Riverbed is the leader in Application Performance Infrastructure, delivering a comprehensive platform for location-independent computing. Headquartered in San Francisco, California, Riverbed operates 78 offices across 40 countries. Their flagship product, SteelHead, is recognized as the #1 WAN optimization solution in the industry. Over the past four years, the company expanded from offering a single product to a portfolio spanning four major product categories.
The Challenge
Riverbed needed a partner with a deep understanding of the technology landscape — one that could scale across EMEA and help develop programs tailored to new geographies. The company sought a sales development team with a proven track record in identifying and reaching new personas, surfacing hidden opportunities within their existing account base.
To drive performance, Riverbed required a proactive partner who could work in close alignment with both sales and marketing, enabling true account-based marketing efforts.
The Goals
- Map the structure of each target account and identify new buying centers based on Riverbed’s target personas
- Gather more contextual intelligence on existing customers to tailor messaging and outreach
- Build awareness around Riverbed’s expanding product suite beyond SteelHead
- Uncover customer pain points and present compelling value propositions to engage with new and existing decision-makers
- Support account teams by identifying cross-sell and up-sell opportunities to grow existing account value
The Solution
Account Mapping & Profiling
memoryBlue identified new buying centers within Riverbed’s existing accounts and uncovered previously untapped personas. SDRs gathered insights into each contact’s needs and evaluated the potential for introducing new solutions.
Sales Engagement
Using high-quality contact data, memoryBlue drove conversations with key stakeholders and qualified interest levels in Riverbed’s newer products. Sales-ready leads were passed directly to the Riverbed team for immediate follow-up.
Lead Nurturing
Longer-term opportunities were nurtured in collaboration with Riverbed’s internal sales and marketing teams — creating continuity and helping build trust across cycles.
The Result
- $2.5 million in pipeline generated within the first 6 months
- 75% of leads converted into qualified opportunities
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