A well-established endpoint security company with European headquarters and global reach partnered with memoryBlue to grow its UK presence and accelerate pipeline through its channel partners.
The Challenge
With a 100% channel-led go-to-market model, the vendor needed to ramp up UK pipeline generation through effective partner engagement and field activation.
Key challenges included:
- A need to boost brand awareness in the UK, where presence was less established than in the vendor’s home region
- Generating net-new sales conversations from a cold start
- Activating deals through channel partners by initiating high-quality conversations with end-users
- Targeting SMEs and mid-sized companies (200–5000 employees) across key verticals
The Goals
- Deliver a set number of qualified sales engagements per month
- Drive pipeline growth through outreach and support of channel partner execution
- Help sales and marketing prove ROI on top-of-funnel activities
- Introduce a disruptive solution to net-new audiences
The Solution
memoryBlue deployed an account-based selling approach across the UK and Ireland, supported by detailed account mapping and profiling.
- Identified key decision-makers within priority target accounts
- Delivered qualified meetings with senior IT leaders in relevant verticals
- Passed all opportunities to the field sales team, who engaged channel partners to progress deals
- Worked directly in the client’s CRM system, ensuring full visibility for sales and marketing into all outreach activity and results
The Result
- 84% of sales-accepted engagements progressed to next steps
- A 6-figure pipeline was generated within a short time frame
- Meeting quality and sit rate exceeded expectations
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