{"id":71844,"date":"2021-11-02T20:41:00","date_gmt":"2021-11-03T00:41:00","guid":{"rendered":"https://mercurylabsmarketing.com/?page_id=71844"},"modified":"2025-03-10T20:14:32","modified_gmt":"2025-03-11T00:14:32","slug":"it-lead-corners-a-hundred-and-more-sales-leads-with-callbox-abm","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/it-lead-corners-a-hundred-and-more-sales-leads-with-callbox-abm/","title":{"rendered":"Robotics &#038; Automation Lead Corners A Hundred and More Leads"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client is a software firm that is home to an easy-to-use AI bot creation, deployment, and management platform which serves as an AI bot factory that lets users leverage the power of artificial intelligence easily.</p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Lines of Business</strong><br>Artificial Intelligence, Robotics</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client wanted to engage a marketing firm to add a stream of fresh and engaging content to position itself as a thought leader in the eDiscovery and Artificial Intelligence (AI) space. The aim was to increase enterprise-level leads, awareness of the brand&nbsp; and its products, and position itself as a recognized leader in the industry through organic SEO and various other forms of marketing and online advertising.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\">Based on the Client\u2019s needs, Mercury Labs designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:</p>\n\n\n\n<ul class=\"wp-block-list\"><li>Account-Based Multi-Channel Lead Management which utilized Voice, Email, Webinar, Chat, Web, and Social Media</li><li>Sales Enablement &amp; Support which covered Team Training, Account Setup, and Back Office Sales Support</li><li>Tools &amp; Subscriptions to Mercury Labs Pipeline and HubSpot CRM</li><li>Account Management with Strategy Building, Reporting and Product Knowledge</li></ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-goals\"><b>The Goals</b></h3>\n\n\n\n<ul class=\"wp-block-list\"><li>The Mercury Labs team was to generate introductory phone meetings with interested prospects for a discussion with the Client\u2019s consultants.</li><li>To keep the contact list updated.</li><li>Establish more connections to expand the Client\u2019s social media presence.</li></ul>\n\n\n\n<p class=\"wp-block-paragraph\">Below is the two-step campaign process:</p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-research-and-selection\"><b>Account Research and Selection</b></h3>\n\n\n\n<ol class=\"wp-block-list\"><li>The Client specified their target industries, location, and decision makers.</li><li>Mercury Labs refined the Client\u2019s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.</li><li>Mercury Labs came up with a list of potential contacts to target which was reviewed and approved by the Client.</li></ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-and-prospect-profiling\"><b>Account and Prospect Profiling</b></h3>\n\n\n\n<ol class=\"wp-block-list\"><li>The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.</li><li>Identified as the campaign\u2019s primary targets were IT Manager, Director of IT, CIO, Controller, VP of IT, Network Enterprise Systems Lead, C-suite, and CFO.</li><li>The master contact list was segmented based on these personas, and was further grouped according to industry type.</li></ol>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\">Overall, the fifteen-month Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 182 Sales Qualified Leads, 558 Marketing Qualified Leads, , 3,452 For Callback, and 1,351 Social Media Connections.</p>\n","protected":false},"excerpt":{"rendered":"<p>The Client wanted to add a stream of fresh, engaging content to position itself as a thought leader in the eDiscovery and AI space.</p>\n","protected":false},"author":1,"featured_media":73029,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220,145,1247,1230,1239],"class_list":["post-71844","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3","tag-case-study-appointment-setting","tag-case-study-it-software-products","tag-case-study-lead-generation","tag-case-study-other-industries"],"acf":{"cs_gated_content":"<h2>The Client</h2>\n<p><span style=\"font-weight: 400;\">The Client is a software firm that is home to an easy-to-use AI bot creation, deployment, and management platform which serves as an AI bot factory that lets users leverage the power of artificial intelligence easily.</span></p>\n<p><strong>Lines of Business</strong><br />\nArtificial Intelligence, Robotics</p>\n<h2>The Challenge</h2>\n<p>The Client wanted to engage a marketing firm to add a stream of fresh and engaging content to position itself as a thought leader in the eDiscovery and Artificial Intelligence (AI) space. The aim was to increase enterprise-level leads, awareness of the brand\u00a0 and its products, and position itself as a recognized leader in the industry through organic SEO and various other forms of marketing and online advertising.</p>\n<p>&nbsp;</p>\n<p><span style=\"font-weight: 400;\">\u00a0</span></p>\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_client_industry":"Software","cs_client_location":"USA ","cs_client_hq":"CA, USA","cs_target_location":"USA-wide","cs_target_industry":"All (except Agriculture, Wholesale and Retail)","cs_target_dm":"IT Manager, Director of IT, CIO, Controller, VP of IT, Network Enterprise Systems Lead, C-suite, CFO","cs_results":[{"label":"Sales Appointments","value":"182"},{"label":"Marketing Qualified Leads","value":"558"},{"label":"For Callback","value":"3,452"},{"label":"Social Media Connections","value":"1,351"}],"cs_highlights":[{"highlight":"Successfully completed an ABM Lead Generation and Appointment Setting campaign for an IT leader"},{"highlight":"Worked out outbound campaign activities that helped the Client engage new target buyers "},{"highlight":"Achieved key objectives in terms of best-fit accounts and highly-qualified prospects delivered"}],"cs_video":false,"cs_video_embed_code":"","cs_video_embed_code_square":"","cs_keywords":"","result1_label":"","result1_value":"","result2_label":"","result2_value":"","result3_label":"","result3_value":"","cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_IT_Robotics-Automation-Lead-Corners-A-Hundred-and-More-Leads.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"cs_campaign_duration":"6","cs_client":{"name":"Sonasoft (Cornerstone)","website":"https://sonasoft.com/","lob":"Artificial Intelligence, Robotics"},"page_faqs":false,"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"cb_banner_announcement":false,"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Market Expansion","Augment Marketing"],"cs_challenge_category_long":"The Client wanted to engage a marketing firm to add a stream of fresh and engaging content to position itself as a thought leader in the eDiscovery and Artificial Intelligence (AI) space. 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