Eseye is a global leader in machine-to-machine (M2M) cellular connectivity for the Internet of Things (IoT). As an AWS Advanced Technology Partner with an IoT Competency, Eseye simplifies global device deployment, enabling enterprises to capitalize on over-the-air IoT for cost savings, efficiency, data insight, and product innovation. The company is recognized in the Gartner Magic Quadrant for M2M managed services.
The Challenge
To accelerate expansion across EMEA — including the UK, Nordics, Benelux, and South Africa — Eseye needed a trusted partner to:
- Penetrate large enterprise accounts from a cold start
- Identify and engage senior stakeholders in Innovation, IoT, and Connectivity roles
- Convey a forward-thinking, technical solution in a way that demonstrated real business value
- Qualify inbound leads efficiently while managing full-cycle outbound prospecting
- Avoid delays in hiring, training, and managing an internal SDR team
The Goals
- Deliver a consistent number of highly qualified sales engagements in key verticals
- Generate new pipeline and prove ROI from outreach activities
- Convert inbound leads into sales-qualified opportunities
- Establish Eseye as a strategic partner for innovative IoT initiatives
The Solution
memoryBlue deployed a tailored, account-based sales development program to drive targeted engagement across EMEA.
- Used structured account mapping to identify key decision-makers and influencers
- Designed tailored messaging for technical and executive personas
- Executed outbound and inbound qualification using a multi-touch, consultative process
- Delivered regular reporting and insights to Eseye’s sales and marketing team to ensure visibility, alignment, and campaign agility
The Result
- 120% of target achieved in the first 6 months
- 14 pipeline opportunities created from direct sales engagement
- $5 million MRR in pipeline generated within 6 months
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