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.