Insight Technologies was looking for a way to expand their contacts, influence future sales, and grow their business as efficiently as possible. They have worked with eCoast on 14 campaigns and have obtained more than 75 new accounts.

1. Case Study: Insight Technologies
About Insight Technologies
Insight Technologies, Inc is an innovative and rapidly growing full-service IT
consulting firm. They provide clients with cutting-edge technologies and the
know-how to apply them to their clients individual business models.
In business since 1978, Insight Technologies provides unique technology
solutions that are customized to meet the specific demands of their client’s
business. Learn more about them at www.greatinsight.com.
We were able to close a $150,000 deal with a
prior client that we probably wouldn’t have
gotten on our own.
Don Fisk, CEO at Insight Technologies
“
www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast

2. The Challenge
Insight Technologies plans, develops and implements new technologies that
help its customers improve their businesses and competitive advantages.
Insight Technologies was looking for a way to expand their contacts, influence
future sales, and grow their business as efficiently as possible.
“Sending out brochures with no follow up netted us very low results,” said
Don Fisk, CEO at Insight Technologies. They would also purchase a list and
attempt outbound calling, but experienced inconsistency with contacting
the leads. Fisk’s sales team spent a lot of time leaving voice messages and
ultimately, those leads fell out of the funnel. When his team was able to get
someone on the phone, they weren’t always getting the right information.
Their situation is not atypical. Those in sales want to sell, and feel prospecting
isn’t the best use of their time or skills. Insight Technologies wanted warm
leads to follow up on, that would allow their team to reduce the amount of
time they spent prospecting and do what they do best – sell.
www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast 2
Sending out brochures with no follow up
netted us very low results.
Don Fisk, CEO at Insight Technologies
“

3. Insight Technologies has worked with eCoast on
14 campaigns and has obtained more than 75
new accounts.
www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast
3
Attract Nuture Prioritize Sell
eCoast’s appointment setting packages generate qualified sales leads and get you in front of key targets. These meetings will
allow you to explain your company’s value, benefits and resources, and ultimately, increase sales.
Measure Effectiveness

4. The Solution
Insight Technologies engaged with eCoast through the HP campaign mar-
keting site. They worked closely with the account specialist at eCoast to set
goals for the number of appointments they wanted to obtain based on the
size of their list and budget.
“eCoast managed the contact list,” said Fisk, “and allowed us to review it in
order to remove competitors or existing clients, thus ensuring that we would
be talking to net new clients.”
When Insight Technologies first began working with eCoast more than two
years ago, they began with a lead generation campaign, but then converted
to appointment setting. In this case, the appointments have worked better
for the team. They use the database on the eCoast website to manage all
of their contacts, which includes the communications eCoast calling agents
have with the client. “All the conversations are well documented,” said
Fisk, “we are always up to date on the correspondence with the clients.”
Insight Technologies’ business development managers (BDMs) follow up on
the appointments set by eCoast. Then, after their meeting, the BDMs send
Fisk and Jay McCarthy, Insight Technologies’ Program Manager at eCoast, a
summary of the appointment.
“Our program manager is very attentive to details and ensures that the leads
are of the highest quality. When a lead turns out to not be what both of us
believed, they would work to replace it with a more qualified candidate.”
www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast 4
Our program manager is very attentive to
details and ensures that the leads are of the
highest quality.
Don Fisk, CEO at Insight Technologies
“

5. www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast
Our relationship with eCoast will continue to
thrive. They are very helpful in assisting us in
making contacts and keeping the appointments.
Through their efforts we have saved countless
hours of cold calling with a better success rate
than if our sales people had attempted to do it
themselves.
Don Fisk, CEO at Insight Technologies
“
The Results
Fisk explains that this process between his team and eCoast has shortened
the sales cycle a bit; it all depends where the prospect is in the funnel. “It can
still be a long process, but this has saved me a pile of time.”
Insight Technologies has worked with eCoast on 14 campaigns and has
obtained more than 75 new accounts. In addition to generating net new
opportunities, eCoast was able to rekindle a relationship with one of Insight
Technologies’ customers.
The timing was just right. The client was at the beginning stage of purchasing
servers and SANs. He picked up eCoast’s call and opened up to the calling
agent when he learned they were calling on behalf of Insight Technologies.
The client and Insight Technologies reengaged, and Insight Technologies was
able to close a $150,000 deal. “The client said they had forgotten about
giving us a call,” said Fisk. If eCoast hadn’t called right at that time, “we
probably wouldn’t have gotten it on our own.”
About eCoast
eCoast Sales Solutions provides high quality demand generation services that
helps businesses and their distribution channels drive demand by building
sales pipelines to support business goals. From appointment setting and lead
qualification campaigns to content marketing and search engine optimization
strategies, we fuel demand to grow your business.