How EBQ enabled bswift to grow their average deal size by 400%
Before partnering with a sales partner, bswift was struggling to break through their stagnant growth. Through EBQ’s outbound sales campaigns, bswift was able to increase their average deal size fourfold.
increase in average deal size
increase in annual revenues from recurring monthly fees
The Challenge
bswift is a premier provider of benefit automation software and services to mid-market companies. They help their clients eliminate the often inefficient and error-prone employee benefit enrollment processes and other HR administrative tasks.
Before partnering with EBQ, bswift had been struggling to grow over the past six years, attributing the stagnation to their reactive sales approach. Their long sales cycle (6 – 12 months) and large average deal size ($50,000 – $150,000 annually) further compounded these challenges.
The Solution
As bswift was assessing their sales cycle, they realized that the majority of their deals came from third-party referrals. This prompted the need to connect with an experienced sales partner that specializes in outbound sales campaigns.
In comes EBQ: a sales leader who prospects for new opportunities by leveraging an omnichannel campaign. Through ideating a new creative selling strategy, EBQ was able to develop targeted phone and email campaigns to target bswift’s target market.
The strategy? To directly call on C-level and director-level executives of organizations that matched bswift’s ideal customer profile.
The Results
As a result of EBQ, bswift has been able to close some of their biggest sales in their 9-year history, with deals that doubled their annual revenues on recurring fees. In fact, their average deal size has increased fourfold.
bswift has grown their internal team and services an even broader range of clients today. Ray Seaver, CEO of bswift, credited their project’s success to EBQ’s flexibility.
“The key to the relationship is flexibility. We’ve tried several approaches together, creating and working collaboratively on staffing, messaging, and even financial arrangements. This can’t be a plug-and-play process; you have to learn as you grow together,” said Ray.
The key to the relationship is flexibility. We’ve tried several approaches together, creating and working collaboratively on staffing, messaging, and even financial arrangements. This can’t be a plug-and-play process; you have to learn as you grow together.
bswift x EBQ
EBQ’s sales services enabled bswift to accelerate their revenue goals, resulting in a 400% growth in average deal size.