Trend Micro is a global leader in cloud security, developing content security and threat management solutions that protect digital information across businesses and consumers. With more than 25 years of innovation, Trend Micro is recognized as a market leader in server security — delivering top-ranked client, server, and cloud-based protection across physical, virtual, and cloud environments.
The Challenge
Trend Micro had previously worked with generic appointment-setting agencies that failed to deliver results or maintain accountability. They needed a more strategic partner — one that could rebuild trust between sales and marketing, deliver real business value, and go beyond scheduling meetings to create qualified pipeline and revenue.
The right partner had to:
- Work flexibly as an extension of the Trend Micro sales team
- Align on objectives and responsibilities
- Bring proactive recommendations to improve performance
- Understand IT security sales
- Deliver clear, measurable ROI
The Goals
- Support a major account team of 7 enterprise reps — most new to the organization
- Generate awareness of Trend Micro’s cloud and virtualization solutions (Deep Discovery / Deep Security)
- Map each target account and identify decision-makers and pain points
- Drive fast results and build momentum through tailored value-based outreach
The Solution
Decision-maker identification
memoryBlue identified the right C-level stakeholders within each target enterprise — across both business (LOB) and IT functions.
Account mapping and profiling
The team researched and documented org structures and technical/business context across business units.
Sales engagement
memoryBlue SDRs tailored messaging using a solution-selling approach, engaged decision-makers, and nurtured both short-term and longer-cycle opportunities alongside Trend Micro’s internal teams.
C-level meeting execution
SDRs scheduled and coordinated face-to-face executive meetings — including objectives, agendas, and all logistics.
The Result
- 9 deals in active forecast within first 3 months
- 16 longer-term opportunities identified for nurture
- $2.25 million in sales pipeline generated
The campaign focused on FTSE 250 enterprise targets and achieved rapid traction — building forecastable pipeline and high-level executive engagement.
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