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ECA International provides data and software that help HR teams set salaries, cost-of-living adjustments, relocation allowances and benefits for employees who relocate or work abroad. ECA ran a trial with Whistle, alongside a separate agency trial, to assess outbound performance before deciding on a longer-term partnership. Whistle deployed 2 SDRs focused on ECA’s data products.
ECA and Whistle will continue booking meetings from the data lists, with Whistle supporting post-event outreach for the Vienna and Chicago events. From November, Whistle will also target customers of Mercer and AirInc., with messaging centered on ECA’s data transparency, service experience, customer support and transition programme to ease concerns about switching provider.
ECA assigned different product lines to Whistle and another agency over a 3-month trial, giving it a direct basis for comparison before committing long term.
Excluding existing clients and specific competitors from lists up front kept outreach aligned to ECA’s ICP.
Starting with EMEA and testing Australia/NZ as a secondary market avoided stretching single reps, with off-hours/South African coverage used where appropriate.
