$30M+ in pipeline generated for Accolite
Professional Services
Turning Deep Expertise Into Pipeline That Doesn’t Depend on Referrals
Industry Expertise & Results
Professional services and consulting firms — systems integrators, MSPs, and IT or business advisory firms — are one of memoryBlue largest and longest-running verticals. Unlike software vendors selling a fixed product, these firms sell expertise, which is exactly why an outsourced SDR motion needs reps who can credibly represent a complex service offering — not just fill a calendar with any meeting that accepts an invite.
The Category Problem
Consulting and services firms grow differently than software companies. Many built their book of business on partner referrals and word of mouth, which works well until it caps growth — referral pipeline is inconsistent and doesn’t scale on a predictable schedule. Three patterns come up repeatedly in professional services discovery conversations:
A firm has the internal resources to deliver the work, but not to run a structured, always-on pipeline generation motion across every region it sells into.
Leads that do come in from marketing lack context by the time they reach a seller — no visibility into origin, no record of what messaging a prospect already saw, which erodes trust between sales and marketing.
Leadership is skeptical that any outsourced team can get credible enough on the firm’s specific service offering — whether that’s BPM software, case-management systems, or niche cloud migration work — to have a real conversation with a technical or C-level buyer.
How memoryBlue Helps
- Reps get fluent in the offering.Programs are built to represent depth, not a script. Booz Allen Hamilton ran a multi-year, multi-FTE engagement where reps engaged VP- and C-level buyers across Procurement, InfoSec, Program Management, and Engineering — a sign of real subject fluency, not generic outreach.
- Pipeline that doesn’t rely on referralsAccolite needed prospects educated on an unfamiliar category before they’d take a meeting. memoryBlue built buyer education into the outreach itself, generating $30M+ in pipeline opportunities across EMEA and North America.
- Reporting sales and marketing both trustMetastorm needed full visibility into a lead’s journey after marketing handed it to sales. memoryBlue program was built on Salesforce with real-time reporting across the full funnel — origin, messaging touched, and current status, all visible.
- Proof against the build-it-internally testMicroPact wanted to test whether an outsourced team could actually outperform an internal one on a highly technical, government-specific product. It could: cost per first meeting dropped to 30–50% of the internal-team cost, with the flexibility to scale the team up or down on demand.
- A long runway, not a one-off campaignSlipstream IT has run a continuous program with memoryBlue for more than two years, growing to 5 FTEs — and has hired multiple memoryBlue reps directly onto its own team along the way.
Our clients expect big results...
and we deliver.
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”
Key Priorities
What Prospects Are Actually Asking For
Across professional services discovery conversations, the language used tends to center on accountability and fit: whether a current pipeline leans too heavily on referrals and partner introductions, whether marketing-sourced leads arrive at sales with enough context to be useful, and whether an outsourced team can credibly discuss a service offering that’s more nuanced than a product datasheet. "Qualified meetings," "pipeline generation," and "hired the rep directly" are recurring outcomes — firms in this vertical are as interested in memoryBlue recruiting bench as they are in the pipeline itself.
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 boutique consulting firms, or only large integrators and MSPs?
Both. memoryBlue has run programs for large, established firms like Booz Allen Hamilton and MicroPact, and for smaller, regional consultancies like 1Rivet and Biarca building a pipeline function from scratch. Programs are scoped to the firm’s size and sales motion, not a single fixed model.
Our growth has always come from referrals and partner introductions — can memoryBlue actually add a net-new pipeline on top of that?
Yes. That’s the specific gap most professional services firms bring to memoryBlue: referral pipeline is real but inconsistent, and doesn’t scale on a predictable schedule. Programs are built to generate a net-new, outbound-sourced pipeline alongside — not in place of — a referral-driven motion.
Can an outsourced SDR really represent our specific service offering credibly, or will conversations feel generic?
This is the most common concern professional services firms raise, and it’s why programs like Booz Allen Hamilton and Biarca are built around getting reps genuinely fluent in a firm’s offering — not a generic script — before outreach starts. Reps engage the same VP- and C-level personas (Procurement, InfoSec, Engineering, IT leadership) that a firm’s own consultants would.
Can memoryBlue run alongside our partners or rainmakers who already sell directly?
Yes. Most professional services engagements run alongside an existing partner-led or principal-led sales motion, rather than replacing it — memoryBlue SDRs generate and qualify the pipeline that then gets handed to a firm’s own partners, consultants, or account executives to close.
Does memoryBlue understand public-sector-focused professional services firms specifically?
Yes. MicroPact and Booz Allen Hamilton are both public-sector-facing engagements, with outreach built around government buying cycles, agency-specific personas, and procurement processes — distinct from a purely commercial sales motion.
Can we eventually hire the SDRs who worked on our program directly onto our own team?
Yes — this happens often in this vertical specifically. Slipstream IT and NeoSystems have both hired memoryBlue reps directly onto their internal teams after seeing them work the account, rather than treating the engagement as purely outsourced long-term.
Get in touch
Let’s build your pipeline
Tell us about your goals. We’ll come back with a clear picture of how memoryBlue can help — no pressure, no boilerplate pitch.