Elastic is a fast-expanding open-source technology company headquartered in Los Altos, California. The company is rapidly becoming the world’s most popular open-source search solution, embedded in mission-critical applications.
The Challenge
Elastic was growing quickly and needed to decide whether to build an internal SDR (Sales Development Representative) team or outsource to specialists. With customers spread across both North America and Europe, Elastic required a partner that could scale across regions, grasp complex technical products, and act as a true extension of their inside sales function.
The company was also handling a high volume of inbound leads — a common trait for open-source businesses — but many of those interactions did not reflect real purchase intent. Elastic needed a team that could qualify effectively and prioritize true sales opportunities.
The Goals
- Deliver immediate results and improve inbound lead conversion
- Provide inbound response management that works consistently across regions, cultures, and languages
- Understand technical and business context, value, and decision-making process for each opportunity
- Support a growing sales organization with a rising volume of qualified pipeline
The Solution
Inbound response management
memoryBlue qualified inbound inquiries from software downloads, whitepapers, webinars, and more — filtering out noise and identifying genuine prospects.
Decision-maker identification
SDRs identified key stakeholders in each qualified account and gathered relevant business intelligence.
Prospect communication and enablement
memoryBlue communicated Elastic’s business and technical value to buyers, shared tailored collateral, and guided prospects toward the right internal contacts and resources.
Sales process handoff and nurturing
SDRs facilitated smooth handoffs to the sales team and nurtured longer-term prospects in coordination with Elastic’s marketing group through a multi-touch strategy.
The Result
- 280 Sales Qualified Leads (SQLs) identified in just 5 months
- 62% of SQLs progressed into full sales cycles
- $2.5M+ in qualified pipeline created within 5 months
- $200K+ in closed revenue delivered within 4 months — from a cold start
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