ScienceLogic provides a hardware/software platform to actively monitor and correct IT operations. Its products range in price from $10,000 to $100,000+ 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. ScienceLogic was getting good traffic to its website (3,500 visitors per month) but prospects were not contacting sales, impeding growth and wasting marketing dollars.

Solution

ScienceLogic 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 Marketing for a 30 day trial.

Implementation – The Pricing Page

To drive more lead conversions, the original “Request a Quote” text was changed to simply “Pricing”.  This reduced abandonment and increased clicks to the new Pricing page (see below).

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 128 qualified leads and $3.1 Million in sales pipeline per month, triple their original Request-a-Quote 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.