Spirion (formerly Identify Finder) is a leading provider of enterprise data management software, designed to help organizations reduce their sensitive data footprint and proactively minimize risk, cost, and reputational exposure in the face of evolving cyber threats.
The Challenge
Spirion needed to build a lead generation engine from the ground up — including outbound calling capabilities — to bring a new spin on a familiar technology to market. As a missionary sale, this required tailored outreach and tight alignment between outsourced and internal teams.
The Goals
- Generate 8 SALs (Sales Accepted Leads) and 13 SQLs (Sales Qualified Leads) per Account Development Rep (ADR) per month, with a primary focus on SALs
- Use memoryBlue’s account research methodology to ensure high-quality, greenfield marquis account targeting
- Fully align with Spirion’s internal ADR and sales ops teams — including shared analytics, Salesforce workflows, and reporting standards
The Solution
memoryBlue deployed a scalable and fully integrated SDR team built to meet Spirion’s aggressive lead generation and pipeline growth targets.
- Focused on outbound strategy, performance monitoring, and iterative optimization
- Collaborated closely with Spirion’s internal teams to ensure sales operations and reporting were unified and seamless
The Result
- 4× team growth as performance surpassed internal benchmarks
- 100% of SAL target achieved in the early stages of the program
- Over $220,000 in sales pipeline generated in the first phase
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