Callbox Prints Out Success For ICT Leader [CASE STUDY]


CASE STUDY



Callbox Prints Out Success For ICT Leader


THE CLIENT



ABOUT
The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.

TARGET INDUSTRY
Any business with printing needs with main focus on Financial Institutions & Manufacturing Plants.

TARGET DECISION MAKERS
IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies


THE CHALLENGE



The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005.

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Use of 5 marketing channels
• Warming up prospects via Lead Nurture Tool
• Increased contact rates via Callbox’s SMART Calling
• Lost revenue regained


THE CALLBOX SOLUTION



Customer-Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services.

2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the decision maker.

Appointment-Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.


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