About Us
My name is Dale Underwood and I’ve been in Information Technology for 25 years. I started out as a Programmer, turned System Engineer, turned B2B Salesman, turned Business Owner. I love technology for what it does, not what it is.
For 15 yearsI was selling IT infrastructure products (mainly storage related; EMC, StorageTek, ADIC and Veritas) to commercial and Government customers nationwide. In 2004 I noticed our customers were not relying as much on the VAR channel for information. Many customers preferred to go directly to the manufacturer’s websites where rich, current content lives. It was also becoming tougher to engage new customers since many of the traditional sales processes were being replaced by web based content. So, in 2005 I sold my company and began designing a new kind of company; one that focused on innovative self-service methods that would empower end-users.
In 2006 I started Federal Appliance, another VAR that used innovative tools to find new customers. It took advantage of the self-service nature of the internet to attract and engage prospects. The core of Federal Appliance was a custom software platform coded in-house that allowed end-users to instantly get their own budgetary pricing with the sales team’s approval. The system was fast and quickly caught on as the “go to” site for Equallogic equipment. It was soon obvious that business customers loved using the system and many asked if we could carry other products. We knew we had a winner and decided to separate the software platform and roll it into a new company. EchoQuote was born.
What I do now is market the EchoQuote Web Quote Tool to B2B companies that are trying to energize their sales funnels. My goal with this blog is to find and filter good ideas to help all B2B Sales people deal with the new Self-Service environment we find ourselves in. I truly believe that by using smart tools like EchoQuote, we can find and engage a much larger number of qualified leads earlier in the sales cycle.
If your internet marketing program is not generating high-quality leads on a consistent basis, check out EchoQuote. Thanks for visiting.
