Riverbed – Outsourced Sales Development Reps (SDR)

Riverbed is the leader in Application Performance Infrastructure, delivering the most complete platform for Location-Independent Computing. With headquarters in San Francisco, California, Riverbed has 78 offices over 40 countries. Their pioneering product SteelHead is now seen as the industry’s #1 WAN optimization solution. The past four years have seen growth from providing a single product to four major product sets.

The Challenge

  • We needed a partner that understood our landscape and had a technology focus 
  • The flexibility and ability to scale up to new geographies and develop programs at EMEA level
  • We needed a company with a proven track record in identifying and contacting new personas within accounts and highlight gaps and opportunities in our current market.
  • The partner needed to be proactive and work closely with our marketing and sales teams to improve performance through true account-based marketing

The Goals

  • Understanding the structure of each target account and identifying new buying centers and contacts (based on a set list of personas) within each of them
  • Needed to collect more intelligence on current customer accounts to understand their IT context and market back to them pertinently.
  • Build awareness within the current accounts around the new products Riverbed offered in addition to their pioneering product SteelHead.
  • Understanding the customer’s pain points and giving them compelling reasons to engage with Riverbed.
  • Support for the account teams to develop their pipeline by identifying new cross-sell opportunities.

The Solution

  • Account mapping and profiling:
    • With Riverbed’s existing accounts new buying centers were identified.
    • Within the buying centers, identified new personas that may react to the new focus product were identified
    • Qualification of the contact’s needs and an understanding of the potential to sell new solutions was gained
  • Identifying up-sell and cross-sell opportunities by working on current accounts the potential and opportunities to sell Riverbed’s products and services were identified.
  • Sales engagement:
    • From the volume of quality contacts generated and having identified the right individual, data was populated showing their level of interest in the new product
    • Identification of qualified leads with a strong interest in the product – these contacts were then passed to Riverbed’s sales team for immediate follow-up
  • Lead nurturing: Long-term opportunities were nurtured by working closely alongside Riverbed’s Sales and Marketing teams

The Result




pipeline generated in the first 6 months



of leads converted into opportunities

Initial 6 Month Project:

  • $2.5m pipeline generated in the first 6 months
  • 75% of leads converted into opportunities

Operatix and their team were instrumental in us securing our initial wins and building a firm foundation for success in EMEA.

Former Vice President

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