off to us through our marketing platform. They also leverage their own internal database to conduct outreach based on our given parameters, and they’ve done LinkedIn social selling to help build a rapport with potential prospects. Their team helps scrub and revalidate contacts that we’ve already had.

What is the team composition? 

Anna (Marketing) handles our regular communication cadence. She includes other members as needed to help out with internal marketing operations. 

How did you come to work with Callbox?

We were already engaged with Callbox on a different technology project and saw results there. Expanding our partnership to this project just felt like the natural evolution.

How much have you invested with them?

We pay them on a quarterly option, totaling about $16,000 per engagement.

What is the status of this engagement?

This particular project has gone on since October 2020, but we’ve worked with them prior. We’ve just renewed our contract and are waiting internally for confirmation on when to start back up. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

From a sales side, about 10 of their leads have been converted to opportunities with a dollar value of roughly $150,000. We haven’t closed any deals yet, but we haven’t lost any either. The team also provides what they call marketing-qualified leads, which are leads that help us do more strategic targeting for our specific product. 

As far as their professionalism, they’re very consistent. I’ve actually worked for a lead generation company early in my career, so I think they’ve done a quality job compared to my previous training. 

How did Callbox perform from a project management standpoint?

We have weekly reports to recap feedback and identify where we can improve so that we can better guide them in our asks. They’re great at reporting back what is or isn’t working, suggesting minimal tweaks to keep improving on the engagement. If something isn’t readily available, they’re quick to update us. In that sense, we feel reassured that we can count on them. 

In terms of tools, the reports have followed a consistent template to maintain the same look and feel. They use HubSpot to capture information.

What did you find most impressive about them?

Their eagerness and willingness to keep improving upon the engagement are impressive. It’s not just a one-and-done project where they give us information. Instead, they keep at it to evolve. That’s been one of the stronger aspects of this engagement because it reflects what I’ve seen during the short time that I’ve worked with them. How they go about things is very natural. It’s not like we have to try and teach them anything; they’re just willing to mimic our company culture.

Are there any areas they could improve?

There have been times when they’ve provided feedback on certain accounts that have competitive information without knowing the specifics of that company nor the contacts. But, they’ve been better at incorporating that, so there’s not much information left that we need to ask for.

Outside of that, there isn’t anything drastic that they need to improve upon. We’re three months into this engagement, but you’d think it was six just because of how efficient they are in our processes. Both teams have done a great job to support this engagement. There’s always a sense of urgency and prioritization. They’ve conveyed that what they’re doing for us is important, regardless of whether they have other customers or not.

Do you have any advice for potential customers?

Even if you have a sales development or business development team, you should consider working with a company like Callbox for lead generation and marketing qualification services. They can help fill in the gaps where you fall short, and the team offers a different perspective on how you think to improve your sales.

BACKGROUND

Introduce your business and what you do there.

I’m the marketing operations lead for a telecoms (telecommunications) company that operates in more than 12 countries and provides services to over 170 countries. Our main services involve network and digital solutions, including IoT, the Cloud, and cybersecurity.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Callbox?

The challenge was to generate leads, bring opportunities to the table, and increase revenue. Our brand awareness in the US wasn’t as huge as it was in our main markets, and that’s why we wanted to spread the word about our presence here.

SOLUTION

What was the scope of their involvement?

Callbox manages outbound marketing activities, so calling and engaging with our target audience. Their activities are a mix of outbound calling, social media marketing, email marketing, and Google advertising to promote our website and landing pages. They also manage a chatbot that we integrated into our website.

Callbox works to generate qualified leads from companies. They schedule meetings for our sales executives with leads. Their team provides us with an overview of a lead after talking to them, which allows us to bring a solution to the table when we meet with them.  

What is the team composition?

We work with Callbox’s VP of operations, a service manager, and three more resources, including a social media specialist and a sales representative. The service manager acts as a project manager for all of our campaigns and there’s a campaign manager who schedules meetings and tweaks messaging for campaigns.

How did you come to work with Callbox?

We sought the help of a lead generation company based in the US or at least a company that targeted its services to US markets. As we have internal processes, we also needed an adaptable company. A willingness to adapt to our processes was key in our negotiations along with the right lead generation expertise.

Callbox had more than 15 years of experience in lead generation and proactively made recommendations based on our needs. They were also one of the few companies that charged by campaign rather than lead. We chose them because we believed in their ability to do good work.

How much have you invested with them?

We spend $20,000–$50,000 per year and have spent around $100,000 on their services so far.

What is the status of this engagement?

We initially hired them for a three-month-long project in March 2019, and we’re continuing to run campaigns with them. We look forward to renewing the process in March 2021.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

We measure the number of leads their team generates, so how many meetings they’re able to secure for our sales executives. We also measure the quality of leads, so how many leads involve the contacts we seek. Although their team’s securing fewer leads, they’re better quality leads. Callbox collects contacts with the proper job titles, and we’re generating more opportunities.

As the decision-making process for our services takes 3–12 months, we don’t see instantaneous results. During the campaign that their team launched in 2019, they generated over 100 leads and secured 3–4 customers that increase our revenue on a monthly basis.

How did Callbox perform from a project management standpoint?

In the beginning, the process was quite complex. However, after the first 2–3 campaigns, it was clear that Callbox understood our goals. We also went through a change in the project’s leadership, and the involvement of their VP of operations was key to our continued collaboration. 

Their team’s now in constant communication with us. We have weekly calls to check on the project's progress. Their ability to be flexible with our internal processes is key to their services, and it’s a competitive advantage of Callbox’s. For example, they schedule meetings between leads and our sales executives.

What did you find most impressive about them?

Flexibility and proactivity are two of their strengths and key to their competitive advantage. They adapt to our requests, messages, and products. Callbox also tells us about their progress and what can and can’t be done.

Are there any areas they could improve?

Although there’s always room for improvement, I don’t have constructive criticism for Callbox at the moment. Their marketing automation could be better, but they’re doing a good job so far.

Do you have any advice for future clients of theirs?

To get the most out of your investment, know your value proposition and target audience. That will help Callbox adapt and give the best advice.