Education.com launches B2B sales effort with Engaged Prospect

Education.com has built a very successful B2C business licensing its subscription instructional resource products to consumers, primarily individual teachers and parents.

​Education.com hired Engaged Prospect to build out and execute a plan to bring Education.com products directly to schools and school districts, increasing average customer size and penetrating an untapped revenue source.

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284% to Quota
in first 4 months

3.9x ROI
in only 4 months

3x Growth
in average deal size

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The Challenge

Education.com needed a partner who could build and execute their entire B2B sales effort. Preferably one with education technology sales experience.
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​Their processes and people were focused on their thriving B2B model. They didn't have an internal sales staff. They didn't have the process, nor the technology required to launch a nationwide campaign to begin generating sales at the school or district level.

Based on the level of need, launching this division internally would have been too costly, too slow, and would require the addition of several new hires.

​Finding the right outsourced partner who could fully integrate with their company and provide "more than just calls" was required.

The Solution

The EP Solution combines Inside Sales Strategy, Digital Marketing and Inside Sales.

• ​We leveraged our strategic expertise and experience building sales teams for companies to initiate a complete build of Education.com's B2B sales department 
• Our marketing abilities helped spread the word that Education.com is selling directly to schools
• To date, we've hired 5 dedicated sales reps and a tenured ed-tech sales manager focused on executing the sales strategy and generating new opportunities at districts across the country

"We are impressed with how quickly you have understood our offering and translated it to schools. Our growth trajectory after only a few short months is exciting. Thanks again for all you've done, and we are looking forward to even bigger things from our school sales!"

Rich Yang
Co-CEO, Education.com

The Results

Our efforts were producing results within the first few weeks. We were closing deals, technical integrations were complete and the sales and marketing database was operating with thousands of new contacts. The thorough training conducted by EP and Education.com leadership enabled EP staff to have productive sales conversations with decision makers, advocates and end-users all within the first few weeks of launch.

​Key results include:

• 3.9x ROI in only 4 months of launch
• 284% to quota
• Education.com average deal size up 3x
• CRM built with 50,000 + records
• Automated renewal pipeline for consistent outreach and retention
• Training materials completed
• Built infrastructure for fast and easy increase in headcount
• New hire onboarding process allows new reps to be selling within 3 days of hire

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Other deliverables

Inside Sales Strategy:

• Identified decision maker personas
• Determined B2B product needs vs. existing consumer product
• Customized CRM exclusively for Education.com
• Guided website and print collateral required for lead generation and product review
• Created call scripts and presentation materials
• Built inbound/outbound sales process with automation
• Built renewal sales process with automation to drive upsell and retention
• Integrated existing Education.com processes and technologies with institutional sales processes and technologies
• Produced weekly reporting and forecasts to direct future opportunities

Digital Marketing:

• ​Secured contact lists for key decision makers
• Planned lead generation campaigns
• Produced email content for new and renewal sales messaging
• Built and executed automated email outreach to build awareness and drive conversations
• Monitored email deliverability and domain reputation, separate from core business marketing
• Identified and tested core decision maker and influencer buying behaviors

Inside Sales:

• Hired and trained 5 sales reps. Producing conversations and identifying opportunities within 3 days of hire
• Developed territory plan to maximize national outreach
• Implemented EP 9-Touch Process to drive top-of-funnel conversations
• Built webinar presentation for product demos
• Integrated and managed live chat feature for lead gen
• Tested pricing models to ensure maximum revenue and profitability

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