Quantum is a leading provider of scale-out storage, archive, and data protection solutions. The company focuses on delivering industry-leading technologies for safeguarding and preserving data across physical, virtual, and cloud environments.
The Challenge
Quantum needed a partner with a deep understanding of the storage and backup space — one with the flexibility to scale across new geographies and develop strategic programs at the EMEA level. The ideal partner would be proactive, technologically fluent, and operate with a delivery model based on generating pipeline and revenue.
memoryBlue also needed to work directly within Quantum’s CRM and support the qualification of both aged inbound leads and new ones, helping the sales team prioritize quickly and efficiently.
The Goals
- Respond promptly to inbound leads generated by Quantum’s marketing activities
- Qualify both new and previously aged leads that had accumulated over time
- Identify the right decision-makers behind each inquiry — as many leads did not originate from the true buyer
- Drive attendance to relevant industry events
- Maintain and nurture relationships with current customers to support upsell, cross-sell, renewal, and retention
- Raise overall awareness of Quantum’s full product portfolio
The Solution
- memoryBlue managed inbound lead qualification for both historic and new marketing-sourced leads
- Identified key decision-makers and influencers from inbound inquiries, focusing on ‘C’-level and technical leadership
- Deployed a multi-touch nurturing approach across the full sales cycle for event-generated leads
- Provided ongoing SDR support and follow-up across regions
- Surfaced cross-sell and upsell opportunities inside current accounts to expand customer value
The Result
- $2.8 million in pipeline generated in the first 2 months
- $180,000 in closed revenue within 6 months (average sales cycle: 6–12 months)
- $43,000 average deal value
- 30% of inbound leads were not from decision-makers — memoryBlue researched and qualified the correct contacts to convert opportunities
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