Immersive Labs is a UK-based startup providing cloud-based cybersecurity training through interactive virtual labs. Their platform helps organizations continuously upskill technical teams through real-time, hands-on learning — equipping them to better detect, respond, and defend against evolving threats.
The Challenge
As a fast-growing startup, Immersive Labs needed a partner to help achieve aggressive growth targets by generating high-quality leads across key verticals in the UK. Without the resources to build an internal inside sales team, they required an outsourced solution that could scale quickly and produce results.
Key requirements included:
- Driving pipeline from mid-market and enterprise target accounts
- Focused outreach into MSSPs, government and defense, and law enforcement sectors
- A partner that understood account-based and persona-based selling
- Messaging that resonated at both the C-level and operational levels
The Goals
- Identify and engage high-value opportunities from a cold start
- Execute a multi-touch, multi-channel outreach strategy
- Build brand awareness and educate key personas across target markets
The Solution
memoryBlue used a structured research methodology to identify the most relevant personas across key departments and lines of business.
- Delivered a set monthly number of qualified sales engagements with IT and line-of-business contacts in enterprise and mid-market accounts
- Developed persona-specific messaging to engage both technical stakeholders and senior executives
- Worked closely with the Immersive Labs sales team, providing detailed visibility into outreach performance, prospect feedback, and pipeline impact
The Result
- 140% of performance target achieved during the pilot
- 40% of meetings progressed immediately into the opportunity stage
- Pipeline volume exceeded expectations by 100%
- First closed deal originated directly from a lead generated during the pilot
- The program was doubled in size following early success
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