EBQ’s SDR team helped Copado through a stage of growth by prospecting and setting meetings for the company’s internal sales team.
The Challenge
Copado had recently gone through its series A round of funding and was looking to increase demand for its native Salesforce DevOps solution. The organization started as a small company in Madrid and had entered a growth stage, building out its first U.S. team with a sales department comprising a head of sales, three sales reps, and one board member.
With several trade show events, including Salesforce Dreamforce, coming up, Copado hoped to hit the ground running. The team was looking for 3-4 opportunities generated from each of the events they planned to attend. The company now had a small internal sales org to close opportunities, but beyond that felt they still had no real “go-to-market infrastructure” in place.
The Solution : Lead Generation Department at EBQ
Copado was referred to EBQ and hoped to use EBQ’s outsourced B2B Appointment Setting department — including 2 sales development reps, a project manager, and a Consultant — to cover more ground and generate genuine opportunities from the approaching trade show events.
EBQ was originally brought on as a temporary solution, with no intention to retain them over time as the organization continued to grow. “We didn’t know it would be a long-term relationship initially, but their quick pivots right off the bat gave us confidence that we could grow with them,” said Senior Marketing Manager Cameron Tyler.
Tyler said that their Consultant, Brent, and his team quickly picked up on Copado’s messaging and value propositions. As a company that lives in the Salesforce universe, Copado was pleasantly surprised at EBQ’s extensive understanding of the Salesforce ecosystem, which allowed the Appointment Setting team to resonate well with the solution’s buyers.
EBQ’s sales development reps called on prospective Copado end users and channel partners. They had incredible success reaching out to both enterprise customers and Salesforce consulting agencies searching for solutions on behalf of their clients.
The Results
Over the course of their partnership with EBQ, Copado provided a goal of 80% rate of sales-accepted leads. Copado’s Senior Marketing Manager said EBQ regularly maintained a 81-82% SAL rate, beating expectations each time.
Throughout the year-long, still ongoing partnership, EBQ has set 850 sales appointments, with 780 of those completed — an appointment completion rate of about 92%. In the last few quarters, EBQ has helped Copado generate nearly $7.1 million in pipeline value.
The Copado team said another key benefit of speeding up their lead generation process with EBQ is the act of validating that they’re targeting the right buyer personas. Additionally, EBQ’s SDRs added 1,749 new leads to Copado’s database, assisting them in finding the key decision-makers who are a fit for their solution.
As for Copado’s future outlook, the company plans to grow their in-house sales team, virtually doubling it. Nothing is set in stone as of time of writing, but the organization says it is likely they’ll continue to grow their partnership with EBQ and increase the number of SDRs on their team.
EBQ helps Copado Streamline Processes Internally
Brent’s team moved really quickly to understand our messaging and value proposition. Their understanding of the ecosystem that we work in was more extensive than we thought it would be. We didn’t know it would be a long-term relationship initially, but their quick pivots right off the bat gave us confidence that we could grow with them.
Copado + EBQ Appointment Setting
EBQ’s SDR team helped Copado through a stage of growth by prospecting and setting meetings for the company’s internal sales team.
