How EBQ Helped Wachter Exceed Their Monthly Lead Generation Goals
The Challenge
Wachter is a fourth-generation family-owned business that specializes in providing business technology solutions and services to a wide range of industries — including healthcare, retail, industrial, and education.
While Wachter has had an in-house sales team, they needed a lead generation partner to help send more leads to their leaner team.
“We had an outsourced business development firm that, quite frankly, wasn’t providing the results that we needed. So, one of our national account managers actually took it upon himself to start looking for a new organization that provides better-quality leads. His name is Devin, and Devin found Donte Hamilton (EBQ’s Business Consultant) — and that’s how we ended up talking to EBQ,” said Sean Finnegan, VP of Sales and Marketing at Wachter.
The Solution
As soon as the partnership began, EBQ hit the ground running chasing leads for Wachter’s new product.
“At the time, we were launching a product that was specifically designed for patient care. We utilized EBQ specifically for that product’s launch,” said Sean.
Sean has been impressed with how EBQ assimilated with Wachter’s workflow. He appreciates how quickly the EBQ team can pivot to accommodate their evolving needs. For example, Sean had once requested EBQ to quickly drum up interest in Wachter’s trade show attendance; he wanted visitors to visit their booth.
“Month over month, EBQ has executed well. Even when we’ve had different campaigns come up that we would throw at EBQ — such as driving traffic to trade shows — the team would pivot well and efficiently. We would see success with that; that success of getting someone to come by our trade show booth would obviously turn out to be a lead, which would turn out to be a long-term customer,” said Sean.
Wachter is also unique because it has seven delivery teams; each with its own unique PNLs, unique offerings, and wants and needs. This means that they require an experienced team of sales development reps who can maintain momentum across the board.
“All in all, I know that our team thoroughly enjoys working with the EBQ team. It’s been top-notch — no complaints at all. Whether it’s the reporting or the going back to the drawing board to hit different markets, Donte and the EBQ team have been working well to suggest new strategies,” said Sean.
The Results
As Wachter’s and EBQ’s working relationship continues to flourish, so have the opportunities. Sean has enjoyed seeing EBQ’s lead-generation campaigns paying dividends.
“We’ve had numerous successful customers come out of EBQ’s campaigns. We can definitely justify EBQ’s annual cost with just one customer, so that’s great ROI for Wachter for sure,” said Sean.
EBQ’s flexible and proactive approach to appointment setting empowers Wachter to continue pivoting and optimizing their products; they know they can rely on EBQ to cover their other campaigns.
When reflecting on the overall success of the partnership, Sean says that he is most moved by EBQ’s similar company values and work culture.
“Wachter has been a family-owned business going on 94 years, so for us, it’s all about the culture. Most of our leadership team has been with us for 10+ years; we’re not a revolving door. I look to partner with a company with similar values. We’ve worked with Heather Lopez (EBQ’s VP of Sales Development) for years and Donte for years — so not seeing that EBQ is a revolving door has really been top-of-mind for strengths within the partnership,” said Sean.
All in all, I know that our team thoroughly enjoys working with the EBQ team. It’s been top-notch — no complaints at all. Whether it’s the reporting or the going back to the drawing board to hit different markets, Donte and the EBQ team have been working well to suggest new strategies.
Wachter x EBQ
Wachter was able to exceed their lead generation goal with EBQ. Read our case study to learn more.
