Overview
QiO Technologies first partnered with memoryBlue to build pipeline in the UK data center market. When QiO moved into industrial manufacturing, it brought business development in-house, on the belief that people with industry experience would get better results.
It didn’t work out that way.
QiO came back to memoryBlue. This time the program expanded across Europe and the Middle East, opened up manufacturing, banking, and financial services, and has built more than $8M in pipeline. Today, memoryBlue runs roughly 90% of QiO’s outbound business development.
“We came back to memoryBlue, got the industrial campaign running, and we’ve been very, very successful. At the same time, we’ve continued working together in the data center sector as well. Both have continued to deliver.”
Gary Bourton, CEO, QiO Technologies
The memoryBlue Partnership
For a company that builds AI-powered software, QiO has a simple view on outreach: AI should help find the opportunity, not replace the conversation. QiO uses AI to prioritize accounts and surface insights, but it believes trust is still built person to person. That belief shaped the partnership from day one.
To represent QiO properly, memoryBlue SDRs learned the platform, the value proposition, and the very different commercial language of data centers and industrial manufacturing. They attended industry events like Data Center World alongside the QiO team, so every prospect conversation came from real context.
“People can see through AI-generated outreach. The interactions that work are the personalized ones where someone has taken the time to understand your business. That’s why we’ve continued to take a very human-centric approach.”
Gary Bourton, CEO, QiO Technologies
As QiO moved into new industries, memoryBlue became part of the commercial process rather than a separate SDR team. Sales, marketing, and business development agreed on target accounts, buyer personas, and messaging before a single prospect was contacted.
Marketing used lead scoring to flag the highest-priority accounts. memoryBlue SDRs turned that engagement into conversations, booked the meetings, and often joined QiO on introductory customer calls.
“What started as a UK-focused program quickly grew into a much broader initiative. Together, we expanded across Europe and the Middle East while helping QiO break into new verticals like manufacturing, banking, and financial services, all while maintaining the same quality standards.”
Ali Pasha, Delivery Manager, EMEA, memoryBlue
The memoryBlue impact
For QiO, meetings were never the goal. Revenue was.
Every meeting memoryBlue booked was reviewed in a weekly pipeline session, and both teams used those reviews to keep sharpening targeting, personas, and messaging. That discipline has delivered around 16 qualified meetings a month across the data center and industrial manufacturing campaigns.
Those conversations have built more than $8M in pipeline, and multiple active opportunities trace straight back to a first conversation memoryBlue secured.
“The leading indicator is getting high-quality meetings, and we review that every single week. The ultimate measure is whether those meetings become revenue, and we’re now working on multiple opportunities that came directly from memoryBlue securing the first conversation.”
Gary Bourton, CEO, QiO Technologies
By the Numbers
| $8M+ | of pipeline generated |
| 107+ | meetings delivered |
| 90% | of outbound business development managed by memoryBlue |
| 3 | new industries entered |
| EMEA | expansion from an initial UK program |
Every partnership evolves. Few get tested the way this one did. QiO left, came back, and then grew the team. For Gary Bourton, that decision is the clearest measure of what the partnership delivers.
“The biggest testament is that we went away from memoryBlue, realized we’d got that wrong, came back, and then actually grew the team as well. I don’t think there’s any better endorsement than that.”
Gary Bourton, CEO, QiO Technologies
Still curious? Our customers said it better.
Head to our G2 and Clutch profiles to hear directly from the teams we’ve helped scale.
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