80% penetration rate across 60 enterprise target accounts for Adobe
GTM Tech
Selling GTM, RevOps & Sales Tech to Buyers Who Already Do This For a Living
Industry Expertise & Results
GTM, RevOps, sales engagement, and marketing technology companies sell to sales and marketing leaders themselves — buyers who read a cold email or a discovery call as a live demo of whether the product actually works. memoryBlue builds outbound programs for this category held to that higher bar, reaching VP- and C-level Sales, Marketing, and RevOps buyers with the same rigor those buyers would expect from their own teams.
The Category Problem
GTM and sales tech vendors face a version of the credibility problem no other vertical deals with quite the same way:
The buyer is the expert. Gainsight evaluated memoryBlue specifically on whether an external partner could match internal standards on quality — not just volume — because their own team already knew exactly what good sales execution looks like.
Even a strong internal team can struggle to land the message at the top. Adobe internal business development team understood the product deeply but sometimes struggled to adapt messaging for C-level demand creation.
Growth can’t wait for a slow build. Eloqua needed a new sales team built in Vienna, VA in record time ahead of its IPO; Salsa Labs needed to scale quickly after a VC round without fully outsourcing or fully building internally.
How memoryBlue Helps
- Held to an internal-team standard, not a vendor standardGainsight US program generated 530 sales meetings since launch (58 per month) with a Net Promoter Score of 10 and $500K+ in closed-won deals; the EMEA expansion added 103 meetings at 170% quota attainment. As VP Marketing Craig Downing put it, memoryBlue is treated as an extension of Gainsight own team, not a vendor handed a task and left alone.
- C-level messaging that actually landsAdobe needed help landing C-level demand creation its own inside team struggled with. memoryBlue identified 60 target accounts over a 6-month program and achieved an 80% penetration rate with enterprise targets.
- Built fast enough to hit a real deadlineEloqua needed an elite Vienna, VA team built fast ahead of its IPO. Four memoryBlue alumni were hired directly onto Eloqua sales team, and the Vienna office grew from 7 reps to a planned 16–20 following the IPO.
- A real middle path between build and buySalsa Labs needed to scale after a VC round without going fully outsourced or fully internal. memoryBlue increased bookings per rep by 48% year-over-year and cut ramp-to-close time in half versus prior new hires — in VP Marketing Christine Schaefer’s words, it felt very different from outsourcing.
- Proof the numbers hold up under scrutinyPaxata needed urgency and category education to move Fortune 500 accounts. The program generated $10M in pipeline within 6 months at a 26× ROI, exceeding targets in 16 of 18 months.
Our clients expect big results...
and we deliver.
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”
Key Priorities
What Prospects Are Actually Asking For
GTM and sales tech buyers tend to ask a sharper version of the usual questions, because they already know what good outbound looks like: whether memoryBlue own outreach quality would pass their own internal bar, whether reps can actually reach VP- and C-level Sales, Marketing, and RevOps buyers rather than individual contributors, and whether the reported numbers — lead score, quota attainment, pipeline — hold up under the kind of scrutiny a RevOps buyer applies for a living.
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.
We build sales and marketing technology ourselves — won’t our buyers see through a generic outsourced SDR pitch immediately?
That’s exactly the standard Gainsight held memoryBlue to — evaluating quality, not just volume, because their own team already knew what good execution looks like. Programs in this vertical are built and reported on with that scrutiny in mind, including lead score, quota attainment, and pipeline detail a RevOps buyer would expect to see.
Can memoryBlue reach VP- and C-level Sales, Marketing, and RevOps buyers, not just individual contributors?
Yes. Adobe program was built specifically to solve C-level demand creation its own inside team struggled with, achieving an 80% penetration rate across 60 enterprise target accounts.
We’re deciding between building an internal team and outsourcing — can memoryBlue help us test that without a big commitment?
Yes — this is close to what Salsa Labs needed after a funding round: not ready to build internally, not wanting to fully outsource either. The engagement was flexible enough that, in the client’s own words, it felt very different from outsourcing.
Does memoryBlue work with GTM tech companies preparing for an IPO or scaling fast after a funding round?
Yes. Eloqua built a new sales team in record time ahead of its IPO, growing its Vienna, VA office from 7 reps to a planned 16–20 in the process.
Can we hire memoryBlue SDRs directly onto our own team once a program proves out?
Yes — Eloqua hired four memoryBlue alumni directly onto its sales team, and Salsa Labs and Genesys have each hired reps onto their own teams as programs matured.
Does memoryBlue only work with large, established sales tech platforms, or also earlier-stage GTM companies?
Both. memoryBlue has run enterprise-scale programs for companies like Adobe and Genesys, and has also built pipeline from a standing start for earlier-stage or newly-funded companies like Paxata and Salsa Labs.
Get in touch
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