Callbox and the Quartered Success of The File Transfer Expert [CASE STUDY]


CASE STUDY



Callbox and the Quartered Success of The File Transfer Expert


THE CLIENT



ABOUT

A group of file transfer software experts from Germany founded this File Transfer Appliance Company in 1996 which later spanned to France and Singapore in 2007.

The company stands on a mission to offer the latest Hardware Technologies coupled with the leading Software Solutions as “Plug-and-Play” appliances designed for security problems and compliance tasks.

TARGET INDUSTRIES
Oil & Gas, Architecture firms, Precision Engineering firms, Property Developers, Advertising Media or Graphic Design
Houses, Large Manufacturing companies, Government-linked companies, Lawyers, Health, Pharmaceutical companies, and Building and Construction. With an Annual Turnover of more than SG$ 2 Million and having more than 20 employees.

TARGET PROSPECTS
Directors, Business Owners, IT Managers, Personin Charge of IT

TARGET LOCATIONS
Singapore & Malaysia


SUMMARY



The campaign’s initial run in April 2011 mainly focused on the Singapore market. The client preferred to cater to companies that send out big files. These are companies that have worldwide presence and do site-to-site file sending, or those that require file-sharing with their resellers or customers.

The initial campaign production delivered 19 leads. Such number was instrumental to the client’s positive decision to renew for another campaign that was even more impressive with 34 leads. Since then, the team continuously worked on for the lead generation campaign. The number of leads fluctuated but nevertheless quality was maintained at its best. The following campaign period brought in 28 leads with positive contacts at 63%, the next with 26 leads at 50% positive contacts, followed by another month with 35 leads at 71% positive contacts, and proceeded to another renewal month with 14 leads at 71% positive contacts and the last month with 23 leads at 76% positive contacts.

As the Singapore database was close to being exhausted, Callbox proposed to the client to divert its focus to other countries. In 2012, Malaysia came into the picture and kicked off with 30 leads in the 1st run, and went on alternately running MY and SG markets for the rest of the campaign period, with 18-20 leads per month, renewing contract after contract of 3 or 6 months, until the final leg in May 2015.

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THE CHALLENGE



Quality vs. Quantity

The campaign required the Callbox team more effort compared with the other campaigns. The leads that were passed were strictly qualified based on the set criteria, which were subjected to the client’s scrutiny and approval.

Database Use

The 4-year run made the most of its target database of contacts. Towards the end of the last 2 months of the campaign, both the Malaysia and Singapore databases went all in, as both target markets have been saturated, yet the campaign was still able to produce 18 leads at the least.



RESULTS



What A Difference It Has Made

This is one of the most successful and longest running campaigns in Callbox. But how was this huge success achieved?

The client truthfully engaged himself with the campaign by sharing full product knowledge with the team by conducting a thorough training on the product specifications, features and usage benefits.

The Callbox team had a first-hand experience of the product as they were able to practically navigate its interface which helped the calling agent efficiently position the offer to the prospects. These best practices also made the leaders effectively coach the caller on the challenges encountered in the calls, making them able to easily address issues that arise from day to day calling.

All available resources in Callbox were utilized.

Calling, sending of emails and other marketing resources like the social media were substantial to the exceptional results of the campaign.
Definitely, this campaign has made history with Callbox.




SINGAPORE

+65 3159 1112

USA
+1 888.810.7464 / 310.439.5814

UK
+44 20.74425066

AUSTRALIA
+61 2 9037 2248

NEW ZEALAND
+64 9.9143122

MALAYSIA
+60 3.9212.5776

HONG KONG
+852 3.6786708

General Inquiries

info@callbox.com.sg

Sales Assistance

sales@callbox.com.sg

Media Inquiries

pr@callboxinc.com

Job Inquiries

careers@callboxinc.com

1 Scotts Road #24-10 Shaw Centre Singapore 228208
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