CloudBlue doubles conversion rates with memoryBlue
An independent Ingram Micro business, CloudBlue enables vendors to seamlessly automate and aggregate their services through a global cloud commerce platform powered by Microsoft Azure. The carrier-grade platform helps telecommunications companies, managed service providers, and technology distributors accelerate time to market by automating monetization processes. With over 80,000 global resellers and more than 30 million enterprise cloud subscriptions under management, CloudBlue is redefining scale and automation in the cloud ecosystem.
The Challenge
CloudBlue’s pipeline generation efforts heavily relied on internal sales and personal networks — making scale difficult and demand inconsistent. Engagements were slowing down across key global regions, including EMEA, LATAM, and North America.
Internally deployed SDR efforts hadn’t produced the expected results, and the company faced mounting pressure to:
- Reignite new account activity
- Increase qualified engagements
- Accelerate the entire sales cycle, from lead qualification to deal close
The Goals
- Ramp up demand generation within CloudBlue’s ICP across key regions
- Secure a fixed number of qualified sales engagements
- Support both inbound and outbound efforts
- Improve conversion rates from MQL to SQL across programs
The Solution
memoryBlue deployed a team of expert SDRs who used a structured, account-based approach to penetrate strategic accounts and drive opportunity creation across North America, LATAM, and multiple EMEA regions — including Germany, France, Italy, Spain, Benelux, the Nordics, and the Middle East.
- memoryBlue applied a proven methodology for target account mapping and profiling — ensuring decision-makers were consistently reached
- Messaging was personalized to each persona and tailored to industry context, helping influence buying behavior
- A deep-dive follow-up process was used to qualify inbound leads and maximize engagement potential
- SDRs functioned as a seamless extension of CloudBlue’s internal sales and marketing teams, providing full transparency and regular performance updates
The Result
- 3× increase in SDR headcount since the program launched
- 5× performance vs. initial expectations
- 2× increase in MQL-to-SQL conversion rate
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