Case Study: Eloqua Builds a Record-Setting Inside Sales Team with memoryBlue

memoryBlue Helps Eloqua Build Record-Setting Inside Sales Team

Eloqua, the marketing automation and revenue performance management company, wanted to quickly expand its inside sales footprint beyond Toronto into Vienna, Virginia, while also targeting new markets like financial services and healthcare. To do that, it needed to build a high-performing sales team fast, with reps who had strong solution-selling skills and could work new, latent-demand opportunities.

memoryBlue helped Eloqua recruit and develop the right inside sales talent, placing several early-career sales professionals who were trained to fit Eloqua’s process and culture. The results were strong: hires like Jonathan Parrott consistently beat quota, Mike Daversa closed a deal in his first 30 days and later won a $93,000 deal plus a $20,000 upsell, and Eduardo Maglaya regularly exceeded performance goals. With memoryBlue’s help, Eloqua’s Vienna team began outperforming its Toronto team, and the relationship became a key part of Eloqua’s plan to scale from seven sales reps to as many as 20.

Eloqua

Shawn Cook

Senior Director, North American SMB Sales