During the formative years of Scale Computing, they needed assistance expanding their sales pipeline to secure more capital. EBQ stepped in to enhance and accelerate their lead generation.
Within the first year of partnering with EBQ, Scale Computing saw:
In Sales Pipeline
In Generated Sales from EBQ’s Efforts
The Challenge
Scale Computing specializes in developing software for enterprise-class data solutions for small to medium-sized businesses. When they were operating as a startup, they needed to raise capital to invest in their next iteration of products and attract new customers. This created a Catch-22, as venture capitalists needed to see a steady revenue stream before committing to funds.
To market their next product launch, Scale Computing knew they needed to build a sales pipeline with high-quality leads. That said, as a young startup with all their resources focused on development, they were not able to build an internal prospecting team. So they started looking for a lead generation partner that could help them grow.
The Solution
Scale Computing turned to EBQ to prospect and schedule appointments for their sales team. At the time, they needed a lead generation partner who could not only handle all upskilling for them but also provide progress reports to guide their sales processes.
EBQ upskilled their seasoned sales professionals on Scale Computing’s behalf, giving them talk tracks and educating them on their industry jargon. As a result, EBQ helped Scale Computing build a strong relationship with their prospects from day one.
But what impressed Scale Computing the most was EBQ’s commitment to transparency. Throughout their partnership, Scale Computing had full visibility into all call attempts and customer notes. This allowed them to make adjustments to optimize their sales process.
The Results
Within just one year, EBQ helped Scale Computing:
- Build a sales pipeline worth $2 million
- Generate $250,000 in sales
EBQ was able to act as a true extension of Scale Computing’s team, which allowed them to indirectly align with all of Scale Computing’s revenue streams — including a reseller channel.
“If we give a reseller a lead uncovered by EBQ, we are cementing that partner relationship. Then, when resellers uncover their own sales opportunities, EBQ is top of mind,” said Jeff Ready, Co-Founder and CEO of Scale Computing.
This positioned Scale Computing for a $5 million Series A funding round from multiple venture capitalist groups. Within the next year, Scale Computing secured two additional funding rounds, allowing them to triple their staff size. As a result of their revenue growth, Scale Computing was named a Forbes Most Promising Company twice.
We found that while other lead generation companies could produce a greater volume of appointments, EBQ’s appointments generated twice the revenue. EBQ has demonstrated that quality is better than quantity when it comes to lead generation. The company was a partner from the beginning in delivering profit.
Scale Computing x EBQ
Find out how Scale Computing was able to grow their sales pipeline to $2 million as a result of partnering with EBQ