Echtus Enterprise Lead Generation Case Study – 62 Leads in the First 60 Days

SalesBread is proud of the results we achieved for Echtus, a company that builds corporate education systems for its clients.

In our first 8 weeks, we generated 62 qualified sales leads and booked meetings with high-level decision-makers, including Directors of Customer Learning Enablement, VPs, CEOs, and Senior Directors at Fortune 500 companies.

These leads came from large corporations like Microsoft, Stack Overflow, Google, and IBM.

In this article, we will share the strategy we used to secure these results.

(If you would like the same results for your company, feel free to book a free 15-minute strategy call with the CEO of SalesBread, Jack Reamer. SalesBread is a LinkedIn lead generation and appointment setting agency that gets their clients 1 lead per day.)

Lead generation campaign stats

During the campaigns, we ran multiple variations, but we are glad to share that the reply rates ranged from 29%-49.3% across different segments, which yielded 62 leads in the first 2 months of us working together.

We are really proud of these numbers.

Ecthus – Who they are and what they do

Echtus is a boutique strategic education solutions firm that helps tech companies build and deliver education programs that drive business growth.

The company was founded by Vicky Kennedy in 2023.

She saw a gap in the market and noticed that many enterprise organizations were spending thousands of dollars on building great products, but very few resources were actually being allocated to seeing how customers, partners, and employees learn to use these products.

They also noticed that companies build educational content before designing it, and this was where their term “Enterprise education architecture” comes from.

Echtus creates everything from learning strategy and curriculum design to certification programs, ed tech, measurement and analytics, to AI-powered delivery.

Every engagement starts the same way.

Their team will diagnose what’s structurally broken and build something that works specifically for your company.

Echtus works with clients at every stage. Some come in ready to design and build from the ground up.

Some have a specific gap they need closed.

And some just know something isn’t working as well as it should, and the first job is figuring out what that actually is.

Every engagement starts with the same strategic thinking and runs on the same framework.

They specialize in:

• Education strategy

• Measurement and analytics

• Education technology

• Certification and assessments

• Curriculum and instructional design

• Education marketing

• Organizational design

• AI delivery

Why Ecthus hired SalesBread

Vicky approached SalesBread because of our personalised approach to outreach. She loved the fact that SalesBread doesn’t rely on the same AI copy-paste messaging that many other lead generation companies rely on.

She wanted a super personalized outreach partner who would maintain a high standard for her brand, and she didn’t want to be associated with low-level outreach or spammy messages.

If you have read some of our previous articles, you will know that SalesBread never uses AI to write our outreach copy, and we actually have a personalization expert whose sole job is to research prospects on our list and write very specific outreach messages for that individual.

Our Lead Generation Approach for Echtus

We built a super-refined list of companies

When it came to building a prospecting list for Ecthus, we took it a step further.

In addition to finding customer education titles, we included an extra filter to make sure that every company had a dedicated learning resource on their website.

There was that extra layer of “website qualifications”.

For example, if we saw that there was a URL that said IBM.com/learning/ or education or training, we knew that this was a good signal that these companies were already investing in customer education.

We didn’t just randomly look for companies and hope for the best. It was important to add this extra layer to ensure that we went after companies that would be a great fit for our outreach campaigns.

We used a few different tools to refine our list.

First off, we started with Apollo. As we mentioned at the outset of this article, we were specifically going after these job titles:

• VPs of customer education/training

• Directors of customer education/training

• CCO

• Customer success

• CMOs

• VP of customer training

• Customer enablement

• Director of academy

We then used Apollo to find us companies in the tech space (software, IT) that have these roles. The list was initially very broad (9.2 k companies), but we refined it as we continued.

Next, we refined the list by area, industry, and company size. Our list was then quite a bit smaller, and we had 3,000 companies on our list.

This was a good starting point.

Next, we ran this data through a web scraper

Next, we then needed to check that these companies had a homepage that connected to an education resource like this:

So each company needed to have some sort of homepage that mentioned training, academy, learning, or education.

How did we find this information?

We used a webscping tool called Apify.

But before we plugged our list into Apify, we used ChatGPT to help us make sure that each site had a homepage dedicated to keywords such as training, education, academy, and learn.

This saved time, and was just an extra precaution to make sure our list was perfect.

We then used the web scraper to make our list extra targeted.

Finally, we plugged this list into LinkedIn Sales Navigator

Once we had our list, we plugged it into LinkedIn Sales Navigator to find the right people to reach out to at these companies. To refine the list even further, we filtered it by our clients’ 2nd degree network and by recently posted.

This helped us reach out to people who actively use LinkedIn, and this ensures that we don’t waste time or our clients’ resources.

Our outreach messaging

SalesBread is a stickler for personalization. We don’t use AI or send out hundreds of the same spammy messages to prospects. This is one of the reasons why Vicky chose to work with us.

We actually research each person on our list and find something specific about them to add to our messaging.

This could be a compliment, a commonality, or we might even ask them a question based on research that we had done.

As we mentioned earlier in the article, some of the titles we went after were:

• CEOs

• Directors of customer learning enablement

• VPs

• Senior directors

We ensured that our messaging was value-driven.

Instead of just offering a demo call-style pitch, we positioned the messaging in such a way that Vicky could offer some insights for these customers of education VPs and directors that she was looking to work with.

She would use her booked calls to share insights on what she’s seen other companies use in customer education to drive ROI. She also shared certain frameworks that she created and spoke about at events.

The combination of offering these buyers alot of value, in addition to backing herself up with social proof and credibility, as a LinkedIn influencer and speaker, helped us drive 62 leads in the first two months of us working together.

Lastly, we would follow up and ask for a booked call

The last step in our lead generation process was to keep following up with prospects. We use the Fibonnaci sequence when doing this; This ensures that we don’t come across as pushy salespeople, but still follow up enough to not be forgotten.

Asking for a booked call was always value-driven and becasue of this, we were able to get such great results.

Here are some of the replies we received

Want the same results for your enterprise company?

Vicky mentioned that she had done alot of marketing in the past, and our LinkedIn lead generation strategy was one of the best ROIs that she has seen across the board.

If you would like the same results for your company, book a free 15-minute strategy session with SalesBread below.

Our clients know that they can expect 1 lead per day with our LinkedIn lead generation and appointment-setting agency.