$2.25M in pipeline generated in 3 months for Trend Micro
Cybersecurity
How Cybersecurity Vendors Turn Buying Signal Into Pipeline
Industry Expertise & Results
Cybersecurity is memoryBlue largest vertical by volume. Security buyers are also the most technical and most-pitched-to audience in B2B tech, which is why memoryBlue builds cybersecurity programs around committee-level stakeholder mapping (CISO, DevSecOps, IT leadership) rather than a single generic outreach sequence.
The Category Problem
Security buyers have heard every pitch already. The objections cybersecurity prospects raise most are not about price first — they are about whether to build a team internally at all, and whether an AI SDR tool could do the job instead. The language prospects use themselves, pulled directly from discovery calls and inbound submissions, includes:
"Lack of scalable outbound limits growth velocity and delaying action risks missing this year’s revenue targets."
"We’re evaluating whether to build this internally or bring in an outside team that already knows this space."
"Looking for a partner who can run outbound to Fortune 2000 security buyers — not just book any meeting."
How memoryBlue Helps
- Speed to pipelinePrograms are staffed and trained against a security ICP from day one, not hired and ramped from zero — RiskIQ closed its first deal within one month of launch.
- Stakeholder mapping built inSecurity deals get sold to committees. Outreach is mapped to CISO, DevSecOps Manager, and IT Program Manager personas in parallel, the way memoryBlue Palo Alto Networks Federal program targeted CIO, DevSecOps, and CISO buyers across NASA, DOE, FAA, and DHS simultaneously.
- SDR and BDR in parallelBoth motions run together where the deal calls for it — inbound qualification and named-account outbound — the way Venafi European relaunch used both from day one.
- A hiring bench, not just a pipelinememoryBlue also recruits and places cybersecurity sales talent directly. Darktrace used memoryBlue as its exclusive hiring partner for three years, placing 216 sales professionals.
- Low-risk commitmentClients are not locked in permanently — SDRs working a program can be hired directly onto the client’s own team, as happened at Doppler and BAI.
Cybersecurity Companies memoryBlue has helped grow and scale
memoryBlue is a Leader in both G2 Lead Generation Service Providers and Outsourced Sales Providers reports, based on verified customer reviews.
Gary Bourton
CEO
QiO Technologies
“Amazing Day-to-Day Team Support”
Manjit Dhillon
European SDR/Inside Sales Leader
Vertex Inc.
“Great Comms and Very Proactive to Work With”
Claire Spahr
Senior Manager, Product Marketing
PDI Technologies
“Outstanding Communication and Client Responsiveness”
Jess DiBella
Commercial Account Manager
MarketCast
“They’re Always Thinking Outside the Box”
Brandon Howard
Sr. Global License Compliance Representative
Autodesk
“Highly Skilled Team, Immediate Revenue Impact”
Mark Jones
VP of Market Growth, North American Emerging Markets
Actionstep
“Great Team — Adept at Quick Ramp”
Ed Derse, Sr.
Sales Manager & Consultant
Kairos Data Communication
“memoryBlue Delivered!”
Scott Gainey
CMO
Nile
“Excellent 1 Year+ memoryBlue Experience”
Todd While
VP, Sales & Business Development
Apcela
“Third Time Is a Charm… Again!”
Matt Kreig
Graphiant
“Multiple Time Customer”
FAQs
We’re an open book
Thinking about outsourcing your team?
Here's what you need to know.
Here's what you need to know.
Does memoryBlue work with early-stage cybersecurity startups, or only established vendors?
Both. memoryBlue has built lead-gen engines from zero for early-stage security vendors like Spirion and Cyber adAPT, and has run long-term programs for established, post-IPO companies like Darktrace and Trend Micro. Programs are scoped to company stage — a cold-start pilot looks different from a multi-region enterprise campaign.
What’s the difference between an SDR and a BDR at memoryBlue?
Both terms show up depending on a client’s own vocabulary and motion. SDRs typically qualify inbound and marketing-sourced leads; BDRs typically run outbound prospecting into net-new accounts. Cybersecurity programs often run both in parallel, since security buyers arrive through both inbound research and targeted outbound account plans.
How fast can a cybersecurity SDR program actually launch?
RiskIQ closed its first deal within one month of program launch. Becrypt closed its first U.S. deal within 90 days. Most cybersecurity programs start as a pilot with defined targets before scaling headcount or adding new geographies.
Can memoryBlue run programs across EMEA and other international markets?
Yes. Current and past cybersecurity programs have covered the UK, DACH, Nordics, Benelux, France, and the Middle East, run by a global team working in 30+ languages. Fidelis, HyTrust, and Venafi are examples of multi-region European programs.
Does memoryBlue only book meetings, or does it also help hire an in-house security sales team?
Both. memoryBlue runs outsourced SDR/BDR pipeline programs and a separate recruiting practice. Darktrace used memoryBlue as an exclusive hiring partner, placing 216 sales professionals over three years, and SDRs have been hired directly onto client teams, including at Doppler and BAI.
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