Exagrid manufactures and sells high-density backup machines that protect and improve the availability of information. Products range in price from $25,000 to $150,000+ and are sold via a Direct Sales force as well as Resellers.
Business Challenge – More Quality Leads
Management wanted to increase the number and quality of leads from its current website without spending lots of money. Exagrid was getting moderate traffic to its website (2,500 visitors per month) but prospects were not contacting sales, impeding growth and wasting marketing dollars.
Solution
Exagrid explored using price curiosity as a way to engage new prospects from their current website. Their primary goal was to increase qualified leads without giving away pricing or jeopardizing their traditional sales processes. EchoQuote’s approval based system was evaluated and brought in by the VP of Sales for a 30 day trial.
Implementation – The Pricing Page
To drive more lead conversions, Exagrid added a “Request Budgetary Pricing” button (see below) to several of its product pages. These opened the EchoQuote service directly.
All EchoQuote Pricing requests were sent directly to the Sales team for review and approval. No pricing was displayed or published without the Sales team’s consent.
Results
The EchoQuote option generated an average of 75 qualified leads and $2.1 Million in sales pipeline per month, five times their original Contact form.
Next Step
If you would like to explore how EchoQuote could drive qualified leads for your Sales team AND protect your pricing, contact us for a short discovery call.
