Data Storage Manufacturer used
Price Curiosity to generate
200+ qualified leads per month
CASE STUDY: SimpliVity
SimpliVity (acquired by HPE) was a technology company launched in the relatively new “hyper-converged” server/storage market. It’s hyper-converged products simplify IT management and improve performance of virtual applications.
- Industry: Technology
- Client’s Products: Hyper-converged computing platforms (complex)
- Client’s Product Price Range: $25,000 to $250,000+
- Sales Model: Direct Sales Reps and Resellers
- Campaign Setup Time: Two (2) Days
Business Goal
Maximize the conversion rate on their website to capture as many Sales Qualified Leads (SQL) as possible.
Solution
SimpliVity explored using price curiosity as a new way to engage new prospects without giving away pricing or jeopardizing their traditional sales processes. EchoQuote was brought in by the VP of Sales as a tactical move to jump start lead capture.
- A clear sales process was created to maximize the effectiveness of pricing requests
- A new Pricing Page was created on the corporate website (see below)
- EchoQuote was added as a Self-Service option
- Buttons pointing to the Pricing page were added throughout the site
New Pricing Page Screenshot
![](https://www.echoquote.io/wp-content/uploads/simplivity-pricing-highlighted_v2.jpg)
Results
Before EchoQuote was added, less than 20 leads were being captured per month. The first month (partial) EchoQuote was added, Sales captured 75 qualified leads. Month 2 marked the first full month – 149 qualified leads were captured. Additional buttons pointing to the Pricing page were added and EchoQuote averaged 200+ qualified leads per month.
Leads Captured (First 4 months)
- Before EchoQuote
- Month 1
- Month 2
- Month 3
- Month 4