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  • Industry

    Network Security
  • Location

    Reston, VA
  • Solution

    Appointment Setting
  • Web

    centripetal.ai

Centripetal Networks + EBQ

With the help of EBQ’s Appointment Setting team, Centripetal Networks has been able to introduce more high-quality, pre-qualified leads into their pipeline.

Challenge

Before working with EBQ, Centripetal Networks needed a dedicated SDR team to reach out to targeted accounts to provide high-quality, pre-qualified leads. Although they had an internal sales team, they didn’t want to burden the reps with prospecting and time consuming cycles to confirm prospect meetings. Since the sales reps’ time was already limited, they couldn’t effectively cold call and continue closing deals.

However, Centripetal was hesitant to build another internal team after their prospecting challenges in the past. Centripetal faced difficulty keeping outreach consistent, getting emails past the strict filters of their security industry prospects, and getting prospects to open those emails.

“It was easier for us to outsource SDRs versus having an in-house program because we can minimize the risk of spam complaints. The other thing was that EBQ has an extensive database of leads, and we could never even achieve that,” said Byron Rashed, VP of Marketing at Centripetal Networks.

After knowing about EBQ for years, Rashed decided to give EBQ a shot.

The Solution​ : Appointment Setting at EBQ

Centripetal Networks currently has two SDRs from EBQ attached to their project. The SDR team pre-qualifies leads so Centripetal’s sales team can focus on their 30-day trials with these prospects.

EBQ’s SDR team has been able to integrate their outreach with Centripetal’s other initiatives. For example, EBQ coordinates with Centripetal’s marketing tactics to align their outbound messaging with Centripetal’s content marketing schedule. EBQ’s SDRs can tailor their emails with industry-targeted blogs and video testimonials.

Meanwhile, EBQ’s Data team helps build contacts for Centripetal’s target accounts lists to ensure quality of their lead data. Through this partnership, EBQ has been able to help increase Centripetal’s pipeline.

“EBQ is very flexible. We can literally change campaigns on a dime. It’s not like other lead gen companies where you have to jump through hoops. You guys do most of the work for us,” said Rashed.

All in all, EBQ’s adaptability has given Centripetal the opportunity to pivot strategies to go after high-quality accounts.

The Results

Through this partnership, EBQ’s SDR team helped Centripetal Networks introduce high-quality leads to build their pipeline. EBQ has been able to identify leads that have the right budget and timeline, and can still add leads who don’t meet these criteria right now to the pipeline for later follow up.

“We could have done everything in-house. We would have spent a significant multiplier over what we spend with you, and then it’s risky. What we looked at is the cost benefit plus the risk. It was really a no-brainer after that,” says Rashed.

Centripetal’s project with EBQ is ongoing. As Centripetal continues to grow, they’ve been looking for opportunities to expand their outreach. With budgetary season coming up for many of their accounts, they aim to get more outbound messaging to those prospects.

“It’s been very successful for us. We have good SDRs and a team that works with us that understands our offering, and we work very closely with them. Your success is our success, and that’s the way we look at it,” says Rashed.

EBQ is very flexible. We can literally change campaigns on a dime. It’s not like other lead gen companies where you have to jump through hoops. You guys do most of the work for us.

Byron Rashed VP of Marketing at Centripetal Networks

Centripetal Networks + EBQ

With the help of EBQ’s Appointment Setting team, Centripetal Networks has been able to introduce more high-quality, pre-qualified leads into their pipeline.