Case Study: Riverbed generates $2.5M pipeline with Operatix outsourced SDR support

Riverbed generates $2.5M pipeline in 6 months with Operatix

Riverbed, a leader in application performance infrastructure, faced the challenge of scaling its sales development efforts across new EMEA geographies. They needed a technology-focused partner with a proven track record to identify new buying centers and personas within key accounts, work closely with their marketing and sales teams, and improve performance through true account-based marketing. They chose Operatix to provide outsourced Sales Development Reps (SDRs).

Operatix implemented a solution involving account mapping to identify new buying centers and cross-sell opportunities, followed by targeted sales engagement to generate qualified leads. The results were significant, with Operatix helping to generate a $2.5 million pipeline in the first six months and achieving a 75% lead-to-opportunity conversion rate. This foundational success in EMEA was instrumental for Riverbed.

Riverbed