Symantec Enterprise Security Products are now part of Broadcom. The consumer division of Symantec Corp. is now NortonLifeLock Inc. — a standalone company dedicated to consumer cyber safety. memoryBlue supported Symantec prior to its acquisition.
The Challenge
Symantec was looking for a partner who could bridge the gap between sales and marketing, earn the trust of the sales team, and deliver real business outcomes — not just appointments and leads, but qualified pipeline and revenue.
They needed a flexible, hands-on team that could operate as an extension of their own, fully aligned on goals and accountability. Experience in IT security sales was essential, as was a proactive mindset — someone who could bring suggestions to the table, not just execute tasks. Above all, the partner had to prove ROI every step of the way.
The Goals
- Increase the number of live technology projects in the client’s target end-user database and consolidate programs across the EMEA territory
- Convert sales time spent from opportunity identification to qualification into an active sales process
The Solution
- Increase inside sales pipeline across the board
- Grow the production of SQLs outside of the client’s existing demand generation and inbound response management organization
- Increase the volume of MQLs with net-new opportunities to feed a growing team of inside sales people at Symantec
- Increase conversion rate from MQL to SQL
The Result
- 25% increase in SQLs generated over 15 months
- 63% conversion rate from MQL to SQL
- 40,000+ data records for Symantec’s prospective contact database built and cleansed
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