How EBQ Enabled Liquid Web to Increase Their Market Share With Their Outbound Lead Gen Team
The Challenge
As a leading hosting product and service provider, Liquid Web serves over 45,000 customers worldwide. They are on a mission to put humans back into hosting, so their 24/7/365 customer support system makes them one of the most trusted hosting providers.
Initially, Liquid Web’s biggest struggle was that they simply did not have the manpower to fuel their lead generation vision. They were already maximizing their marketing team’s resources which made it difficult to add additional activities. Moreover, the time to ramp had been an issue.
Josh Ward, VP of Application Sales at Liquid Web, knew that working with a lead generation partner would make all the difference to flip that switch. Before he started searching for the ideal partner, he also reviewed the sales team’s sales prospect list.
“We had purchased lists in the past. Before my time here, I know some folks at Liquid Web had a bad experience with another data vendor. So, we needed a new data vendor that can provide good data to reduce friction within the organization,” said Josh.
The Solution
Right off the bat, Josh was drawn to four lead-generation partners. But what won him over to EBQ was their responsiveness.
“Ultimately, I was a huge fan of the fact that EBQ has a more hands-on human-centric approach. I’m all for automation, but knowing that people are going on the phones is really important. That — combined with Donte Hamilton (EBQ’s Business Consultant) being such a great guy — tilted things in EBQ’s favor,” said Josh.
As soon as EBQ hit the ground running, Josh wanted Liquid Web to have a bigger market share within their industry; he wanted to go head-to-head with a direct competitor.
“From a lead generation standpoint, it is impressive that somebody — who is coming in relatively unfamiliar with our industry — generated a great pipeline. Raul Ortiz (EBQ’s Sales Development Representative), specifically, has been a rockstar in our account. I’m happy with the EBQ team’s performance; none of their activities has caused any fires for me to put out,” said Josh.
When asked about their current working relationship with EBQ, Josh explained that the partnership has been very successful thus far. EBQ’s team always accommodated Liquid Web’s requests while giving guardrails and guidance when needed.
Not only that, but the EBQ team has been responsive — making it easy to accommodate Josh’s schedule. He finds the biweekly calls helpful, as he’s able to use these calls to pivot their campaigns when needed.
But what impressed Josh the most was EBQ’s proven ability to utilize their sales cadence to gain a steady amount of leads. Whenever Josh has an extra budget to invest in their outbound efforts, he knows EBQ will be able to set even more sales appointments.
“If I needed something quick and something that can start seeing results within the next 30-60 days, EBQ is my go-to. It’s my version of paid search,” said Josh.
The Results
With the help of EBQ’s data team, Josh and his partners can now reach people they wouldn’t be able to connect with otherwise.
“To a certain extent, I went into this partnership with ‘I need X amount of dollars — otherwise, it’s a failure.’ But in our industry, going outbound is typically not common nor successful. We’ve set some baseline, and EBQ’s pipeline generated outperformed what I expected,” said Josh.
Liquid Web’s partner reps are all happy and feel supported by the EBQ team; they feel relieved that they no longer have to do the grunt work to sustain their sales pipeline. In the end, EBQ has helped Josh prove the value of investing in an outbound team.
“Before EBQ, I thought the investment it takes to build an internal outbound team was big — now I know it’s bigger. EBQ has it down to a science, so for us to try to recreate that, it’ll be extremely difficult. Anytime someone asks me for an outbound team, I take them to EBQ.”
Before EBQ, I thought the investment it takes to build an internal outbound team was big — now I know it’s bigger. EBQ has it down to a science, so for us to try to recreate that, it’ll be extremely difficult. Anytime someone asks me for an outbound team, I take them to EBQ.
Liquid Web x EBQ
Liquid Web was able to increase their sales pipeline with the help of EBQ’s appointment-setting team.
