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So, who are we? We're former B2B Sales people that have been marketing and selling Enterprise Technology to Commercial and Government organizations for 20 years. We know what it's like to have a 6-12 month sales cycle and carry a multi-million dollar quota.
Around 2004 we began noticing a shift in B2B buying behavior. End-users increasingly stopped engaging our sales team and starting doing their own, anonymous research using the internet. Voicemail messages went unanswered. Our "contact us" incentives like whitepapers, webinars and free trials weren't driving enough activity.
As sales people, we were frustrated trying to find qualified opportunities to meet our quotas. We knew the deals were out there, we just needed to think differently. In 2005 we set out to find a solution that to answer the question "what would surface high-quality prospects early in the buying cycle?"
Dispelling Conventional Sales Wisdom
We quickly realized that to get back in the game we would need to develop a disruptive process to find and engage serious customers. Having been in IT sales we already knew how difficult it was to get ballpark pricing for complex solutions. We sometimes waited days, if not weeks, for vendors to get back to us with pricing that we could pass on to our customers; it was extremely frustrating for everyone involved, especially our customers. We finally realized that if we could allow customers to generate their own budgetary pricing, with our approval, we could provide better service AND find deals before our competition.
"Self-Service Budgetary Quotes? That won't work for our organization..."
Smart sales and marketing people tell us that everyday before they have researched our process. The arguments against providing upfront budgetary pricing generally fall into one of the following categories:
What we do is smartly enable our client's prospective customers to satisfy their interest in price information by opening a conversation. Without compromising sales processes, we capture purchasing interest and funnel it to sales teams for action. What results is a mature lead, self-identified as having interest in your products or services.
Let us show you how conventional wisdom on pricing can be shattered by unconventional thought that creates an ever deepening pool of new sales opportunities.
Our offices are located on Carroll Creek in downtown Frederick, MD. Map
Infrastructure You Can Trust
EchoQuote™ clients depend on us to generate new business opportunities for them around the clock. At the heart of our service is a state-of-the-art web platform that is highly-available and fault-tolerant. Our servers are co-hosted at Xecunet, a SAS 70 Type II Certified hosting facility located in Frederick, MD.
SAS 70 Type II Certification is a significant advantage to Xecunet clients who are required to meet regulations such as:
SAS 70 Certification means Xecunet has been through a rigorous, in-depth audit of control activities, which generally includes controls over information technology, accounting, and related processes. Beyond regulatory compliance, SAS 70 certification means you can expect nothing less than superior quality assurance in every regard.
Xecu.net's SAS 70 Type II audit involved an independent auditor reviewing facility security, environmental controls, connectivity, redundancy, and much more over a period of six months.