Control Solutions Firm Partners with Callbox for APAC Success

The Client

The Client develops advanced remote controls for pay TV, consumer electronics, and home automation. Since 2002, the company has designed and manufactured high-performance devices for leading brands worldwide, including hearing aids for medical technology.

With a strong portfolio of patents, they deliver smart controls that integrate seamlessly with various systems, offering customization and intuitive operation. Their hearing solutions combine advanced sound processing, connectivity, and rechargeable power to provide clear, natural audio for those with hearing loss.

The Challenge

The Client aimed to expand their market presence by generating high-quality leads for their remote control and hearing aid solutions. However, their internal team struggled with low outbound lead volume and an inefficient prospecting process, limiting their ability to engage decision-makers effectively.

Recognizing the need for a proven lead generation partner to scale its outreach and connect with the right decision-makers, the Client turned to Callbox on the recommendation of a satisfied Salesforce client.

The Callbox Solution

To help the Client refine its marketing efforts and boost its sales pipeline, Callbox deployed a tailored Account-Based Marketing (ABM) program focused on Lead Generation and Appointment Setting.

• Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, and Social Media.
• Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support
• Access to cutting-edge Tools & Subscriptions for the Smart Engage and HubSpot CRM
• Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge

The Goals

Callbox aimed to:

1. Launch a targeted, multi-channel program to boost brand awareness and reach more qualified prospects.
2. Identify prospect needs through personalized discovery calls.
3. Set meetings with interested prospects, seamlessly connecting them with the Client’s sales team.

The program unfolded in three main stages:

Account Research and Selection

1. In collaboration with the Client, Callbox utilized an AI-powered Ideal Customer Profile (ICP) to hone in on the Client’s target accounts.
2. The Client also submitted specific criteria such as industries, annual revenues, and employee size to determine its best-fit accounts.
3. The Callbox team then compiled a list of potential target accounts which was then reviewed and approved by the Client.

Account and Prospect Profiling

1. The Client provided detailed buyer persona profiles encompassing thorough demographic and firmographic descriptions to effectively engage prospects in the outbound program.
2. The program primarily focused on engaging key positions such as the CIOs, CTOs, Product Managers, Procurement Managers, Technology Directors, R&D Managers, Supply Chain Managers, IoT Product Managers, Hearing Aid Product Managers, Medical Device Procurement Heads, VPs of Product Development, and Manufacturing Engineers.
3. The master contact list was segmented based on these buyer personas and categorized by industry and business size.

Multi-touch, Multi-channel Outreach

The Callbox team developed a customized lead nurturing strategy, delivering tailored messages that resonated with different decision-maker groups. Using an AI-powered approach, they created nurture paths that integrated phone, email, web, and LinkedIn interactions within a flexible outreach framework.

Callbox’s proprietary CRM, Smart Engage, streamlined the coordination of all outreach activities, ensuring the Client stayed updated on the program’s progress and results.

Results

The 6-month Lead Generation and Appointment setting program generated 113 Sales Qualified Leads, 139 Marketing Qualified Leads, and 1207 Social Media Connections.