Opus
+ EBQ

Opus achieves $300K in closed deals with help from EBQ Appointment Setting

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270 appointments set

$860K sales pipeline value

$300K sales deals won

About Opus

Opus is one of the fastest growing global risk and compliance companies in the world. They combine the most innovative automation platforms with unique data management solutions to free business from the complexity of managing KYC (Know Your Customer), entity data, and compliance risks.

Industry: Software

Location: New York, NY

Solution: Appointment Setting, Data, and Salesforce Administration

Vertical: Data Solutions

Web: opus.com

“All in all, there were so many reasons to love this team that go well beyond the scope of work. They did everything right. From where I’m sitting, it was money well spent and then some.”

Carol Ann ThomasMarketing Manager at Opus

The Challenge

Opus had recently acquired two companies, third-party risk management company Hiperos and compliance solutions company Alacra. As they continued to grow, both organizations took part in many events, resulting in an unwieldy amount of new event leads.

The sales teams at Opus were not prepared or equipped to follow up with all of their event leads, and by the end of the year, there were thousands of leads running stale.

This is when leadership at Opus determined they needed to find a vendor that could learn their business and speak intellectually enough over the phone to follow up with these leads and set sales appointments for their internal team.

The Solution

After looking into several firms and receiving an internal referral that introduced her to EBQ, Alacra’s Marketing Manager, Carol Ann Thomas, initiated what would become a harmonious relationship between Opus and their new Appointment Setting partner.

Over the course of the partnership, Opus ramped up to 6 EBQ’s Specialists calling leads and setting meetings for Alacra and Hiperos, whose offerings, prices, and sales cycles differed widely.

At the height of the relationship, Opus also employed the EBQ Data Department as well as an EBQ Salesforce Administrator to help fill some of the remaining gaps.

Within EBQ, the responsibility of managing Opus’ SDR team switched hands to a different Project Manager at one point, but still, the outsourced SDRs never skipped a beat.

The team helped Opus sort through and organize their mass of marketing leads, segmenting prospects to reach the right people and implementing a call cadence for a more effective outreach process.

The Results

Ultimately, each outsourced EBQ team was consistent in surpassing virtually every goal set by Opus’ leadership, whether it was a specified number of leads generated or qualified meetings set.

The EBQ team generated a sales pipeline worth $860K, facilitated $300K in sales deals won, and set a total of 270 sales appointments for Opus’ sales team to act on.

Aside from the apparent positive impact that the EBQ partnership had on their bottom line, Opus continues to emphasize the impact of EBQ’s ability to act as more than just a vendor.

Thomas says, “All in all there were so many reasons to love this team that go well beyond the scope of work. They did everything right. From where I’m sitting, it was money well spent and then some.”

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