How EBQ helped MindStream Analytics Close Deals Worth $400,000
MindStream Analytics had a long sales cycle, so their internal enterprise sales team needed help prospecting for high-quality leads.
As a result of EBQ’s appointment-generation efforts, MindStream Analytics saw:
Deals Closed FromEBQ’s Appointments
Increase In Sales Pipeline Value
The Challenge
MindStream Analytics provides professional services for the analytics and business performance management (BPM) sector — specializing in the Oracle Hyperion suite of products. During their infancy stage, MindStream Analytics needed a cost-effective way to expand their target market and build brand recognition.
The analytic industry’s sales cycle was notoriously long due to the products’ complexity. Therefore, sales reps have to master the jargon and details to effectively build prospect relationships.
This created a challenge for MindStream Analytics, as they needed to support their enterprise sales reps with prospecting.
“Understanding this space is like getting a master’s degree in finance. Our sales reps need to understand the industry well enough for prospects to be comfortable talking with them,” said Mark Gregoire, Executive Vice President of Sales and Marketing at MindStream Analytics.
The Solution
MindStream Analytics partnered with EBQ for their appointment setting services and data help. Their initial goal for EBQ was to expand their market reach and find new prospects. EBQ started by developing a list of new prospects who are currently using Hyperion and Oracle products.
“This was valuable because I’ve worked with other lead generation companies before, and none provided this service. I would have to provide lists, or they would end up calling on the same prospects my enterprise sales team was calling,” said Mark.
Soon, EBQ enabled MindStream Analytics to expand into new geographic territories. By focusing on the health and pharmaceutical industries, EBQ was able to find high-quality leads. Moreover, they were able to leverage word-of-mouth referrals to find even more new prospects.
When reflecting on the overall success of their lead generation campaign, MindStream Analytics credited EBQ’s follow-up approach that continued engaging prospects through low-commitment strategies, like promoting complimentary webinars.
“EBQ has a winning process and methodology for contacting prospects. They use a low-pressure sales approach that works. The key is EBQ’s people, ” said Mark.
Overall, MindStream Analytics was impressed that EBQ was able to commit to their specific SLAs, such as securing a number of meetings per month or signing a number of new contracts per month.
The Results
Today, EBQ has generated sales appointments that resulted in over:
- $400,000 in new projects
- $1.6 million increase in their sales pipeline
EBQ’s nurturing program was a success, as it set up a foundation of education to help MindStream Analytics stay top-of-mind for their webinar attendees.
“Messaging improves over time as awareness builds. We have been able to move from general messages to those focused on specific needs and verticals,” said Mark.
To prove how MindStream Analytics’ brand awareness has grown, Mark points to how attendance at the company’s monthly webinar series has steadily increased. In fact, it has doubled within the first 16 months of their partnership with EBQ.
I’ve worked with outside lead generation companies and was skeptical that this would work. EBQ has completely changed my mind about how lead generation can be done effectively
MindStream Analytics x EBQ
Find out how EBQ’s appointment setting services enabled MindStream Analytics to close more than $400,000 worth of deals.