RiskIQ is a cybersecurity company that helps organizations proactively defend against external digital threats targeting their websites, mobile apps, brands, customers, and employees. From phishing and malware to rogue applications and social media fraud, RiskIQ’s technology protects some of the world’s top financial institutions, insurers, and consumer-facing brands. Headquartered in San Francisco, the company is backed by growth equity firms Summit Partners and Battery Ventures.
The Challenge
RiskIQ was relatively new to the EMEA region, having just launched its first European office in London. Their product added value across multiple departments, which meant sales conversations needed to begin at the senior or executive level.
The company needed:
- A scalable solution for engaging C-level decision-makers within targeted accounts
- Consistent results across different countries and languages
- A partner that could deliver this — all within a controlled budget
The Goals
- Launch a cold-start program that would deliver a set number of highly qualified sales engagements across key verticals
- Support pipeline growth by coordinating closely with sales and marketing
- Educate prospects and introduce the platform’s value to security decision-makers
The Solution
memoryBlue built a scalable SDR team tailored to RiskIQ’s unique objectives — focusing on quality over volume, and on aligning with senior decision-makers such as CISOs.
- A pilot program launched in the DACH region
- After 3 months, UK coverage was added and DACH capacity was doubled
- France was added at the end of the 6-month pilot
- SDRs delivered monthly quotas of qualified sales engagements, targeting top security and IT executives
- A tight feedback loop was established with RiskIQ’s internal teams to track outcomes and resulting pipeline
The Result
- First closed deal achieved within one month of the program launch
- A scalable program that expanded into multiple regions while maintaining quality
- A weekly feedback process helped align activity to sales objectives
- Long-term relationship continued beyond the initial 6-month pilot
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