How Lightbeam Health Solutions Boosted Their Pipeline With EBQ
The Challenge
Lightbeam Health Solutions (Lightbeam) is a SaaS company specializing in managing healthcare providers’ patient care. Since 2013, they have been providing organizations with the tools they need to scale their organization, which ultimately helps increase their impact.
When Lightbeam acquired CareSignal, they wanted to follow up with leads on time. However, the healthcare industry has a notoriously long sales cycle — thus requiring more manpower to fuel their sales process.
“Before EBQ, our main struggle was ensuring all leads received follow-ups promptly. We also wanted to re-engage leads, but our sales team was at capacity. That’s when we wanted to look at other options,” said Charlee K. Underwood, Marketing Campaign Coordinator at Lightbeam.
The Solution
By investing in EBQ’s appointment-setting services, Lightbeam’s internal sales team has been able to focus on its warmest leads and better convert prospects. EBQ’s SDRs have been able to use their proven sales cadence to double Lightbeam’s touches—all without burdening their internal sales team.
“The tenacity of lead follow-up has been really important for us. Four to five follow-ups are typically not enough, but our rep would need to move on. When we see touches that are exceeding 18 from the EBQ side, it shows that there still is business to be had; we just don’t necessarily have the time nor bandwidth to do that ourselves,” said Brian Gasser, Marketing Campaign Coordinator at Lightbeam.
The Lightbeam leadership team feels increasingly confident in EBQ’s prospecting ability, which has empowered their internal sales team to focus on closing.
“Now, EBQ is our first line of defense for lead follow-ups. They really enable our sales team to sort through people who are truly interested versus those who are just coming by in passing,” said Charlee.
The Results
When reflecting on the EBQ’s overall success, the Lightbeam leadership team has been optimistic about the results. Currently, opportunities are rolling in ahead of schedule.
“The pipeline value that EBQ has created has been significant. It might take us 6 months to truly see a lead convert to a customer, so EBQ has helped us bolster our pipeline and get us into organizations that we didn’t have the bandwidth to do before,” said Kaitlin Hawkins, Market Director, Payers & FQHCs at Lightbeam.
One of the main reasons why EBQ has been so effective is because of their inquisitive nature. The Lightbeam team has been able to train EBQ SDRs on specific terminology and talk tracks that ultimately improved their discovery calls’ effectiveness.
“I’ve always found EBQ to be flexible when it comes to messaging — sometimes multiple messaging. We reach out to both healthcare providers and healthcare payers, which are similar but have their distinct differences. EBQ has been able to switch between messaging as needed; I find that to be extremely helpful,” said Charlee.
However, what impressed Brian the most was EBQ’s level of commitment to Lightbeam’s sales success and overall expertise.
“EBQ has been the most plugged-in partner out of any vendors we’ve worked with. The amount of engagement that we get from EBQ’s team makes EBQ a true extension of us. Now, we can pursue campaigns that previously weren’t viable. To me, EBQ is now part of the team; they can act as our internal representative,” said Brian.
EBQ has been the most plugged-in partner out of any vendors we’ve worked with. The amount of engagement that we get from EBQ’s team makes EBQ a true extension of us. Now, we can pursue campaigns that previously weren’t viable. To me, EBQ is now part of the team; they can act as our internal representative
Lightbeam Health Solutions x EBQ
EBQ empowered Lightbeam Health Solutions to increase their touch cadence and better pursue leads.
