eCoast Marketing

BACKGROUND

Introduce your business and what you do there.

I’m the owner of Reel Axis, a digital marketing agency. We provide digital marketing demands and services.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with eCoast Marketing?

We partnered with them for telemarketing capabilities.

SOLUTION

What was the scope of their involvement?

They helped with call center services for our customers that don’t have solid telemarketing capabilities so we could generate a lot of top-of-the-funnel sales activity for them. We would generate a lead and then they would follow up with that lead and get them to commit to the next steps.

What is the team composition?

I worked with a project manager, an account manager, and a call center agent.

How did you come to work with eCoast Marketing?

I was introduced to them through a customer of mine. They aligned with our collective goals compared to other companies.

How much have you invested with them?

We invested about $25,000–$30,000 on this project.

What is the status of this engagement?

We began working with them on the most recent project in quarter three of 2020 and it took about three months.

RESULTS & FEEDBACK

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

We measured the success of the project by the deliverable in most cases and then we measured how the overall pipeline developed.

How did eCoast Marketing perform from a project management standpoint?

Their communication and project management skills were perfect.

What did you find most impressive about them?

From a core values standpoint, we aligned really well and that made it easier for us to work together. We were able to leverage each other’s skillsets.

Are there any areas they could improve?

No, I don’t think so. We worked out any adjustments that needed to be made.

Do you have any advice for potential customers?

Make sure you understand where your telemarketing fits in your sales cycle. A lot of companies think call center services can solve their problems but really they’re just a piece of the puzzle.

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of a cybersecurity company. We offer a SaaS platform to clients so they can reduce their risk.

OPPORTUNITY / CHALLENGE

What challenges were you trying to address with eCoast Marketing?

We needed lead generation services. We were looking particularly for established businesses that would want to invest in cybersecurity.

SOLUTION

What was the scope of their involvement?

We gave them a list of the types of clients we were looking for. We wanted companies that had been around for a few years and had some experience purchasing cybersecurity solutions. They did a lot of research to identify potential clients using tools like LinkedIn Navigator. The process involved gathering background information prior to scheduling calls so we could tailor our sales pitch. They also scheduled appointments for us digitally.

What is the team composition?

We worked with Brad (CEO) and 2–3 additional team members. 

How did you come to work with eCoast Marketing?

I had a preexisting relationship with one of the owners. 

How much have you invested in them?

We spent between $50,000–$200,000. We paid monthly. 

What is the status of this engagement?

We worked with them from early-2019 until March 2020.

RESULTS & FEEDBACK

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

We were happy with them in comparison to other vendors we’d worked with before. They sent us high-quality leads which, to me, is more important than quantity. 

How did eCoast Marketing perform from a project management standpoint?

They performed very well. We gave them the freedom to manage the project themselves. We gave them access to our sales team and any information they needed, but they managed their own schedule. 

We mostly communicated via email for day-to-day updates. Every couple of weeks, we had a Zoom meeting. 

What did you find most impressive about them?

They went above and beyond to find us high-quality leads. Their team put in the work and did some digging to find the right people for our product. 

Are there any areas they could improve?

No, I was very happy with them. 

Do you have any advice for potential customers? 

Provide some training and guidance about who your target customers are. From there, you can let them run with it. They’re very innovative. 

BACKGROUND

Introduce your business and what you do there.

I'm the director of marketing and sales operations at Corvium, Inc., a startup tech company that creates food safety software. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with eCoast Marketing?

We engaged eCoast Marketing for sales development services, including finding leads and setting up meetings with our sales team.

SOLUTION

What was the scope of their involvement?

We provide eCoast Marketing with a list of the types of attendees and personas we're trying to target at certain events we attend and host. They'll reach out to potential leads and set up meetings with our sales staff, sending them a video link to access. 

What is the team composition? 

We work with an account manager, as well as another person who manages the staff setting up meetings for our team. 

How did you come to work with eCoast Marketing?

Our chief strategy and growth officer had worked with them before and introduced them to us. After a trial period, we were thrilled with their results and decided to keep working with them.

How much have you invested with them?

We were spending $5,000 per month for part-time services, which is now $9,000 for full-time.

What is the status of this engagement?

We've been working with them since October 2018. They were previously working half-time for us, but we just changed our relationship to full-time in April.

RESULTS & FEEDBACK

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

eCoast Marketing has established a handful of new opportunities for us. They've added at least five opportunities to our pipeline in addition to a few others they're nurturing for us. They're good about tracking and following up with any leads that require more time. 

How did eCoast Marketing perform from a project management standpoint?

They're very timely, responsive, and great about staying in touch with me as appointments and schedules fluctuate. They also reach out to me if they come across opportunities from a different type of industry or company we've asked them to target. 

What did you find most impressive about them?

The results they've delivered have been very impressive. They provide a playbook for their internal team to review to learn about the types of contacts we're targeting, so their team knows exactly who to look for. They're great about asking questions, open to suggestions, and eager to succeed. 

Are there any areas they could improve?

There were a few hiccups at the beginning related to communications and scheduling issues, but we managed to work them out quickly. 

Do you have any advice for potential customers?

Ask a lot of questions, especially if you're introducing them to new software. Also, provide them with as much information as possible about the audience you're trying to target, have multiple conversations with their team about your needs, and make sure to allow for ample training time.

BACKGROUND

Introduce your business and what you do there.

I’m a partner business manager for Juniper Networks. We provide clients with cybersecurity solutions with a partner company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with eCoast Marketing?

We engaged eCoast Marketing to provide lead generation services. We wanted to develop business in brand new markets and bolster our relationship with our partner company.

SOLUTION

What was the scope of their involvement?

Conventional lead generation involves reaching out to prospective customers and then delivering that customer’s contact information to a salesperson to secure an appointment. Typically, we target companies that have an identified problem, potential solution, and defined time and budget. However, the cybersecurity world is full of clients who may not even realize where their problem is, let alone identify a solution to build and the time and budget needed to get it done. 

We decided to streamline the lead generation process on two fronts. We target companies that we identified as having a cybersecurity problem that had not put out RFPs or RFQs. eCoast Marketing generates appointments with these companies instead of only leads. We provide eCoast Marketing with two-week blocks. Their team then identifies leads, reaches out to them, and schedules an appointment within that two-week block. They then forward those appointment links to me, and I assign a salesperson each from Juniper Networks and our partner vendor to meet that potential customer. 

What is the team composition?

I first worked with Erika (Director of Client Services, eCoast Marketing). Then Geoffrey (Program Manager, eCoast Marketing) came to be the project manager. I also collaborate closely with the CEO. 

How did you come to work with eCoast Marketing?

We had already worked with eCoast Marketing on past projects. As a result, they already were familiar with our pitches and had a list of our existing accounts. Their familiarity and integration with our system made onboarding their team easier.

How much have you invested with them?

We’ve spent $40,000 so far.

What is the status of this engagement?

We started working together in September 2018, and the partnership is ongoing.

RESULTS & FEEDBACK

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

Thanks to eCoast Marketing’s efforts, we have achieved a much higher lead-to-meeting ratio. 50% of those meetings have turned into opportunities—an outstanding rate. The process has also brought the Juniper Networks and our partner's sales teams closer together. Based on our success, we’re looking to expand this process to two new market areas. Other companies similar to ours are looking to replicate our success with eCoast Marketing as well.

How did eCoast Marketing perform from a project management standpoint?

Geoffrey communicates with me via email. He sends me the appointment links that I then use to create appointments for the assigned sales reps. We copy each other regularly on emails to ensure that the same information reaches everyone involved in each meeting. The team is highly communicative as a whole. eCoast Marketing’s CEO reaches out to me frequently about the status of the engagement. Any challenges are fixed quickly as well.

What did you find most impressive about them?

The team is willing to think outside the box and adapt to new approaches beyond their core business. They grasped our ideas very quickly and have been eager to accommodate me and modify their behavior to make it happen. I appreciate eCoast Marketing’s openness and flexibility throughout our collaboration.

Are there any areas they could improve?

No, I can’t think of anything. We had hitches as we first rolled out the project, but eCoast Marketing helped iron them out rapidly.

Any advice for potential customers?

Put as much effort into your scope as you want eCoast Marketing to put into bringing your results. The more specifics you give them, the better your partnership will be.

BACKGROUND

Introduce your business and what you do there.

I was a consultant that helped companies scale their revenue by increasing the productivity of their sales organization. The consultancy advises based on client assessments and other things they should do to scale their revenues.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with eCoast Marketing?

Some of our role involved building and outsourcing sales development teams. I was working with a client that was about to build a large sales organization. They were already engaged with eCoast Marketing. We had them fulfill the internal role due to the fact they were already in place and trained.

SOLUTION

What was the scope of their involvement?

eCoast Marketing had a natural process to start with. Generally, it takes time to train and get up to speed on primary duties, but their team already had an infrastructure in place. The sales development reps needed to call particular customers and entice them to take a meeting with the client. We provided them with a list of tasks and trained their entire team in product solutions specifics. They were able to start making cold calls within the next week.

What is the team composition?

Mike (SVP of Sales & Marketing, eCoast Marketing) was my main point of contact. I also worked with Brad (CEO, eCoast Marketing) and a person on their marketing and operations team.

How did you come to work with eCoast Marketing?

Our client was using them within their marketing department. They suggested that we interview eCoast Marketing to see if they could be used in the sales development capacity, considering they already employed them.

How much have you invested with them?

The client spent around $200,000.

What is the status of this engagement?

We worked with eCoast Marketing between March–September 2018.

RESULTS & FEEDBACK

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

eCoast Marketing’s service increased revenue. Their team committed to certain deliverables we required, such as setting meetings with targeted customers. They typically met every goal.

How did eCoast Marketing perform from a project management standpoint?

eCoast Marketing is willing to customize and accommodate. Their reporting capabilities were excellent. We used phone calls, emails, and Salesforce database integration.

What did you find most impressive about them?

eCoast Marketing customizes their workflows for each customer. They’re willing to understand the business models of their clients. It isn’t a cookie cutter process working with them.

Are there any areas they could improve?

I can’t say that there’s anything they could’ve done better.

Do you have any advice for potential customers?

Clients should be specific about what they want in an engagement. They should do their part. For example, providing a targeted list of what you wish for eCoast Marketing to accomplish. Clients need to do their part to make the relationship efficient, so their team is spending their time on what they do best.

BACKGROUND

Introduce your business and what you do there.

I'm the director of marketing and sales at Intel.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with eCoast Marketing?

I wanted to increase our sales by doing an installed base marketing campaign with our authorized partners. Most of them already had numerous customers, and we wanted to activate that base around a new version of an older product. We needed an agency to create the go-to-market program.

SOLUTION

What was the scope of their involvement?

I trained eCoast Marketing on how to do telemarketing, specifically on how to talk to our customers. I provided tools and videos, and they created a script and some other content to pique our partners’ interest. We created a set of demand gen campaigns and customer outreach material, and our partners proofed all of them and decided which ones they wanted to use with their customers. From there, the telemarketing agency would contact the customers and funnel any who were interested back to our partners in order for them to follow up. They also provided detailed write-ups about each interested customer.

What is the team composition? 

I work with the vice president of sales.

How did you come to work with eCoast Marketing?

I’ve been working with eCoast Marketing for over 20 years. They’re flexible and willing to work on a variety of tasks, so I hired them for this project.

How much have you invested with them?

We spent around $60,000.

What is the status of this engagement?

Our relationship has been ongoing for over two decades.

RESULTS & FEEDBACK

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

Our engagement with eCoast Marketing has resulted in a 400% return, a huge amount of business from an installed base. We average about eight leads per campaign, which is more than double what we were expecting. This was probably one of our most successful campaigns at the time in terms of generating revenue. We’re happy with their work and would undoubtedly use them again.

How did eCoast Marketing perform from a project management standpoint?

They kept me informed via weekly calls, project updates, and activity reports. I also had regular phone calls with the vice president. Every time they generated a lead, they sent an email, allowing me to see the ongoing progress. 

What did you find most impressive about them?

They’re flexible, professional, and require minimal oversight. They aren’t afraid to take charge and finish the tasks assigned to them.

Are there any areas they could improve?

If anything, they reported too much, but that’s a good problem to have.

Do you have any advice for future clients of theirs?

Share your knowledge and invest your own time in the partnership. Make yourself readily available for questions in order to optimize the relationship.