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About Us

Dale Underwood, Founder and CEO 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:
  • We sell on value, not price (our personal favorite)
  • There is no way to identify the requestor (it may be a competitor)
  • Different channels (and customers) get different pricing discounts
  • Web pricing would allow the prospect to bypass the sales team
  • Solution configurations are complex and/or detailed
  • The sales and marketing group doesn't have the IT resources to address the issue
EchoQuote™ solves these problems and much more.

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.

EchoQuote offices on Carroll Creek in Frederick, MD

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:
  • Sarbanes-Oxley
  • ISO 17799
  • GLB
  • PCI
An Added Level of Quality Assurance

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.'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.

Our Servers are co-hosted at Xecunet's secure facility
Web Expert Quote
“Price is the most specific piece of information customers use to understand the nature of an offering, and not providing it makes people feel lost and reduces their understanding of a product line. We have miles of videotape of users asking ‘Where's the price?’ while tearing their hair out.”
   - Dr. Jakob Nielson, Web Usability Expert
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