EBQ

BACKGROUND

Please describe your company and your position there.

E-commerce leader in international shipping. Head of Sales and Marketing.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

Manage outbound inside sales team to schedule demonstrations of our technology and solutions to prospects.

What were your goals for this project?

Increase the number clients through the prospecting efforts.

SOLUTION

How did you select this vendor?

RFQ with several organization that provide similar solutions.

Describe the project in detail.

Once we select EBQ we set up discovery calls to discuss the typical buyer profile as well as challenges in closing the deal. We also provided leads via SFDC integration for easy access and tracking.

What was the team composition?

Inside Sales Rep, Inside Sales Supervisor, Project Manager.

RESULTS & FEEDBACK

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

Our organization is in a growth strategy. With EBQ, we are able to focus our efforts so that our prospecting and sales strategy is messaged to the right people, the right way, and at the right cadence.

How effective was the workflow between your team and theirs?

Worklow has been great. They believe in high touch and being readily available when needed.

What did you find most impressive about this company?

Their collaborative approach to being an extension of our organization is impressive.

Are there any areas for improvement?

I can't think of any.

BACKGROUND

Introduce your business and what you do there.

I’m a co-founder of an early-stage technology startup called Mixtroz.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with EBQuickstart?

We needed to drive more qualified leads into our funnel so that we could get more demos booked in our calendar.

SOLUTION

What was the scope of their involvement?

We gave EBQuickstart a target list of leads, which they called methodically and followed up with on with emails. They’re taking all sorts of day-to-day actions that we, as founders, don’t have time to do. 

Once they get someone interested in a demo, they’ll set up an appointment and hand it over to me. I’m actually the one performing the demos, and I give them feedback through our Slack channel, letting them know whether that was a good lead or not.

What is the team composition?

I’m working with three people from EBQuickstart, including a day-to-day point of contact.

How did you come to work with EBQuickstart?

They reached out to us and happened to have really good timing.

How much have you invested with them?

We’ve paid them around $25,000 so far.

What is the status of this engagement?

We started working with EBQuickstart in February 2020, and our engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

EBQuickstart has increased our demo appointments, and that’s what we were looking for.

How did EBQuickstart perform from a project management standpoint?

We mainly communicate with their team through email and Slack, and they’re also onboarded on our HubSpot to record the demos as they’re setting them up. They’re very buttoned up in terms of project management. 

The process is methodical, and their project manager is there to give us advice, guide us, and report on what’s going on. All of that is above expectations. They over-communicate about where they are on things and about any challenges they may be facing. 

The team is very easy to get in touch with. I’ve never had to spend an inordinate amount of time getting in touch with them when I needed quick feedback on something. Being early-stage isn’t cheap, and we would’ve cut the deal with EBQuickstart a long time ago if it hadn’t worked.

What did you find most impressive about them?

It’s their know-how in what they do. We can tell that they’ve been doing this for a long time because they’re a well-oiled machine. The benefit of doing something like this as an early-stage startup is cost because we don’t have to take on in-house employees. 

Secondly, we’re getting a well-oiled machine with good processes in place. EBQuickstart feels like an extension of my team, and it’s been a really seamless process. They definitely don’t feel like a third party calling on our behalf.

Are there any areas they could improve?

No, there are no areas of improvement. Like any business, we want our conversions to speed up, but that really doesn’t have to do with them. In fact, we’re raising another round of funding right now. When that happens, it’s our plan to expand the collaboration with EBQuickstart. I’d spend more with them if I could.

Do you have any advice for future clients of theirs?

If the client company isn’t buttoned up and doesn’t have materials for them to work with, it might be difficult to work with an agency like EBQuickstart. Had they come to us in 2019 instead of 2020, it would’ve been too early.

We were still in the building phase, making sure we had collateral and case studies that an agency like theirs could direct an interested party to.

BACKGROUND

Introduce your business and what you do there.

I’m a marketing manager for a security company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with EBQuickstart?

We hired them to generate qualified sales leads to feed our sales funnel.

SOLUTION

What was the scope of their involvement?

They have a team of development reps that call on our target audience, qualify them, and find interested prospects who are interested in purchasing our product to send over to us. They work with our sales reps to find qualified leads. They do 100% of our lead generation each quarter and are an integral part of our team.

What is the team composition?

Michael (VP) is my main contact, but I’ve worked with a few others.

How did you come to work with EBQuickstart?

When I started, the process was already in motion. I’ve worked with other similar groups and they’re the best.

What is the status of this engagement?

We began work in January 2017, and the work is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

The process was seamless. They’re experts on Salesforce, the CRM we use, call lists, and more. They’re the subject matter experts and are very easy to do business with. We’ve grown with them, generating an ROI of 10+.

How did EBQuickstart perform from a project management standpoint?

They’re very responsive. We’d have weekly meetings, and if we ever needed to get in touch with them they’d respond incredibly quickly. They actually adopted an email on our domain which made them fully integrated with our team.

What did you find most impressive about them?

They understand our product and our audience very well, know how to pitch our product, and are very Salesforce savvy.

Are there any areas they could improve?

No, they’re very good overall.

BACKGROUND

Introduce your business and what you do there.

I’m the head of business development and marketing at Liveoak Technologies, Inc. an enterprise cloud platform that creates new ways for financial institutions to do business with their customers without having to do so in person.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with EBQuickstart?

We’re a very small nimble group, so we don’t have a giant sales team or a large number of prospective customers. We brought EBQuickstart on to augment our personal prospecting and up-funnel activities.

SOLUTION

What was the scope of their involvement?

The EBQuickstart team serves as our business development representative. 

What is the team composition?

We work with account managers and sales leads. 

How did you come to work with EBQuickstart?

We had a job rec out and we were struggling to find someone who wasn’t entry-level. Another company told us that we should talk to EBQuickstart. The second we finished our conversation with them, we knew that they would solve our problem. 

How much have you invested with them?

So far, we’ve spent around $50,000.

What is the status of this engagement?

We began working with EBQuickstart in January 2020, and our engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

They bring to the table a proven process and the ability to start small, hire fractional support, and scale as needed. I’ve been impressed with EBQuickstart’s level of industry knowledge and how quickly they’ve been able to set appointments with qualified leads.

In a matter of months, we doubled our qualified leads. We have a long sales cycle, about 18 months, but EBQuickstart shortened our cycle to about six months for one of our leads. 

How did EBQuickstart perform from a project management standpoint?

Their project management is fantastic. We have weekly touchpoints with account management and sales leadership. When we add them to Salesforce, they drop in their process right away. With EBQuickstart, you get the process with the people. 

What did you find most impressive about them?

The team has a unique formula that works and is scalable. Their speed of ramping up and the effectiveness of their formula is impressive. 

Are there any areas they could improve?

No, not that I can think of. 

Do you have any advice for potential customers?

Invest time in the weekly call to give them feedback, because they take it and apply it.

BACKGROUND

Please describe your company and your position there.

LYRASIS is a non-profit organization that serves libraries, archives and museums in the United States

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

EBQ was a recommendation from another not-for-profit organization that LYRASIS is partnered with. LYRASIS was in need of some market research and business development in the museum field for an open source collection management software

What were your goals for this project?

Increase awareness of the software, increase awareness of the benefits of open source vs closed/proprietary software that is prevalent in the field and ultimately to increase adoption.

SOLUTION

How did you select this vendor?

EBQ was referred to us by another organization that had used the EBQ services for projects in the past for similar work with museums. After interviewing leadership at EQB and receiving a comprehensive proposal, we moved forward.

Describe the scope of their work in detail.

EBQ provided lead generation, contact, and account management and turned over active conversations to our in-house interviews and opportunity development.

What was the team composition?

The EBQ team was comprised of a success Specialist and a Project/Success Manager

RESULTS & FEEDBACK

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

I would highly recommend EBQ as a partner, both long term project-based and short-term. The organization is very process-oriented, professional and I was very impressed with how quickly our EBQ team - from top to bottom - picked up the nuances of a complex industry and service need. This is likely an indication that this organization can tackle projects in many industries, as a result of their methodology.

While we came with contact lists, EBQ used our business case requirements to also build out a universe of prospective contacts. Communication was open, transparent and frequent. Success metrics are part of the deliverables. EBQ helped us achieve all goals we set out to accomplish on a project-based deadline and I hope that another project comes along that allows me to engage EBQ again. Highly recommend.

How effective was the workflow between your team and theirs?

Excellent process, excellent communication, flexible platforms - theirs, yours - they will accommodate or adapt.

What did you find most impressive about this company?

Their process and professionalism set them apart.

Are there any areas for improvement?

None at all.

BACKGROUND

Please describe your company and your position there.

I'm the head of new client sales and marketing. In that capacity, I oversee our efforts to create and convert leads for our discount marketplaces and voluntary employee benefits.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

We had some effective BDRs who had received great promotions to other companies, and replacing them was a challenge in the Austin market. We couldn't get interviewees in fast enough before they took other jobs. We began looking to an outsourced firm to see if they could do the work of staffing the role and managing the resources better than we could.

What were your goals for this project?

We actually ran them against another group to see which of the two would perform better in a head to head competition on setting meetings. I was hoping to see approximately 8 appointments per month from each group for the summer months.

SOLUTION

How did you select this vendor?

I selected EBQ after starting with a list of 10 highly rated groups. I narrowed it to two finalists we decided to run in a bakeoff. It was actually EBQ's suggestion to run a bakeoff, as they are so confident in their ability to perform. What's more, they bill month to month and don't require longer contracts: all the risk is on them to get it done. The other groups didn't have that confidence.

Describe the project in detail.

The project was simple: we'd help them with messaging, and provide them with lists of prospects, including contact info. We just wanted them to book meetings. Both groups got the same amount of information and we equally split the list among the two groups.

What was the team composition?

They assigned, effectively, an SDR, a project manager, and a team lead.

RESULTS & FEEDBACK

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

They crushed it. Let me say this: they dominated the other team, and the other team insisted on having weekly calls with 4 people from their team every time. It wasn't even close. EBQ got started faster, required less of us, and put 3 times the meetings up. When EBQ's meetings didn't show, they tracked the prospects down and rescheduled. The other group had 1 out of 7 show. And we had to tell them to go reschedule the meetings. The worst part about it was the other team's sales guy was pushing my accounting department to get him a check the next day so he could get his commission. My fault for not cutting bait there.

How effective was the workflow between your team and theirs?

It was great. No point in saying a lot because Liz and Jordan there made it so easy on us.

What did you find most impressive about this company?

Their professionalism. Like I said, the other team had a pushy sales guy who would drag his feet on answering questions; their project manager blamed us about taking too long for them to send emails; when we said we didn't want to work together anymore, they pointed to a contract that insisted on more notice even though they weren't performing at all. EBQ kept rescheduling meetings that needed to move things around AFTER the project ended. They provided great handoffs.

Are there any areas for improvement?

None.

BACKGROUND

Please describe your company and your position there.

I'm the marketing coordinator of a company that develops software for banking technology.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

We hired EBQuickstart to reach out to tradeshow visitors who have expiring contracts with competitive vendors.  

What were your goals for this project?

We hoped to improve our sales and pipeline management.

SOLUTION

How did you select this vendor?

We learned of EBQuickstart through a referral.

Describe the project and the services they provided in detail.

EBQuickstart makes weekly calls and schedules appointments for us. They call well over 100 people each week and will make follow-up calls if people do not answer the first time. They provide us with detailed reports that outline their results.

What was the team composition?

Our team includes Mindy (Success Manager, EBQuickstart), Heather (Business Development Manager, EBQuickstart), and Shahanna (Business Development Specialist, EBQuickstart).

RESULTS & FEEDBACK

Can you share any information that demonstrates the impact that this project has had on your business?

Since the start of the engagement, we’ve seen an increase in leads and developments. We receive weekly scheduled appointments connecting us with new opportunities because of EBQuickstart.

How was project management arranged and how effective was it?

They are responsive and mindful of our deadlines. We have weekly phone calls with them to strategize, and they are always prepared. The staff that handles our account has not changed, which speaks to the stability of their firm.

What did you find most impressive about this company?

I find their eagerness most impressive. For example, we have given them multiple lists of more than 1,000 people, and they seem to always get through them with a positive attitude and are asking for more people to call. Also, their attention to detail and deadlines is notable. We have a very complex product, and they do a good job of explaining it and getting people interested. They are always on time for scheduled meetings and calls. They have always put our needs first.

Are there any areas for improvement?

No, we’ve worked very well together.

BACKGROUND

Please describe your company and your position there.

Introtel Communicatons Inc. is a leading business communications systems integrator. As managing director, I provide clients with a positive purchase experience and beneficial ongoing relationship.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

We wanted to augment our business development capabilities without hiring new staff.

What were your goals for this project?

We were looking for sales leads who were qualified against our acceptance criteria, which specifies geographic location, company size, and timing of purchase horizon.

SOLUTION

How did you select this vendor?

This was a simple referral from our principal equipment manufacturer. Their other clients who had experienced positive results with EBQuickstart.

Describe the project in detail.

This is a lead generation project. Representatives from EBQuickstart act as members of our staff to enhance buy-in from prospects. We both contribute to the call list, which they comb through thoroughly.

What was the team composition?

Two managers and one staff member complete all the calls. We review their performance through regular conference calls and shared database summaries.

RESULTS & FEEDBACK

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

Our sales team is pleased with the number of appointments they set. Many of these appointments have led to a short- or medium-term opportunity.

How effective was the workflow between your team and theirs?

Their managers make it easy to stay in touch and on top of their progress. They're also responsive, often offering suggestions to improve efficiency or performance.

What did you find most impressive about this company?

We're extremely impressed with how easy it was to undertake this project. They have experience launching a lead generation campaign, so we started receiving leads right away.

Are there any areas for improvement?

We don't have any significant suggestions for improvement. They quickly digest and implement any suggestions we make. 

BACKGROUND

Please describe your company and your position there.

iPipeline is a leading provider of cloud-based software solutions for the life insurance and financial services industry. Through our end-to-end platform, we accelerate and simplify sales, compliance, operations, and support. We provide process automation and seamless integration between every participant in our ecosystem including carriers, agents, general agencies, advisors, broker-dealers, RIAs, banks, securities/mutual fund firms, and their consumers on a global basis.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire EBQuickstart?

We needed them to take over a decade-long effort to pursue set C-suite meetings for my company. The meetings are with the top individuals within the life insurance and financial service industries.

What were your goals for this project?

The goal was more qualitative than quantitative with regard to the volume of meetings set. I wanted meetings with the decision-making individuals who have the authorization to buy.

SOLUTION

How did you select this vendor?

I evaluated a host of firms and was most impressed with EBQ's methodology and management. It was clear from the beginning of our discussions that they "got it."

Describe the project in detail.

They executed our meeting campaign successfully.

What was the team composition?

Their supervisors are briefed on the specifics, and they then educate the resources who pursue the appointments.

RESULTS & FEEDBACK

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

While it has only been a month of pursuit on their part, I am extremely pleased with their ability to learn, ramp up internally, and engage at some of the highest levels within the targeted companies and to produce excellent, high-value meetings. My apprehension about engaging a new company in a new process has completely gone away.

How effective was the workflow between your team and theirs?

I’m fairly satisfied with our workflow so far, and I am expecting it to improve further in the weeks ahead, with a few minor tweaks to the process. Their methodology works extremely well.

What did you find most impressive about this company?

Their execution, management, and results have stood out.

Are there any areas for improvement?

No, I’m very satisfied.

BACKGROUND

Please describe your company and position.

I am the VP of Sales of a software company. 

Describe what your company does in a single sentence.

We are a video security and analytics platform

OPPORTUNITY / CHALLENGE

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

• Leads

SOLUTION

How did you find EBQ?

Online Search

Why did you select EBQ over others?

no term

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 worked with us on targeted lists, helped with data, and provided us with warm leads based on their efforts.

RESULTS & FEEDBACK

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

Amount of pipeline generated would be 3-5x the cost of the service

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

Excellent.

What was your primary form of communication with EBQ?

Virtual Meeting

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

Their human element, consistency of leadership, and the fact that they listened to us stood out.

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

Results can be challenging but the playbook is the playbook regardless of the results, this ultimately lead to us brining this inhouse to customize and align with other efforts.