EBQ

BACKGROUND

Please describe your company and position.

I am the Head of Marketing of an IT service provider

Describe what your company does in a single sentence.

Applied Tech provides managed IT services and co-managed IT solutions, helping businesses optimize their technology, enhance cybersecurity, and streamline operations with expert support.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• HubSpot Administration
• Lead Generation
• Create Marketing Content

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

• Pricing fit our budget
• Great culture fit
• Referred to me
• Company values aligned

How many teammates from EBQ were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Scope of Services
1. B2B Telemarketing Services

Lead Generation:

Identify and qualify potential leads based on specific criteria.
Conduct outbound calls to targeted businesses to present our products and services.

Appointment Setting:

Schedule meetings between prospects and sales representatives.
Confirm and document appointment details in our CRM and calendar space.

Database Management:

Maintain and update a list of contacted businesses.
Provide regular reports on call outcomes, including metrics like the number of calls made, leads generated, and appointments set.

2. Technical Content Writing Services
Create high-quality, engaging content to support our technical and marketing initiatives, including:

Blog Articles:

Research and write SEO-optimized articles on industry-related topics.

Content Review and Editing:

Review existing materials for technical accuracy, clarity, and consistency.

3. HubSpot Administration Services
Manage and optimize HubSpot to enhance our marketing and sales efforts, including:

Setup and Maintenance:

Configure and update HubSpot settings, workflows, and integrations.
Perform periodic data cleanup and deduplication.

Campaign Management:

Build, launch, and track email campaigns and landing pages.
Set up lead scoring and automated nurturing workflows.

Reporting and Analytics:

Generate detailed performance reports for marketing and sales campaigns.
Provide insights to optimize strategies based on data analysis.

User Training and Support:

Train team members on HubSpot features and best practices.
Offer ongoing troubleshooting and technical support.
 
Deliverables
Weekly progress reports for each service area.
A minimum of 100 telemarketing calls per business day with detailed logs.
Monthly HubSpot performance and optimization reports.
Documentation for all workflows, campaigns, and processes created in HubSpot.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

1. Weekly progress reports for each service area.
2. A minimum of 100 telemarketing calls per day with detailed logs.
3. Meetings set per month.
4. Revenue generated from those meetings set.
5. Monthly HubSpot performance and optimization reports.
6. Documentation for all workflows, campaigns, and processes created in HubSpot.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Working with EBQ was a seamless and rewarding experience, thanks to their exceptional project management and commitment to timely delivery. From the outset, their team demonstrated a clear understanding of our objectives, maintained open communication, and provided regular updates on progress. Milestones were met with precision, and any challenges were addressed proactively, ensuring the project stayed on track. Deliverables were not only completed ahead of schedule but also exceeded our expectations in quality and attention to detail. Their professionalism and dedication instilled confidence throughout the process, making them a trusted partner for future collaborations.

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

The commitment of excellence from the top (CEO) all the way to the front-line employees that were doing the tacticle work. Every member of the EBQ team that I have met or had the chance to interact with is not only impressive, but I would hire without blinking an eye.

Are there any areas for improvement or something EBQ could have done differently?

None that I can think of at this time.

BACKGROUND

Please describe your company and position.

I am the VP Marketing of Ocra

Describe what your company does in a single sentence.

Ocra works with parking operators, parking asset owners, and hotels to help them better manage rates and inventory for their parking assets to optimize yield and increase revenue. 

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Get contact information for hotel general managers by calling hotel locations
• Book meetings with hotel general managers

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

• Referred to me
• Company values aligned

How many teammates from EBQ were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

EBQ dialed from a list of leads that Ocra provided to get contact information for the general managers at hotels in target markets. When they connected with the General Manager, EBQ would pitch Ocra and set an appointment, referring the GM to our CEO for a discovery meeting. Primary delivery was meetings booked.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Success looked like high call volume, updated contact information for leads in HubSpot, and ultimately, meetings set. On Ocra's end, success looked like meetings completed and deals signed.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Extremely prompt and attentive. Highly communicative and responsive, often going above and beyond to address issues and solve problems. Very organized in their delivery of information and updates. Prompt and reliable.

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

The people who work at EBQ were really good partners. Dante, our Sales contact who was with us from Day One, is extraordinary in his role and a fantastic human, to boot. The team that he assembled for us experienced some turnover throughout the duration of our partnership and he did a great job providing stability and being transparent about what each change meant for our business.

Are there any areas for improvement or something EBQ could have done differently?

We were assigned 4 different reps during our 6-month tenure. While the transitions were handled well, it meant that there were several ramp-up periods of lower call volume and slower momentum. There wasn't much feedback from them on how well the messaging was working, and we provided all of that ourselves so it would have been go to know what was landing and what wasn't so we could adjust. But even through less-than-smooth periods, the EBQ people were terrific partners, and we worked through everything as a team. Really appreciate their partnership.

BACKGROUND

Please describe your company and position.

I am the Marketing Demand Generation Manager of K12 Insight

Describe what your company does in a single sentence.

K12 Insight helps districts automate workflows across departments, centralize inbound and outbound communications, create a culture of customer service, and listen to their community through a powerful customer service platform with a generative AI-powered chatbot, in addition to expert-led research services, a DIY survey solution, and professional development. 

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Increase the number of meetings booked with our sales team
• Increase the number of sales qualified leads

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

• High ratings
• Pricing fit our budget
• Great culture fit
• Good value for cost
• Referred to me

How many teammates from EBQ were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Following a major account-based marketing campaign, EBQ was responsible for calling and emailing a target list of 1,250 people. They learned the talking points and offer for the campaign and practiced major objections to help them perform in the prospect communciations.

EBQ tracked their activity in the company's CRM, Salesforce, and transferred open opportunities to the company's sales reps. They also sat in on initial meetings with the prospects and sales reps to learn more about objection mnanagement for the company.   

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

EBQ scheduled 7 new meetings for our sales reps. 

Describe their project management. Did they deliver items on time? How did they respond to your needs?

EBQ was exceptionally professional, thorough, and on-top-of-things! Our entire team was blwn away week after week as EBQ consistently met or exceeded our expectations. 

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

EBQ's communications are on point. They're so thorough in their updates, we never felt confused or unsure about a single deal or activity. On top of that, they were so kind and personable — it was just an added treat to have a team not only great at their jobs, but also fun to work with!

Are there any areas for improvement or something EBQ could have done differently?

None whatsoever. 

BACKGROUND

Please describe your company and position.

I am the Technical Account Manager of GOBI Technologies

Describe what your company does in a single sentence.

GOBI Technologies is a technology management and consulting firm. Since 2008, we have become a strategic technology partner to our clients. Supporting their innovation and services through operation management, modernization solutions, and affordable industry solutions that empower them to grow on reliable technology.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Close New Business

SOLUTION

How did you find EBQ?

Worked with them previously

Why did you select EBQ over others?

• Pricing fit our budget
• Good value for cost
• Company values aligned
• Familiarity

How many teammates from EBQ were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

EBQ was to provide outsourced Business Development services through phone, email, etc. to selected contacts from selected companies. They were to tell prospective companies about our company services and how they could help them grow a more productive, secure cloud environment.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Scheduled meetings and signatures.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Yes, they were always able to delvier their data builds to us in a timely manner and also respond with whatever tasks/delvierables we assigned them. They would reply either during our meetings or through email.

What was your primary form of communication with EBQ?

Virtual Meeting

What did you find most impressive or unique about this company?

Their people. They were up-front and willing to collaborate on fine details to produce a deliverable.

Are there any areas for improvement or something EBQ could have done differently?

Perhaps learn more about our services and products to carry the initial conversations further with the prospects.

BACKGROUND

Please describe your company and position.

I am the SVP Marketing of KETOS

Describe what your company does in a single sentence.

Automated water quality monitoring technology for industrial, ag, and municipalities.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Follow-up on qualified leads and set appointments
• Test new markets with cold call campaigns

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

• Great culture fit
• Referred to me
• Company values aligned
• Strategic Alignment

How many teammates from EBQ were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

We asked EBQ to integrate with our CRM, receive automated lead alerts, prioritize, and follow up on qualified leads delivered from marketing.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

Once fully ramped, EBQ increased the average number of appointments set by over 400%. In addition, the revenue generated from those meetings more than paid for their service.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

The EBQ team was proactive, communicative, data-driven, and effective. In addition, they were humble and collaborative in their approach. Most of all, I very much appreciated their speed of movement. There were times (especially in on-boarding) when I had a hard time keeping up - and that's rare!

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

Everything about this company is impressive. The speed at which they move. The quality of their team. Their willingness to listen, test, and iterate. The effectiveness of their service. The care and dedication they have to your initiatives - it's like they are a part of your team.

Are there any areas for improvement or something EBQ could have done differently?

I can't think of any areas for improvement. EBQ is hands-down the best vendor I have ever used for B2B appointment setting.

BACKGROUND

Please describe your company and position.

I am the CEO of a software company

Describe what your company does in a single sentence.

Our company is the most powerful decision support system for higher education.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Marketing Campaigns
• Cold Calling
• Website Design

SOLUTION

How did you find EBQ?

don't remember

Why did you select EBQ over others?

• High ratings
• Pricing fit our budget

How many teammates from EBQ were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

EBQ supported Enflux by providing outsourced sales and marketing services. They have expertise in lead generation, appointment setting, and demand generation, which can help Enflux expand its reach and customer base.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• Lead Conversion Rate: We tracked the percentage of leads generated through these channels that successfully converted into paying customers. 
• Sales Pipeline Growth: We monitored the expansion of our sales pipeline as a result of these lead generation activities. 
• Cost per Acquisition (CPA): We aimed to lower the cost per customer acquisition, ensuring efficient use of resources.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Their project management was commendable. They consistently delivered items on time, demonstrating a strong commitment to meeting deadlines. Additionally, their responsiveness to our needs was impressive. They proactively addressed any concerns or requests, ensuring a smooth and collaborative working relationship.

What was your primary form of communication with EBQ?

Virtual Meeting

What did you find most impressive or unique about this company?

What stood out most about this company was their unwavering dedication to delivering exceptional results. Their ability to consistently exceed expectations and their commitment to innovation in our industry were truly impressive.

Are there any areas for improvement or something EBQ could have done differently?

When considering areas for improvement or changes that EBQ could have made, one aspect that would have been valuable is a more proactive approach from their project management team. Specifically, it would have been beneficial if they had taken the initiative to provide guidance and insights, advising us on the best strategies to achieve our goals, rather than solely waiting for us to direct the course of action. This proactive communication could have enhanced the overall effectiveness of our collaboration.

BACKGROUND

Please describe your company and position.

I am the VP of Sales of an it services company

Describe what your company does in a single sentence.

We're a web hosting provider with solutions from bare metal dedicated hardware to fully managed VMware cloud setups.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Resurrect closed lost opportunities.
• Generate leads targeting competitors.
• Re-engage with our existing partner base.

SOLUTION

How did you find EBQ?

Online Search

Why did you select EBQ over others?

• Great culture fit
• Requirements fit

How many teammates from EBQ were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

EBQ provides data cleanup services adding key contacts to our target accounts. They then rely heavily on phone calls, along with emails and LinkedIn outreach, to setup appointments with our sales reps. They work out of our Salesforce instance and have warm handoffs to kickoff the meetings they set.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

We were able to generate tens of thousands of dollars in the pipeline and have begun to see that pipeline turn into revenue. We also measure engagements they have with contacts, their rep activity, and meetings set.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

We have an overall project lead, separate leads for the calling and data portion of services, and then outbound sales reps. They are very responsive to all our requests and have proactively worked to fine-tune our campaigns.

What was your primary form of communication with EBQ?

• In-Person Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

I love their phone-first approach and that they work out of our Salesforce instance.

Are there any areas for improvement or something EBQ could have done differently?

None.

BACKGROUND

Please describe your company and position.

I am the Senior Director, Product Marketing of an information technology company

Describe what your company does in a single sentence.

Cloud business communications

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Contact current customers and partners
• Reduce churn/imporve customer loyalty
• Identify additional sales opportunities

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

Referred to me

How many teammates from EBQ were assigned to this project?

6-10 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Working with our customer and partner contact lists, talk tracks, marketing assets, and account manager assignments, the EBQ team imported all of this into their internal systems and organized their team around the different types of accounts. They have conducted nurture and contact programs to our customer base to improve customer relationships, flag issues to be resolved and to identify potential sales opportunities.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

High contact rates, documented conversations that help our sales reps and account managers and handoffs to account reps with specific recommended actions

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Lots of attention to detail, and they took the initiative to modify our inputs into what they needed for successful outbound campaigns. Our project managers provide weekly feedback on progress and issues so we can update and improve the processes. Very responsive as we have modified and expanded the program.

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

Fast startup times on projects. Very responsive to information requests. Lots of initiative in applying best practices to the campaigns.

Are there any areas for improvement or something EBQ could have done differently?

There's nothing they need to improve on.

BACKGROUND

Please describe your company and position.

I am the Global Manager SDR Team of an information technology company

Describe what your company does in a single sentence.

Deliver security analytics at the speed of AI. The Security Operations Platform transforms security by empowering defenders to monitor and preemptively mitigate threats, and executives to navigate global cyber turbulence with confidence.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire EBQ to accomplish?

• Set qualified meetings for our Sales Teams
• Through following up all MQL leads
• Through cold calling outbound efforts

SOLUTION

How did you find EBQ?

Referral

Why did you select EBQ over others?

• High ratings
• Pricing fit our budget
• Great culture fit
• Referred to me
• Company values aligned

How many teammates from EBQ were assigned to this project?

3-7

Describe the scope of work in detail. Please include a summary of key deliverables.

Throughout our partnership with EBQ the goal is for EBQ SDR's to set qualified meeting for our Sales Team, EBQ does this by both following up our MQL leads and in addition apply a Cold Outbound approach setting meetings with Top Target ICP accounts. Key deliverables : 6 qualified meetings per SDR per month exclusively with ICP Top Target Accounts. During our partnership we have engaged between 3 - 7 EBQ SDR's per month.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

The number of meetings set per SDR per month. A continuous high conversion rate meetings set to sales opportunity created as a result of the meeting. Wins $$ value realised as a result of a meeting. Pipeline $$ value realised as a result of a meeting. We have seen continued growth around the above measurables.

Describe their project management. Did they deliver items on time? How did they respond to your needs?

I can not compliment the Project Management team enough, they deliver on their promises are easy to engage with and always respond promptly to any questions or topics. Very easy to work with and extremely professional.

What was your primary form of communication with EBQ?

• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

• Flexibility 
• Team work 
• Follow up
• Communication 
• Innovative
• Deliver on promises and agreements

Are there any areas for improvement or something EBQ  could have done differently?

Investment levels are always a topic of conversation within our organisation, of course we would like the level of investment to be lower, at the same time we do believe we are receiving a good ROI.

BACKGROUND

Please describe your company and your position there.

I'm the Director of Marketing responsible for generating demand for my fast growing company in physical security space.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQ?

My company has been experiencing substantial growth. We hired EBQ to support hyper growth from driving awareness to generate demand, ultimately setting up high-quality sales meetings to build robust sales pipeline.

SOLUTION

How did you select this firm and what were the deciding factors?

We signed a flexible month-to-month contract with EBQ ever since 2019. EBQ has been strategic partner constantly outdoing themselves and adding value to drive business results.

Describe the project in detail and walk through their service package.

EBQ’s SDR team help us to reach out, follow up, and set meetings with qualified leads. We have established 3 top priorities for EBQ’s SDRs. The first is responding to hot leads who reach out to us, quickly validating these leads, and handing them off to the sales team. The second priority is to make sure warm marketing leads are further nurtured. Finally, EBQ warms up cold leads that enter the pipeline in an assortment of ways.

How many resources from the vendor's team worked with you, and what were their positions?

We get up to 12 EBQ resources (6 full time SDRs) work with us on priority projects. they are all sales development representatives. EBQ also provide project leads along with these SDR resources.

RESULTS & FEEDBACK

Can you share any outcomes from the engagement that demonstrate progress or success?

The project started with 2 part-time SDRs. At the height of their project, they had 6 full-time SDRs making 1000 dials per week and setting 48 appointments per month. We’ve seen an uptrend of meeting handoffs and meetings set every quarter.

How effective was the workflow between your team and theirs?

EBQ hosts weekly continuous improvement meetings with me to review challenges, how leads are coming in, how to prioritize leads, and how to optimize time. For example, we recently introduced a chat feature on our website. EBQ monitors these interactions and has been able to respond to these leads in an unprecedented average time of 9 seconds.

What did you find most impressive or unique about this company?

What impressed me the most is the EBQ team's positive can do attitude, their strategic partnership, and very low turnover rate. I used to manage in-house business development functions, and I’ve always known that a 6-month turnover rate is normal in the industry. However, EBQ’s team members will stay with the team. It’s awesome to see that the longer a SDR stays with the company, they’re able to have better conversations and process records faster.

Are there any areas for improvement or something they could have done differently?

i can't think of any. EBQ was always a step ahead, and I couldn't be happier with their support.