Seal Software achieves a 6x increase in sales appointment setting productivity by outsourcing their efforts to EBQ.
$7M in pipeline built
6x increase in productivity
8 EBQ Specialists
Seal Software is the leading provider of contract discovery and analytics. Seal enables companies around the world to manage their contract portfolio by understanding exactly where their contracts are and what is buried within them, maximizing revenue opportunities, mitigating risk, and reducing expenses.
Industry: Legal Software
Location: Walnut Creek, CA
Solution: B2B Appointment Setting
”I appreciated how EBQ never asked us for our scripts or our process. They were confident in their own approach, understood our use cases, and converted our strategy to their own methodology to make an impact.Steve TuckerSenior VP of Sales at Seal Software
Seal Software built their business around helping companies understand the risk and opportunities hidden in contractual documents, systems, and processes.
As a solution that appeals to enterprise-level buyers, Seal Software had been utilizing an inside sales team to qualify new business leads and set sales meetings with those warmed-up enterprise prospects. At the end of 2018, the company began looking to outsource their appointment setting efforts.
Seal had narrowed down their search for the right appointment setting firm to the top 2 candidates. And after EBQ’s presentation detailing their go-to-market strategy, as well as how EBQ would manage the account, Seal Software knew they had found their ideal outsourced partner.
“I appreciated how EBQ never asked us for our scripts or our process,” says Steve Tucker, Senior VP of Sales at Seal Software. “They were confident in their own approach, understood our use cases, and converted our strategy to their own methodology to make an impact.”
Seal Software’s engagement with EBQ began with a 3-month pilot run, with 4 Sales Development Reps calling senior-level decision makers at target accounts. “We target the largest enterprises, and EBQ is set up to do that professionally,” says Tucker about the team’s quick ramp-up period.
Within the first 2 months, EBQ’s reps had helped convert new business, and the outsourced team had effectively paid for itself.
By outsourcing their sales appointment setting to EBQ, Seal Software saw a 6x increase in productivity—EBQ’s SDR team set 6x more sales appointments than their prior internal team. In response to the team’s success, Seal Software ramped their relationship with EBQ from 4 to 8 SDRs.
Seal Software continues to bring in new business with their EBQ B2B Appointment Setting team. Five months into the partnership, EBQ has helped Seal Software build a sales pipeline worth $7 million.
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