EBQ Case Studies

EBQUICKSTART.COM / [email protected] / 1-800-566-30503000 S IH-35 SUITE 320 AUSTIN, TX 78704

Inc 5000America’s fastest growing companies

2012 / 2013 / 2014

ONE OF THEFASTEST GROWING

COMPANIES IN CENTRAL TX

AUSTINBUSINESS JOURNAL

“FAST 50”

2012 / 2013

TOPWORKPLACES2011 / 2012 / 2013

The Challenge

Asure Software had 250 customer contracts that were up for renewal and approximately two months to secure them. However, they had no internal resources dedicates for calling. To insall a call center and sta� it with trained employees would not only be cost-prohibitive, it would be nearly impossible to accomplish in such a short time frame.

That’s when Nate Pruitt, the Vice President of Sales and Marketing at Asure Software, knew it was time to contact EBQuickstart. Pruitt asked EBQ to assist Asure Software with a defined customer retention program in which a sales team dedicated to Asure would call all 250 clients, identify the decision maker, walk that person through the renewal process and prciing schedule, an d then set up appointments for Asure Software’s sales team to close the deal.

Client Background

Asure Software, Inc. o�ers Cloud-based technology solutions that enable companies to better manage their most expensive costs: labor, labor administration, and real estate. AsureForce® time and labor management solutions help business leaders automate time & attendance and integrate with current systems to better control labor expenses.

AsureSpace® workplace management solutions help leaders measure and optimize real estate utilization. Today, Asure serves approximately 6,000 clients worldwide and is based in Austin, Texas with over 130 employees.

Overview

EBQuickstart Helps Asure Software Retain 80% of Customer Base Worth $1.7 Million

Client Location: Austin, TXIndustry: Technology SoftwareSolution: Lead Generation

CASE STUDY: ASURE SOFTWARECASE STUDY: ASURE SOFTWARE



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


THE DEPARTMENT EXPERIENCE All of EBQuickstart’s services are delivered via a trained, knowledgeable “department” of professionals, including a Success Manager, a Project

Manager and a Specialist who work daily on your company’s behalf. This structure provides our clients the flexibility to change services and/or

the size of the relationship at any time based on their needs as well as added security against turnover or use of internal resources.

EBQUICKSTART (EBQ) was founded in 2006 with a vision to service every phase of the sales and marketing cycle, from start to finish and beyond. The company has built a solid reputation as experts in the industry. We have successfully assisted an impressive roster of clientele in everything from entering new markets and identifying prospects to closing deals and generating revenue; assisting businesses of all sizes in achieving an array of quarterly and annual goals.

Our clients span numerous industries and we pride ourselves on the ability to adapt rapidly to new verticals and become experts on the companies we represent and their products or services. As a result of our commitment to excellence, EBQ has assisted 25 companies in successfully navigating liquidity events and our client list has grown by more than 400 percent in the last two years. Companies that stay with us for over a year see, on average, and ROI of over 200%.

For three years in a row, EBQUICKSTART has earned a spot on the Inc. 5000 and we have amassed a multitude of local and national awards and recognition. For two years, the Austin Business Journal has named EBQ one of the fastest growing companies in Central Texas and we made the Austin American Statesman’s Top Workplaces in Austin list in 2011, 2012 and 2013.

The Results

“In the end,” continued Pruitt, “EBQuickstart enabled us to retain 80 percent of our customer base, which translates into more than $1.7 million dollars worth of business. Because of this campaign’s success we have continued to use them.

Their ability to ramp-up quickly and provide daily and weekly performance metrics, which give you great visibility into exactly what they are doing for you is a real and measurable asset. Ultimately it comes down to results, and EBQuickstart definitely produces those.”

The Solution: EBQuickstart’s Lead Generation Department

Reflecting on the company’s relationship with EBQuickstart, Nate Pruitt, Asure’s VP of Sales and Mar-keting said “I was greatly pleased by EBQ’s ability to quickly fulfill the role of a dedicated call center for us. Once we gave them a defined time-line of about 60 days to reach 250 customers, they hit theground running and made it happen.

“I think the reason this campaign was such a success is because our team at EBQuickstart got to the decision makers quickly. Then, they were consistent in their follow-ups, communication, timing and in passing the appointments on to our sales team. They move in fast and get the job done and that’s why this particular campaign produced such great results.”

““In the end, EBQuickstart enabled us to retain 80 percent of our customer base, which translates into more than $1.7 million dollars worth of business. Because of this campaign’s success we have continued to use them.

-Nate Pruitt, VP Sales & Marketing - Asure Software

In the end, EBQuickstart enabled us to retain 80 percent of our customer base, which translates into more than $1.7 million dollars worth of business. Because of this campaign’s success we have continued to use them.

-Nate Pruitt, VP Sales & Marketing - Asure Software



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

Cal-Bay Systems became aware of EBQuickstart’s services through a partner supplier company that was using EBQ’s lead generation department. At the time, Cal-Bay employed no sales reps and the handful of owners and VPs within the company were acting as the inside sales team. In terms of revenue, the company could rely on a steady stream of roughly 200 deals per year. Of those, roughly two-thirds were a result of existing business, with new clients filling out the rest.

Cal-Bay’s goals were simple and clear: shift that ratio in favor of new business, expand into new regions of the United States and discover new revenue opportunities in previously un-explored industries. To accomplish this three-pronged objective, saddling their executives with multiple responsibilities would no longer su�ce, and they would need a robust outbound strategy.

Client Background

Cal-Bay is a value-added provider in the test, measurement and automation industry. They invest time and resources in securing and developing the best people, processes and technology to deliver measurement solutions and ensure meaningful data to help Cal-Bay customers advance the quality of their products.

Their headquarters in the Bay Area is equipped with an electronics test lab and an industrial workshop designed for large-scale system integration projects. These facilities handle the majority of their fabrication needs.

Overview

EBQuickstart Assists Cal-Bay Systems with Growing New Business Opportunities, Penetrating New Regions and Industries

Client Location: San Rafael, CAIndustry: Enterprise Test Solutions Solution: Lead Generation

CASE STUDY: CAL-BAY SYSTEMSCASE STUDY: CAL-BAY SYSTEMS



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The Results

As intended, EBQuickstart assisted Cal-Bay in growing its business and expanding its reach. Over time, they were able to bring in their own team of inside sales people. Looking back on the relationship, Cal-Bay’s Vice President Guy Nunnellee said “EBQuickstart gave us the top of our funnel, which we were sorely lacking before. They helped us grow a somewhat ‘ad hoc’ inside and outside sales process into that of a professional organization.”

Additionally, Mr. Nunnellee found that EBQuickstart’s e�orts had other, intangible and unexpected outcomes that continue to bear fruit to this day. “EBQuickstart’s work,” he said “has yielded results that, even years later, have continued to assist us in building our pipeline and increasing exposure.”


O� the recommendation of the aforementioned partner company, Cal-Bay elected to bring on EBQuickstart’s lead generation services. The flexibility of EBQ’s department structure and its month-to-month contracts allowed Cal-Bay to dive in with no long-term concern and stay nimble when any new developments forced a change in direction.

Along with this flexibility also came stability. Cal-Bay was able to work with the same lead generation specialist for the duration of their time with EBQuickstart. As a result, they essentially gained a new employee, albeit one who actually worked for a third party provider. Having the same person continually educating themselves - while refining their pitch based on feedback from the market - meant the project was constantly moving forward. Even when management changed, the EBQ specialist remained the same, acting continuously as an extension of the company.

““EBQuickstart’s hard work yielded results that, even years later, have continued to assist us in building our pipeline and increasing exposure.

- Guy Nunnellee, Vice President - Cal-Bay Systems Inc.

EBQuickstart’s hard work yielded results that, even years later, have continued to assist us in building our pipeline and increasing exposure.

- Guy Nunnellee, Vice President - Cal-Bay Systems Inc.



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

Like a lot of start-ups, Euclid Analytics was faced with the challenge of building product awareness with limited marketing support. They needed to bridge the gap between their sales & marketing e�orts and required momentum in acquiring net-new business.

In particular, they needed a solution that supplied their sales team with qualified B2B appointments with di�cult to reach C-level prospects.

Client Background

Euclid Analytics delivers answers and insights for brick-and-mortar retail, helping to compare performance between locations and over time. Their solution allows companies to quickly test, iterate, and optimize their processes.

Euclid uses technology and data to help retailers answer key questions about their business, turning in-store analytics into insights and answers for improving marketing, merchandising, and operations. They never collect or use personally identifiable data and only collect and use anonymous, aggregated data that respects and protects individual privacy.

Overview

EBQuickstart identifies $13 Million in New Revenue Opportunities for Euclid Analytics

Client Location: Palo Alto, CAIndustry: Technology, SoftwareSolution: Lead Generation

CASE STUDY: EUCLID ANALYTICSCASE STUDY: EUCLID ANALYTICS



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The Results

EBQuickstart quickly inserted itself into Euclid ’s sales and marketing processes and provided momentum to drive sales. EBQ reached many titles (CTOs, CMOs, VP of Operations) that Euclid could not reach e�ectively on their own.

To date, EBQ is responsible for identifying over $13 million in new revenue opportunities and has supplied several of Euclid’s key, national deals.


Euclid sought out the services of EBQuickstart’s Lead Generation Department. Other technology start-ups had referred EBQuickstart (EBQ) and provided great reviews on the firm’s success in deploying targeted B2B lead generation and marketing campaigns.

Euclid chose EBQ to deploy a targeted campaign to build brand awareness and set appointments with CXOs. The campaign included targeted list-building, personalized executive outreach, prospect nurturing, driving trade show attendance and B2B appointment setting.

““I can’t imagine a case where it’s not worth giving EBQ a shot. They have a well-proven record of reaching C-suite execs at the largest companies, and securing meetings with the right people at those organizations. EBQ was instrumental to our current success.

- Scott Crosby, COO - Euclid

I can’t imagine a case where it’s not worth giving EBQ a shot. They have a well-proven record of reaching C-suite execs at the largest companies, and securing meetings with the right people at those organizations. EBQ was instrumental to our current success.

- Scott Crosby, COO - Euclid



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

As a fast-growing company that provides services to more than 150,000 developers and numerous Fortune 500 companies around the globe, InnerWorkings wanted a lead generation team that shared their passion for achieving goals and reaching new heights.

In short, they wanted results. To ensure they found a lead generation company that understood their vision, leadership at InnerWorkings did their homework, researching and interviewing several companies before a peer in the tech industry recommended EBQuickstart.

After meeting with the team at EBQuickstart, InnerWorkings knew they had met their match. InnerWorkings had a specific segment of the market they needed to reach that required they get meetings with director level (and higher) decision makers in the application development space. They submitted this challenge to EBQuickstart, along with a set of goals and milestones to be reached, and EBQuickstart delivered.

Client Background

InnerWorkings, Inc. is the leading, global provider of brand delivery services for a wide range of clients, including Fortune 500 companies and small and medium businesses.

They combine technology and expertise to help companies e�ciently and consistently execute their brands across branded merchandise, commercial and digital print, product packaging, and point-of-purchase displays.

Overview

EBQUICKSTART’S Lead Generation Department Achieves Goals in Niche Industry for InnerWorkings

Client Location: San Francisco, CAIndustry: Technology, SoftwareSolution: Lead Generation

CASE STUDY: INNERWORKINGSCASE STUDY: INNERWORKINGS



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The Results

“As our lead generation team, EBQuickstart represents the voice of our company. I maintain the same expectations for them, with regards to work ethics, integrity and professionalism, as I do for our direct employees,” said Finnerty.

“As a growing company, our needs change regularly. In the last two years, we have had times where we needed to modify the approach, edit our message and add people to our lead generation team. EBQuickstart has always responded quickly – which is a huge benefit.”

“Because of the success we have enjoyed with EBQuickstart’s lead generation, we are now experimenting with using their sales people to go after small and medium businesses. I’m happy to report initial results are very positive.”


Brian Finnerty, InnerWorkings’ Vice President of Marketing had this to say about the company‘s experience working with EBQ...

“EBQuickstart was able to secure the right meetings with the right people – and we were able to close deals. Our team at EBQuickstart has met every goal we have given them and that’s the reason we continue to use them. We’ve been working with them for over two years, and I have been extremely pleased with the quality of the individuals who make up our lead generation team.”

““EBQuickstart was able to secure the right meetings with the right people – and we were able to close deals. Our team at EBQuickstart has met every goal we have given them and that’s the reason we continue to use them.

-Brian Finnerty, VP Marketing - InnerWorkings

EBQuickstart was able to secure the right meetings with the right people – and we were able to close deals. Our team at EBQuickstart has met every goal we have given them and that’s the reason we continue to use them.

-Brian Finnerty, VP Marketing - InnerWorkings



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

As a leader in web-based work management applications, Journyx is known by clients and peers alike for bringing a fresh perspective to modern workflow issues. Committed to developing the most e�cient, cost-e�ective and innovative solutions for clients, it was only natural that Journyx would take this same approach when exploring new ways to accomplish their own sales goals.

Journyx had previously worked with EBQuickstart to successfully accomplish lead generation goals, and so they approached EBQ about experimenting with using one of their outsourced sales professionals to take sales from lead generation to close. Because the sales cycle for Journyx is dependent upon the size of the client’s company and the complexity of the solution provided, sales may close in just two weeks or take up to six months. Thus, Journyx gave their new sales professional at EBQuickstart a goal and a timeline: be able to close $50,000 each month of new business within six months.

Client Background

Founded in 1996, Journyx o�ers customers two solutions to reach the highest levels of profitability: Journyx – project, time and expense tracking software – and Journyx PX – resource management software that provides work and financial forecasting for a complete picture of project and budget status, employee time and availability.

Journyx has thousands of customers worldwide, including Crate&Barrel, Schlumberger, BP, Big Brothers Big Sisters, Callaway Golf, Honeywell and many others.

Overview

EBQUICKSTART Sales Department Exceeds $50,000 Monthly Goal for Journyx Timesheet

Client Location: Austin, TXIndustry: Technology, Software Solution: Sales

CASE STUDY: JOURNYXCASE STUDY: JOURNYX



2012 / 2013 / 2014




“FAST 50”

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The Results

“Perhaps the greatest benefit of an outsourced sales team is the scalability it o�ers. I can add people as I have increased volume to support them, instead of incurring the expense of hiring and training an internal sales team based on projections. Using an outsourced sales team is very cost-e�ective,” Balcezak added.

“EBQuickstart has gone out of their way to hire the best and the brightest. They are very good at getting the right people on board. I’m optimistic that our new sales team at EBQuickstart will continue to succeed in achieving the goals we set for them.”

The Solution: EBQuickstart’s Sales Department

“EBQuickstart provided a phenomenal sales person for us. She came on board in January and by June she was exceeding the $50,000 monthly goal we had given her,” said Bill Balcezak, Journyx’s President and General Manager.

“Because of the positive experience we have had with our first outsourced salesperson at ebQuickstart, we have decided to add another sales person, who will have the same goal of obtaining $50,000 in new business each month. As soon as that happens, we will likely add a third person to our outsourced sales team.”

““Perhaps the greatest benefit of an EBQ sales team is the scalability it o�ers. I can add people as I have increased volume to support them, instead of incurring the expense of hiring and training an internal sales team based on projections. Using an outsourced sales team is very cost-e�ective.

- Bill Balcezak, President & General Manager - Journyx

Perhaps the greatest benefit of an EBQ sales team is the scalability it o�ers. I can add people as I have increased volume to support them, instead of incurring the expense of hiring and training an internal sales team based on projections. Using an outsourced sales team is very cost-e�ective.

- Bill Balcezak, President & General Manager - Journyx



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

Brian Cahak , CEO of Members Private Sale, needed immediate market validation for his new company in order to receive funding. Like most tech start-ups, Brian lacked an internal sales team to do the heavy calling that would not only identify decision makers, but would recognize how well his solution would perform in a specific market.

Brain initially wanted to o�er his solution to Federal Credit Unions (FCU), hoping to appeal to their membership mentality. However, Brian lacked the manpower to identify potential clients and reach out to them.

Client Background

Members Private Sale is the product of decades of experience in the fields of auto sales, credit unions and technology. The company o�ers an innovative web-based solution, allowing credit unions to keep their members’ auto loans while giving those members the opportunity to buy and sell vehicles at the optimal “private sale” price.

Though 43 million pre-owned vehicles are bought and sold by credit union members each year, 70 – 80% of potential credit union loans are lost to auto dealers at the time of closing. Members Private Sale optimizes the synergy between car buyers and sellers and credit unions, creating a win-win-win solution for all parties.

Overview

EBQUICKSTART Helps VC Funded MembersPrivate Sale Discover Their Target Market

Client Location: Austin, TXIndustry: Technology, Software Solution: Lead Generation and Data

CASE STUDY: MEMBERS PRIVATE SALECASE STUDY: MEMBERS PRIVATE SALE



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The Results

EBQuickstart’s layer of management and unique lead scoring mechanism helped Brian to identify decision makers for FCU and understand their needs and priorities. It was quickly determined FCU’s were not the best market, since solutions like MPS were not a priority.

Upon determining this result, EBQuickstart swiftly pivoted their e�orts to explore national banks. This included building new targeted lists, and repositioning messaging to focus on exploring MPS’s potential in a new market.

The Solution: EBQuickstart’s Lead Generation & Data Management

Brian’s investors would secure funding if he utilized EBQuickstart’s services to aid his market validation e�orts. EBQuickstart’s Data Management and Lead Generation Departments assisted Member Private Sales with prospecting FCU’s by organizing a campaign that included list-building, prospect outreach and B2B appointment setting.

““If you are going to be unsuccessful in a market, you want to fail fast and cheap then change direction and try again. EBQuickstart enables you to do so; they have a low cost solutionwith a high ROI . No one can target sales like EBQuickstart.

- Brian Cahak , CEO - Members Private Sale

If you are going to be unsuccessful in a market, you want to fail fast and cheap then change direction and try again. EBQuickstart enables you to do so; they have a low cost solutionwith a high ROI . No one can target sales like EBQuickstart.

- Brian Cahak , CEO - Members Private Sale



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

OKI Data, a leading manufacturer of print & imaging devices and customized document management solutions had just introduced a turnkey, managed print services platform (TMP) to equip their MSP Channel partners with the systems, tools and products to expand their business to now include Managed Print Services. The program was extremely successful resulting in an overwhelming amount of channel partners seeking to become authorized and trained on the Platform in a limited amount of time.

With a limited number of internal resources available to facilitate the on-boarding process, the need arose for OKI to quickly identify a temporary resource pool that could quickly help manage the onboarding process otherwise risk losing new partner opportunities.

Client Background

OKI Data markets PC peripheral equipment and customized document management solutions, including digital color and monochrome printers, color and monochrome multifunction products, serial impact dot matrix printers, thermal label printers and POS printers, as well as a full line of options, accessories and consumables. As business printing solutions specialists, OKI Data Americas provides world-class printing technology and real-world solutions designed to help manage workflow and optimize business performance.

Beyond OKI Data’s full line of products and solutions, the company has built a reputation in the industry by delivering unparalleled personalized service and customized solutions.

Overview

EBQUICKSTART helps OKI DATA StreamlineProcesses Internally

Client Location: Mount Laurel, New JerseyIndustry: Technology, HardwareSolution: Customer Service

CASE STUDY: OKI DATACASE STUDY: OKI DATA



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The Results

EBQuickstart was able to seamlessly integrate their resources and support into the OKI on-boardingprocess and TMP platform, acting as proficient SME (subject matter experts) dramatically reducing thelearning curve for new MPS partners.

They were the critical element enabling the onboarding of more than 600 New MSP partners, helping to establish a multi-million dollar revenue pipeline for OKI.

The Solution: EBQuickstart’s Customer Service Department

OKI immediately selected EBQuickstart out of six candidates vying for the opportunity. EBQ’s technology acumen, resource scalability and project flexibility allowed them to get started right away. In just two short weeks, EBQuickstart was fully trained on the TMP platform and was then able to streamline the current on-boarding methodology and implement a new, accelerated process that increased e�ectiveness of partner training while dramatically reducing the time required to get a partner functional.

Beyond the on-boarding process, EBQuickstart demonstrated incredible versatility by providingadditional support assisting OKI’s new partners with the initial assessments of their customers’ networks, a critical front-end process for enabling the management of the customer’s fleets. Once the backlog of new partner recruits were addressed a consistent, on-boarding runrate was established and maintained on a monthly basis, insuring that all partner needs were handled in a professional and expedient fashion.

““I’ve worked with a lot of sourced vendor support over the years, and I can readily say that EBQuickstart has earned my professional respect for their extensive capabilities and business acumen as well as my personal trust and confidence that OKI’s business was in good hands and being cared for as if it was their own.

- Jackie Paralis, Senior Marketing Manager - OKI DATA

I’ve worked with a lot of sourced vendor support over the years, and I can readily say that EBQuickstart has earned my professional respect for their extensive capabilities and business acumen as well as my personal trust and confidence that OKI’s business was in good hands and being cared for as if it was their own.

- Jackie Paralis, Senior Marketing Manager - OKI DATA



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

When Onit became an EBQuickstart client, they had already been using the Pardot marketing automation platform for well over a year. However, their Pardot power user - that is, the person responsible for day-to-day internal management of the tool - had left the company.

As a result, Onit suddenly found itself in possession of this powerful tool, but without anyone with the time to devote to running it. Their first priority became designating a new power user, so as not to interrupt the steady flow of outbound emails and marketing content.

At first, the obvious solution for Onit seemed to be hiring a new marketing employee. However, after taking into account the fact that this person would need to be simultaneously trained on both Onit’s marketing initiatives & processes and the Pardot platform itself, this option was quickly deemed unfeasible.

Client Background

Onit develops user-friendly, Smart Process Apps designed to easily adapt to changing process demands and provide insight into business processes on the whole. Onit’s Apps are lightweight, easily customizable by the end-user and o�er a level of flexibility that is absent in enterprise software.

Onit Smart Process Apps can be configured in days and business teams can be up and running quickly. This quick set-up and deployment is possible with little to no IT involvement. Onit’s Apps provide transparency into normally opaque processes. In most companies, simple processes like contract review, NDA requests, sales quotes, new legal matters and employee onboarding consume an inordinate amount of sta� and management time. With Onit, business teams save that time while remaining in control of all aspects of the process – from tracking to reporting to management dashboard views.

Overview

EBQuickstart Administrates Onit’s Pardot Marketing AutomationCampaigns, Resulting in Dramatic Increase in Demo Requests

Client Location: Houston, TXIndustry: Enterprise Business Apps Solution: Marketing / Pardot Execution / Lead Generation

CASE STUDY: ONITCASE STUDY: ONIT



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The Results

While Onit’s main objective was to keep their email marketing program running, they were also looking to increase the results. They didn’t just want continued email campaigns, they wanted better email campaigns. Early on, the EBQuickstart team advised them on the benefits of text-based emails vs. HTML rich content. Simple, concise text emails tended to perform better than emails featuring graphical content. Onit agreed to test this theory out and the results were staggering. Right o� the bat, emails written by the EBQuickstart team began generating increased click-through and open rates. More importantly, demo requests as a result of marketing emails skyrocketed. Prospects even began replying directly to the emails, a first in the history of Onit’s Pardot e�orts.

EBQuickstart o�ers numerous services which cover every aspect of the sales cycle and this influx of new activity eventually became too much for the Onit sales team to keep up with. So, just two months in, they opted to add an EBQ lead generation department that would be tasked with contacting the marketing qualified leads resulting from each email campaign. Now, without havingto hire anyone internally, Onit had a team of professionals generating marketing content and working to turn interested prospects into qualified opportunities.

The Solution: EBQuickstart’s Marketing Department / Pardot Administration

EBQuickstart is one of only a handful of Pardot Preferred Partners in the country and one thing that sets us apart is our ability to not just train clients on how the use to platform, but to also administrate the tool on a client’s behalf. Pardot is an investment unto itself even before a company has the personnel to run it. EBQuickstart can o�er reliability and protection from turnover in addition to our extensive expertise and insight into email marketing best practices.

Ultimately, Onit determined that having an EBQuickstart marketing department on-hand to manage and administrate Pardot as well as create content and write copy was more adventageous than attempting to replace their power user. This allowed them to continue the steady stream of 3-5 marketing emails per week, sent to various segmented lists culled from their vast prospect database.

““EBQuickstart is not your typical outsourced vendor. Their specialists truly feel like a direct extension of our marketing team. We are all working hand-in-hand towards a shared goal.

- Jill Black, VP of Marketing - Onit

EBQuickstart is not your typical outsourced vendor. Their specialists truly feel like a direct extension of our marketing team. We are all working hand-in-hand towards a shared goal.

- Jill Black, VP of Marketing - Onit



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

In the Spring of 2012, Sonus was working to create a demand generation engine in order to drive more tra�c through their website and, ideally, produce more leads. This e�ort included sponsoring industry events, facilitating webinars and initiating a massive outreach campaign. From there, they planned for Sonus sales reps to follow up on targeted prospects who showed interest. With a typically long sales cycle, Sonus hoped to keep their pipeline consistently filled with qualified opportunities.

However, the response proved so large that the reps could not balance their responsibilities to existing customers, not to mention their own prospecting, with the deluge of incoming potential business. Sonus was in search of a way to bridge the gap between marketing and sales; to maximize both the marketing spend and the sales reps’ limited time.

Client Background

Sonus is a leader in IP networking with proven expertise in delivering secure, reliable and scalablenext-generation infrastructure and subscriber solutions. With customers in over 50 countries across the globe and over a decade of experience in transforming networks to IP, Sonus has enabled serviceproviders and enterprises to capture and retain users and generate significant ROI.

Sonus products include session border controllers, policy/routing servers, subscriber feature servers and media and signaling gateways. Sonus products are supported by a global services team with experience in design, deployment and maintenance of some of the world’s largest and most complex IP networks.

Overview

EBQUICKSTART Aligns with Sonus’ Internal Team and Bridges the GapBetween Sales and Marketing, Resulting in Significantly High ROI

Client Location: Westford, MAIndustry: Technology, IP NetworkingSolution: Lead Generation

CASE STUDY: SONUSCASE STUDY: SONUS



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The Results

Consistent with the EBQ average, the Sonus project achieved an ROI of well over 200% within the firstyear of the relationship. And while the project began as a targeted e�ort to follow up on Sonus’marketing campaigns, it ultimately evolved into a wider scope wherein EBQ cold called prospects andidentified all new opportunities.

Moreover, the EBQ partnership served as something of a pilot program for Sonus to determine theviability of utilizing third party lead generation on an ongoing basis. Sonus’ experience was so positivethat third party lead generation was implemented internationally in 2013, while EBQ continued to support the domestic market. Sonus further required that certain key EBQ processes be followed by all partners and holds EBQ as the benchmark by which all other global lead gen providerswere to be judged.


EBQuickstart’s Lead Generation Department was able to focus their e�orts on incoming prospectsresulting from Sonus’ outbound marketing, sort through and eliminate the outdated or incorrect data, and set valuable, qualified meetings. This saved the Sonus team an incalculable amount of time and allowed them to zero in on closing deals. Additionally, the flexibility of EBQ’s department structure allowed Sonus to scale the project up or down depending on the size or urgency of any given campaign, complimenting their marketing push as e�ciently as possible.

Being that the project was a direct response to Sonus’ own outreach campaigns, it was imperative that EBQ’s e�orts be indistinguishable from that of Sonus’ marketing materials and messaging. EBQaccomplished this through extensive education on the Sonus product & related industries as well as by generating email content that matched that of Sonus’ own internal collateral. As a result, EBQ helped Sonus achieve their goals without compromising exisiting business operations..

““I really do feel like EBQ has become an extension of our own internal sales and marketing team. They provide a seamless integration with reps and prospects.

- Russ Hellmann, Director, Channel and Integrated Marketing - Sonus

I really do feel like EBQ has become an extension of our own internal sales and marketing team. They provide a seamless integration with reps and prospects.

- Russ Hellmann, Director, Channel and Integrated Marketing - Sonus



2012 / 2013 / 2014




“FAST 50”

2012 / 2013


The Challenge

When SynaptiCore first approached EBQuickstart, their primary challenge was a lack of resources. Forthe previous four and a half years, Business Development & Sales Director Scott Collins was the sole sales representative for the company. And in addition to focusing on generating new interest and leads through cold calling, Scott was also responsible for closing deals and providing customer service. He recognized the need and value of bringing on an outsourced lead generation vendor.

EBQuickstart was actually SynaptiCore’s second attempt at outsourcing lead generation. The first was, in Scott’s words, “a horrible experience.” SynaptiCore’s o�ering centers on healthcare IT solutions. As such, engaging in knowledgeable conversations with potential prospects required a level of technical expertise that the previous vendor simply could not provide. While it was true that SynaptiCore was in desperate need of a sta� of professionals constantly on the phones, they also needed those assets to be able to capably introduce the company and its services.

Client Background

Based in the largest medical district in the world - Houston Texas, SynaptiCore provides strategicconsulting, application implementation services, and technology solutions to healthcare organizations. SynaptiCore helps their clients achieve results by identifying mission critical issues and implementing innovative and customized solutions designed to comply with government regulations, generate revenue, reduce costs and secure access of information.

Overview

EBQUICKSTART increases Traction and Exposure for SynaptiCore, Successfully Positions Them in Front of Desired Target Market

Client Location: Katy, TXIndustry: Techonolgy, Medical SoftwareSolution: Lead Generation

CASE STUDY: SYNAPTICORECASE STUDY: SYNAPTICORE



2012 / 2013 / 2014




“FAST 50”

2012 / 2013








The Results

EBQuickstart’s highly trained and technically proficient specialists were able to set qualified, valuablemeetings with C-level executives at massive healthcare organizations. As a result of the relationship with EBQ, SynaptiCore was able to expand their existing presence within mass market hospitals. The increased exposure and traction led to relationships SynaptiCore had been struggling to build on their own.

Additionally, EBQ allowed SynaptiCore to constantly re-think and re-shape their tactics based on realtime feedback. Alleviating the stresses of multiple sales responsibilites on a single person opened upopportunities for SynaptiCore to refine their processes and sharpen their message.


The necessity to have tech-savvy individuals representing them in their outbound calling e�orts is a large part of the reason SynaptiCore ultimately chose EBQuickstart’s Lead Generation Department.Additionally, the built-in management layer that EBQ’s structure boasts was equally important in thedecision.

Prior to signing with EBQ, and following the disastrous first attempt at working with an outsourced lead generation provider, SynaptiCore had been mulling possibly hiring an additional full-time sales rep to focus exclusively on outbound campaigns. EBQ’s department, with its autonomous structure and transparent operating procedures, o�ered a perfect medium.

SynaptiCore could rely on EBQ to not only manage themselves day-to-day, but also work closely with their internal sta� to align messaging and function as an extension of existing e�orts.

““When it comes to EBQuickstart, the thing I liked most was the honesty. I really felt like we were in it together. Everything was transparent. No hidden agenda. It was all laid out on the table.

- Scott Collins, Business Development & Sales Director - SynaptiCore

When it comes to EBQuickstart, the thing I liked most was the honesty. I really felt like we were in it together. Everything was transparent. No hidden agenda. It was all laid out on the table.

- Scott Collins, Business Development & Sales Director - SynaptiCore

Documents

EBQ Case Studies