{"id":10197,"date":"2015-03-18T23:21:52","date_gmt":"2015-03-18T15:21:52","guid":{"rendered":"https://mercurylabsmarketing.com/?page_id=10197"},"modified":"2025-09-22T11:27:14","modified_gmt":"2025-09-22T15:27:14","slug":"blog","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/blog/","title":{"rendered":"Blog"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"<p>The Savvy Marketer provides winning tips and strategies on getting qualified leads through different marketing channels: telemarketing and online marketing.</p>\n","protected":false},"author":1,"featured_media":87980,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[],"class_list":["post-10197","page","type-page","status-publish","has-post-thumbnail","hentry"],"acf":{"cb_asset":"","cb_regional_pages":false,"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"cb_web_property":"MAIN","cb_acf_relational":{"case_study":[{"ID":75023,"post_author":"1","post_date":"2022-05-04 03:03:58","post_date_gmt":"2022-05-04 07:03:58","post_content":"<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p><span style=\"font-weight: 400;\">The Client is an American multinational company that focuses on artificial intelligence, search engine, online advertising and cloud computing, and </span><span style=\"font-weight: 400;\">provides OS, browser, and devices that businesses need to cloud-power their workforce.</span></p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p><span style=\"font-weight: 400;\">Businesses outsource for many different reasons. Some opt to work with other industry providers to gain new skills and expertise, or to access innovative tools and technologies. Others want to adopt best practices that in-house resources cannot provide to bridge the knowledge gap.&nbsp;</span>\n\n<span style=\"font-weight: 400;\">The Client, despite being one of the top technology companies in the world, believes that in order to stay competitive and important in the market, one has to build strong partnerships with industry peers.&nbsp;</span>\n\n<span style=\"font-weight: 400;\">However, being on their partner list does not come easy. Prospective partners must have proven years of experience and present a holistic business approach that is beneficial both for the Client and its target customers. </span></p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p><span style=\"font-weight: 400;\">Mercury Labs designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the global IT leader which consisted of:</span>\n&nbsp;\n</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web, Social Media, and Webinar</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Sales Enablement &amp; Support that provided Team Training, Account Setup, and Back Office Sales Support</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Tools &amp; Subscriptions to the Mercury Labs Pipeline and HubSpot CRM</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Account Management with Strategy Building, Reporting and Product Knowledge</span></li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-the-goals\"><b>The Goals</b></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">The Mercury Labs team was to generate leads from AU and NZ for the Client\u2019s enterprise OS and browser lines of business</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">To book meetings with potential leads for the Client\u2019s consultants</span></li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\"><b>Account Research and Selection</b></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">The Client specified their target industries, locations, and decision makers</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Mercury Labs refined the Client\u2019s ideal customer profile (ICP) which served as a basis for identifying qualified accounts</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Mercury Labs then came up with a list of potential contacts to target, which was reviewed and approved by the Client</span></li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\"><b>Account and Prospect Profiling</b></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Mercury Labs profiled the Client\u2019s ideal customer profile (ICP), and came up with a list of potential contacts to target</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">Identified as the campaign\u2019s target decision makers were Head of IT, CIO, CFO, CTO, COO, Technical Lead, IT Manager, General Manager of IT, CISO, Security Architect, Information Architect, Cloud Security, Cyber Security, Information Security, Principal Architect, Innovator</span></li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li><span style=\"font-weight: 400;\">The contact list was segmented based on these personas and was further grouped according to industry type</span></li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The twelve-month Account-based Marketing Lead Generation &amp; Appointment Setting campaign delivered 124 Sales Qualified Leads, 642 Marketing Qualified Leads, 1,123 Profiles Completed, and 5,942 Social Media Connections.</p>\n<!-- /wp:paragraph -->","post_title":"Multinational Tech Giant\u2019s Search for A Lead Gen Partner Ends with Mercury Labs","post_excerpt":"Businesses outsource for many different reasons. Some opt to work with other industry providers to gain new skills and expertise, or to access innovative tools and technologies.","post_status":"publish","comment_status":"closed","ping_status":"closed","post_password":"","post_name":"multinational-tech-giant-chooses-callbox-as-lead-gen-partner","to_ping":"","pinged":"","post_modified":"2025-03-10 03:30:13","post_modified_gmt":"2025-03-10 07:30:13","post_content_filtered":"","post_parent":3796,"guid":"https://mercurylabsmarketing.com/?page_id=75023","menu_order":0,"post_type":"page","post_mime_type":"","comment_count":"0","filter":"raw"},{"ID":17303,"post_author":"1","post_date":"2016-10-10 00:55:04","post_date_gmt":"2016-10-10 00:55:04","post_content":"<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The Client is proud to be recognized as a leader in high technology products and services to the world\u2019s leading industrial companies and scientific research communities, providing nanotechnology and industrial products and services.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>Despite being recognized as an industry leader, the Client still faces tough competition in the global market due to the changes in the customer buying landscape. Technology innovation has disrupted the traditional way of acquiring customers, and this has caused the tech leader to rethink and realign some areas in the business in order to cope. They had to adjust some internal processes and carve out a marketing plan that would help them address the following needs: a new database, a telemarketing staff who could fully represent their brand through outbound activities, and additional outreach channels to reach more prospects in the target locations.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>Mercury Labs designed an Account-Based Marketing Lead Generation and Appointment Setting program and presented it to the Client. The whole process seemed so new to them, but as the discussion progressed, the Client understood Mercury Labs strategy and how it can effectively help reach and engage their target decision makers and build a new customer base. The program consisted of:</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li>Account-Based Multi-Channel Lead Management through Voice, Web, Chat, Webinar, and Social Media</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Sales Enablement &amp; Support such as Staff Training, Account Setup, and Back Office Sales Support</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Tools &amp; Subscriptions to the Mercury Labs Pipeline and HubSpot CRM</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Account Management with Strategy Building, Reporting, and Product Knowledge</li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\"><strong>The Goals</strong></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li>The Mercury Labs team was to generate leads</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Set meetings with interested decision makers for the Client\u2019s consultants&nbsp;</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Manage and grow the database by keeping the accounts profiled and updated</li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\">&nbsp;<strong>Account Research and Selection</strong></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li>The Client specified their campaign target industries, location, and decision makers</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Mercury Labs refined the Client\u2019s ideal customer profile (ICP) which served as a basis for identifying qualified accounts</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Mercury Labs came up with a list of potential contacts to target which was reviewed and approved by the Client</li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\"><strong>Account and Prospect Profiling</strong></h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li>The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>The campaign\u2019s target prospects were Business Owners, Head of IT, Procurement or Person-In-Charge of Purchasing, CTO, CIO, C-suite</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>The master contact list was segmented based on these personas and was further grouped according to industry type.</li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 186 Sales Qualified Appointments, 102 Follow-ups, and 8,694 Profiled Contacts.</p>\n<!-- /wp:paragraph -->","post_title":"Mercury Labs Built Champ ABM Campaign for High Tech Provider","post_excerpt":"The Client is a 50-y.o. market leader that provides high technology tools and systems like desktop, portable, handheld XRF and OES materials identification and analysis systems, as well as coating thickness measurement and gauging instrumentation...","post_status":"publish","comment_status":"closed","ping_status":"closed","post_password":"","post_name":"instrumental-to-manufacturers-marketing-success","to_ping":"","pinged":"","post_modified":"2025-03-10 20:52:20","post_modified_gmt":"2025-03-11 00:52:20","post_content_filtered":"","post_parent":3796,"guid":"https://mercurylabsmarketing.com/?page_id=17303","menu_order":0,"post_type":"page","post_mime_type":"","comment_count":"0","filter":"raw"},{"ID":104783,"post_author":"1","post_date":"2024-12-10 09:34:17","post_date_gmt":"2024-12-10 14:34:17","post_content":"<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The Client is a leading technology firm, known for its comprehensive suite of software solutions and cloud services that include database management, enterprise resource planning (ERP), customer relationship management (CRM), and supply chain management (SCM). With a global presence and a vast partner ecosystem, the company delivers innovative solutions that drive efficiency and competitive advantage across various industries.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The Client aimed to expand their distribution network by engaging Value-Added Resellers (VARs) for a specialized product line. They encountered difficulties in generating and nurturing high-quality leads and needed a sharper focus on targeting key accounts. The process was further complicated by an increasingly competitive market, where distinguishing their offerings became as crucial as identifying the right partners.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:paragraph -->\n<p>These issues not only limited their market expansion but also reduced the efficiency of their sales cycles. Consequently, the Client sought Mercury Labs's expertise to devise a tailored lead generation and appointment-setting strategy, aiming to improve market visibility and ensure a consistent inflow of leads.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading -->\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>To address the Client's needs, Mercury Labs developed a twelve-month program encompassing:</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li>Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Social Media, and -Webinar</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Sales Enablement &amp; Support which included Product Training, Account Setup, and Back Office -Sales Support</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Tools &amp; Subscriptions of HubSpot\u00a0 and OneCRM</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Account Management with Strategy Building, Reporting, and Product Knowledge</li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-the-goals\">The Goals</h3>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>The Mercury Labs team dedicated their efforts to:</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:list -->\n<ul><!-- wp:list-item -->\n<li>Implement a targeted, multi-channel program to boost brand visibility and attract a wider customer base.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Discover prospect needs and identify business opportunities via discovery calls.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Arrange meetings between the Client's sales team and engaged prospects.</li>\n<!-- /wp:list-item --></ul>\n<!-- /wp:list -->\n\n<!-- wp:paragraph -->\n<p>The program progressed in three main stages:</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-account-research-and-selection\">Account Research and Selection</h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li>Collaboratively, Mercury Labs and the Client employed AI tools to develop an Ideal Customer Profile (ICP), targeting specific industries and revenue sizes.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>A list of potential accounts was prepared, reviewed, and approved by the Client.</li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-account-and-prospect-profiling\">Account and Prospect Profiling</h3>\n<!-- /wp:heading -->\n\n<!-- wp:list {\"ordered\":true} -->\n<ol><!-- wp:list-item -->\n<li>The Client contributed detailed demographic and firmographic buyer personas to refine outbound engagement strategies.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>Target roles included CEO, CTO, CIO, and Director of Business Development.</li>\n<!-- /wp:list-item -->\n\n<!-- wp:list-item -->\n<li>The master contact list was segmented by industry and company size for precision targeting.</li>\n<!-- /wp:list-item --></ol>\n<!-- /wp:list -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-multi-touch-multi-channel-outreach\">Multi-touch, Multi-channel Outreach</h3>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>Mercury Labs employed a unique lead nurturing strategy with personalized messaging tailored to various decision-maker profiles. AI-driven techniques curated lead nurturing pathways, combining phone, email, web, and LinkedIn outreach.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:paragraph -->\n<p>Central to the program, Mercury Labs\u2019s proprietary Smart Engage platform facilitated the seamless orchestration of all efforts, keeping the Client consistently updated with the program's progress.</p>\n<!-- /wp:paragraph -->\n\n<!-- wp:heading {\"level\":3} -->\n<h3 class=\"wp-block-heading\" id=\"h-results\">Results</h3>\n<!-- /wp:heading -->\n\n<!-- wp:paragraph -->\n<p>In twelve months, the Client grew substantially across key metrics: 154 marketing-qualified leads, 89 sales appointments, 67 webinar registrants, and 1,156 social media connections. 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