Overview
Doppler, a leader in secrets management for DevOps teams, faced significant challenges scaling its outbound lead generation and pipeline progression. Initially skeptical about the viability of outsourced sales development, Doppler needed a proven partner to test, refine, and validate their sales development strategy without the risks associated with internal hires.
memoryBlue’s targeted and consultative outbound sales approach helped Doppler revamp its sales process, dramatically increased the number of demos booked, and validated outbound sales as a crucial strategic growth lever.
The memoryBlue partnership
Starting in July 2024, memoryBlue began a dedicated outbound sales campaign with Doppler. The early months presented hurdles, with initial quality and conversion challenges. Through strategic, data- driven refinements—regular feedback loops, detailed account scoring, and tailored outreach—Doppler saw substantial improvement
Key elements of the strategy included:
- Consultative sales development: SDRs moved beyond simple meeting booking, becoming integral to the mid-funnel sales process—handling initial intro calls, detailed follow-ups, and multi-step meeting progression.
- Pipeline process optimization: memoryBlue proactively audited Doppler’s sales process, resulting in significant changes to demo structure, follow-up strategy, and pipeline scoring methodologies.
- Global market reach: memoryBlue identified and adjusted to international outreach requirements, notably Europe and India, expanding Doppler’s market penetration significantly without additional operational complexity.
Results:
- MemoryBlue averages booking 16 outbound demos a month, which is a 100% increase from before the relationship started.
- Strategic pivot toward targeting larger, enterprise-level prospects, fundamentally reshaping Doppler’s go-to-market strategy.
What’s next?
Doppler has hired their memoryBlue SDR full-time, leveraging the skills and market knowledge developed during the engagement. This transition enables Doppler to scale their sales function with talent already proven in their market and operating model, supporting continued growth and expansion.
Why the partnership works:
- Precision targeting: Accounts prioritized using intent data, growth signals, and real-time feedback loops.
- Consultative and adaptable approach: Continuous refinement based on detailed analysis of buyer personas, outreach timing and account performance.
- Mid-funnel management: SDRs handle follow-ups and meeting progression, significantly freeing Doppler’s internal resources to focus on strategic sales.
