HyTrust, based in Mountain View, CA, delivers solutions that automate security controls for software-defined computing, networking, and storage. Their platform helps organizations achieve the highest levels of visibility, granular policy control, and cloud-ready data protection.
The Challenge
HyTrust needed a partner to help aggressively grow the pipeline in the EMEA market — with a sharp focus on the UK, Nordics, BeNeLux, and DACH regions.
Key objectives included:
- Penetrating enterprise organizations in infrastructure-focused industries
- Supporting cloud transformation initiatives
- Expanding beyond the finance sector and into new verticals
- Securing meetings with senior decision-makers across a cold start environment
The Goals
- Deliver a targeted number of highly qualified sales engagements across key verticals
- Help sales and marketing increase pipeline and validate ROI from outreach
- Educate prospects on the HyTrust solution and position the brand as a key partner for secure cloud migration
- Gather prospect feedback and insights to help inform go-to-market efforts
The Solution
memoryBlue deployed an account-based selling strategy tailored to HyTrust’s market.
- Used detailed account mapping and profiling to identify senior decision-makers and influencers
- Crafted messaging tailored by persona, addressing both technical and business-level stakeholders
- Collaborated closely with HyTrust sales and marketing teams to ensure alignment, provide weekly performance reporting, and share qualitative feedback from the field
The Result
- Multiple meetings moved to next steps in the sales process
- memoryBlue quickly adapted the HyTrust value proposition into a compelling sales narrative that resonated with C-level and operational stakeholders
- Meeting quality and sit rate exceeded expectations
- HyTrust praised memoryBlue’s ability to handle complex objections and book high-quality meetings despite a complicated technical message
- The campaign helped HyTrust expand its presence into new industries, diversifying its customer base
Still curious? Our customers said it better.
Head to our G2 and Clutch profiles to hear directly from the teams we’ve helped scale.
Ready to get started?
Let’s talk about how memoryBlue can become an extension of your Sales & Marketing teams and drive more revenue.