How EBQ Helped MortgageFlex Systems Win Over $790k in Deals So Far
With the help of EBQ, MortgageFlex Systems accelerated their lead generation efforts by actively cold-calling targets and following up with warm inbound leads.
As a result of EBQ’s sales development team, MortgageFlex saw:
Deals Won
Active Sales Pipeline
Meeting Targets Set
The Challenge
Founded in 1980, MortgageFlex Systems (MortgageFlex) provides innovative mortgage loan origination and servicing software solutions to the lending industry. Over the past 40+ years, MortgageFlex has experienced significant shifts within their industry. After experiencing devastating impacts from the 2008 mortgage crisis, the organization had to rebuild their business with a smaller staff.
The staff size brought on challenges in their lead generation goals. The MortgageFlex leadership team was on the fence about building an internal full-time sales team, but then a partner recommended EBQ.
“It’s been four years now (since EBQ and MortgageFlex first partnered together). It’s been a great experience for us. To us, [EBQ] feels like a full-time partner — even though [they] only work part-time for us. [EBQ has] certainly brought a lot of opportunities and exposures,” said John McCrea, Senior VP of Business Development at MortgageFlex.
The Solution
When MortgageFlex first partnered with EBQ, they were looking to grow their presence within the lending origination space. As their relationship grew, so did their priorities. Shortly afterward, MortgageFlex was actively looking to market new products; they were impressed that EBQ could keep up.
“As our relationship has grown, EBQ has been able to handle both priorities — which has been pretty amazing. Since they are, in some cases, two different audiences for two different distinct products, it’s been the best thing for me that EBQ could meet our needs there,” said John.
While EBQ was actively cold-calling targets to get in front of the right people, MortgageFlex was able to develop their marketing strategy. Today, EBQ also helps them follow up on warm inbound leads and helps facilitate second-level meeting requests.
Throughout their partnership, MortgageFlex has been able to work with three sales development reps. John is particularly impressed by how EBQ’s momentum has never waned.
“EBQ has been excellent! We’ve had three or four different SDRs, and all of them have been great. It’s been a wonderful working relationship. EBQ’s leadership team has done a great job training the new SDRs and getting them up to speed as we changed a couple of times. We haven’t really lost a beat,” said John.
The Results
Over the past four years, EBQ has helped MortgageFlex generate multiple long-term clients — despite the competitive landscape. John finds that they can now get in front of more prospects and keep MortgageFlex top-of-mind since their sales cycle could last well over a year.
“There hasn’t been a call where I felt like I’m wasting my time. It’s been a lot of quality phone calls and meetings. One big positive is that over 90% of the meetings that EBQ sets turn into product demos…A couple of years ago, I would have a 15-minute phone call with a prospect who might not understand our product. Today, we can jump right in after EBQ sets up the sales call,” said John.
Currently, MortgageFlex is still growing their sales pipeline, and in turn, their internal team. Out of the 3 new current customers, 2 are from EBQ’s efforts. Despite its small but mighty team, MortgageFlex’s presence has grown to directly compete with industry giants.
“EBQ has allowed MortgageFlex to have a bigger presence. We’re a small company, but we now have more people learning about us. Right now, it’s all about getting our name out there. I can’t dedicate half a day to chasing prospects because I have a lot of demos to run. EBQ has helped us expand our presence and our size to help us go against the behemoths within our space,” said John.
There hasn’t been a call where I felt like I’m wasting my time. It’s been a lot of quality phone calls and meetings. One big positive is that over 90% of the meetings that EBQ sets turn into product demos…A couple of years ago, I would have a 15-minute phone call with a prospect who might not understand our product. Today, we can jump right in after EBQ sets up the sales call.
MortgageFlex Systems x EBQ
Find out how EBQ helped MortgageFlex Systems win over $790k in deals with our B2B appointment-setting services.
