Qualpay drives growth with targeted, proactive outbound sales with memoryBlue

Qualpay, a leading payment processing platform, partnered with memoryBlue to build a targeted outbound sales motion focused specifically on fuel and propane delivery companies in the energy industry.

After partnering with the National Propane Gas Association (NPGA), Qualpay aimed to enhance their communication efforts beyond traditional outreach methods. This strategy was designed to support their business growth. By utilizing memoryBlue’s proactive and specialized outbound approach, Qualpay quickly saw a significant impact on their business, becoming their primary source of new clients by the fourth quarter of 2024.

Their challenge

The payments industry is crowded, with numerous competitors vying for attention from hard-to-reach, relationship-driven decision-makers—often in multi-generational, family-owned businesses. Qualpay initially struggled to maintain a steady lead flow outside their core trade-show season. Their previous attempt at outsourcing sales development with a competitor resulted in frustration.

As Elisabetta Cattaneo, VP of Marketing at Qualpay, shared, “We knew the outsourced SDR model could work, but we initially picked a competitor mainly due to budget constraints. However, meetings booked weren’t truly qualified, wasting our sales team’s time. We needed a partner who understood our market and could consistently deliver quality leads.”

The memoryBlue partnership

Since October 2022, memoryBlue has served as Qualpay’s dedicated outbound sales partner, executing a data-driven, highly targeted campaign. The strategy centered around booking meetings specifically aimed at encouraging prospects to submit their statements for a free rate analysis—critical for Qualpay, as 70% of these analyses convert into closed deals.

According to Nick Nottleman, Senior Sales Engineer at Qualpay, “memoryBlue understood that our sales team needed highly qualified meetings, not just numbers. Our dedicated SDR, Nick, became a true extension of our team—he proactively qualified leads, handled objections skillfully, and dramatically improved our sales productivity.”

Key components of memoryBlue’s successful approach included:

• Precision targeting: Outreach specifically tailored to fuel and propane delivery companies.
• Proactive qualification: SDRs managed objections effectively, greatly reducing no-shows and unqualified leads.
• Continuous feedback loops: Regular communication ensured rapid adjustments to market feedback, optimizing messaging and improving results over time.
• Pilot outreach in waste management: Demonstrated promising future expansion opportunities.

Results

• Rapid initial impact, with 21 qualified meetings booked in the first month after onboarding
• memoryBlue became Qualpay’s leading source of closed deals by Q4 2024, surpassing other lead sources such as industry influencers, trade shows, memberships, and software partnerships
• Generated a robust pipeline valued at $244M, resulting in $115M closed revenue since engagement began
• Achieved a lead score average of 3 out of 10, reflecting consistently high-quality meetings

As Elisabetta highlighted, “The transition to memoryBlue quickly resolved our previous challenges. We weren’t jus

Why the partnership works

Qualpay’s success resulted from:

• Superior execution: memoryBlue outperformed competitors by proactively qualifying and delivering precisely targeted leads and obtaining 25% statements on those leads.
• Market expertise: Deep understanding of the energy industry allowed memoryBlue’s SDRs to resonate with decision-makers, navigating nuanced, industry-specific conversations.
• Strong integration and onboarding: memoryBlue’s onboarding process quickly brought SDRs up to speed, incorporating continuous, collaborative adjustments based on real-time market feedback.

Nick summed it up: “memoryBlue didn’t just book meetings—they opened the right doors, helped us have the right conversations, and enabled our sales team to focus exclusively on qualified opportunities. This significantly changed the way we do business.”

What’s next?

Qualpay is actively scaling its partnership with memoryBlue, planning to replicate this proven outbound sales success in new verticals, starting with waste management. This proactive, targeted approach continues to serve as a cornerstone for Qualpay’s continued revenue growth and market expansion.