988 SQLs at an 8.8/10 lead score over 20 months for Motorola Solutions
Networking & Communications
Why Networking & Communications Companies Keep Coming Back to memoryBlue
Industry Expertise & Results
Networking, telecom, and communications is one of the few memoryBlue verticals where clients routinely come back for a second, third, or ongoing engagement rather than a single campaign. Graphiant is a multiple-time customer; Apcela has now worked with memoryBlue three separate times. Programs in this vertical are built for highly technical infrastructure buyers — Network Engineering VPs, CTOs, IT Directors — and, in mission-critical communications, for public safety buyers navigating long, scrutinized procurement cycles.
The Category Problem
Networking and communications vendors run into a specific set of challenges, confirmed across memoryBlue own engagements in this vertical:
Mission-critical and public safety sales carry their own procurement gravity. Motorola Solutions own challenge was blunt: selling into the public sector means complex procurement, tightly scrutinized budgets, and sales cycles stretching months to years.
The buyer is deeply technical and can spot a generic pitch immediately. Telstra program had to reach VPs of Network Engineering, CTOs, and IT Directors; Federated Wireless needed CTOs and Directors of IT Infrastructure specifically.
Not every engagement starts from zero. Fuze came to memoryBlue with an existing pool of inbound leads that needed qualifying, not another outbound engine layered on top.
How memoryBlue Helps
- Built for public safety procurement specificallyMotorola Solutions mission-critical communications program generated 1,339 lifetime outbound SQLs at a 9.1/10 lead score across 5 dedicated SDRs, securing key meetings with the Boulder County Sheriff’s Office, Grover Beach PD, New Bedford PD, and Concordia University.
- Long-running programs that keep performingBlackBerry AtHoc emergency notification systems program has run for 8+ months and counting, generating 500 lifetime occurred meetings at a 9.25/10 lead score — among the highest in memoryBlue portfolio.
- Technical fluency for technical buyersTelstra program generated 11–14 net-new occurred leads per SDR per month at an 8.78/10 lead score, reaching VPs of Network Engineering and CTOs directly — not a generic IT list.
- Rebuilding an underperforming motion, not just adding to itFederated Wireless needed its outbound engine rebuilt essentially from scratch. In 6 months, the rebuilt program produced 10–12 qualified meetings per month and $18M in workable pipeline.
- Clients who keep choosing to come backGraphiant, Apcela, and Nile have each returned to memoryBlue for repeat engagements — Apcela three times — a pattern this vertical shows more than almost any other.
Case Studies
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memoryBlue is a Leader in both G2 Lead Generation Service Providers and Outsourced Sales Providers reports, based on verified customer reviews — several of them repeat clients themselves:
Gary Bourton
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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
Networking and communications prospects tend to ask about technical credibility first — whether reps can hold a real conversation with a Network Engineering VP or CTO instead of reciting a feature list — and, for public safety and mission-critical vendors specifically, how memoryBlue handles the long, scrutinized procurement cycles that come with selling to police departments, municipalities, and government buyers. Whether an engagement can flex into re-engagement after the initial program — rather than ending at a fixed contract term — comes up more here than in most other verticals.
FAQs
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Can memoryBlue reps actually hold a technical conversation with a Network Engineering VP or CTO?
Yes. Telstra program was built specifically to reach VPs of Network Engineering, CTOs, and IT Directors, and Federated Wireless reached CTOs and Directors of IT Infrastructure directly — reps are trained on the technical substance before outreach starts, not handed a generic script.
How does memoryBlue handle the long, scrutinized procurement cycles of selling mission-critical or public safety communications?
Motorola Solutions engagement was built around exactly that reality — complex procurement, tight budgets, and sales cycles stretching months to years — generating 1,339 lifetime outbound SQLs and securing meetings with police departments and municipalities directly.
We already have inbound leads piling up — can memoryBlue qualify those instead of just adding more outbound?
Yes. Fuze came to memoryBlue with an existing pool of inbound leads needing qualification, and the program was built around that specific need rather than layering net-new outbound on top.
Does memoryBlue only work with global telecom carriers, or also smaller networking and communications vendors?
Both. memoryBlue programs span global carriers like Telstra and AT&T alongside smaller, specialized vendors like Federated Wireless and Allied Telecom Group.
Can we hire memoryBlue SDRs directly onto our own team once a program proves out?
Yes — Dialpad hired 3 SDRs directly onto its own team, and Evolve IP has done the same after working with memoryBlue for more than a year.
If our first engagement goes well, can we come back to memoryBlue for a second or third program later?
Yes — this happens more in networking and communications than almost any other vertical. Graphiant is a multiple-time customer, and Apcela has now worked with memoryBlue three separate times.
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