Qubole – pipeline acceleration
Qubole, based in Santa Clara, CA, developed the first autonomous big data activation platform — a self-optimizing, self-managing system that learns from user behavior to maximize efficiency. The platform allows data teams to stay focused on business outcomes instead of infrastructure. Qubole was recognized by Inc. 5000 as one of the top 10 IT services companies and a top 5 growth company in the San Jose metro area.
The Challenge
As part of its global growth strategy, Qubole needed a partner that could help scale new business efforts in Europe. With long sales cycles and a complex buying journey, the company sought an agile, experienced team to help break into key Enterprise and Mid-market accounts in EMEA.
This partner would need to:
- Deliver highly qualified sales engagements quickly
- Engage both C-level and technical decision-makers
- Act as an extension of Qubole’s sales organization to accelerate pipeline generation
The Goals
- Build brand awareness and educate the market on Qubole’s solution
- Generate qualified sales engagements in key verticals from a cold start
- Provide real-time feedback on market reception and messaging
- Support marketing by qualifying leads from high-volume demand generation programs
The Solution
memoryBlue deployed an account-based selling approach to strategically penetrate key accounts across EMEA.
- Used a robust account mapping and profiling methodology to identify top-tier prospects and decision-makers
- Designed messaging tailored to each level of influence, from the technical buyer to the C-suite
- Worked in close alignment with Qubole’s internal sales and marketing teams, providing ongoing visibility into activities, results, and buyer feedback
The Result
- 120% of performance targets exceeded
- 3× increase in SDR team size
- Program expanded from EMEA to the US market after 6 months
- Multiple meetings converted into immediate sales opportunities
- Pipeline built and first deals closed in Q2
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