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Client
The Leela Hotels
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Service
Account Based Marketing
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Industry
Luxury Hospitality
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Company Size
5,000+
The client
India’s most celebrated address in luxury hospitality — a brand that has long defined how the country’s elite travel, gather, and celebrate — stands at the intersection of heritage grandeur and modern corporate demand. With landmark properties in Udaipur, Jaipur, Delhi, Bengaluru, and Chennai, and a philosophy that treats every touchpoint as an opportunity for artistry, this storied hotel group commands unrivalled prestige in the five-star segment. As corporate event spending surged post-pandemic, the brand set its sights on a more aggressive, global B2B account acquisition strategy to match the scale of its hospitality ambitions.
The problem
Despite commanding brand equity that needs no introduction, the hotel group’s B2B corporate sales engine was underperforming its potential — constrained by a prospecting model that was manual, reactive, and insufficiently targeted for high-value enterprise accounts. Senior decision-makers at large corporations — the very people with authority to commit annual group bookings, curate executive retreats, or anchor a flagship partner event — were not being reached with the precision or context that earns a response from a CXO inbox.
- No Signal-Led Prospecting Engine for Corporate Event Accounts — The sales team had no mechanism to identify accounts at their moment of need — companies announcing major partnerships, leadership milestones, or global expansion events creating natural demand for premium venue experiences across India. Outreach was calendar-driven rather than context-driven, and high-intent windows were consistently missed.
- Generic Outreach Failing to Resonate with Corporate C-Suite Decision-Makers — Templated emails and cold outreach lacked the business context required to earn attention from senior stakeholders at large Indian and global corporations. Marketing Heads and CEOs expected relevance — a message speaking to their current business reality — and generic hospitality pitches were routinely ignored.
- No Coordinated Multi-Channel Engagement Cadence for Key Accounts — Email and LinkedIn were being used in isolation with no structured follow-up rhythm. Without a sequenced, multi-touch cadence, leads went cold between contacts and the sales team had no visibility into which touchpoints were generating engagement with corporate decision-makers.
OUR SOLUTION
Worxwide deployed a full-funnel AI-led ABM programme replacing gut-feel prospecting with signal intelligence — identifying the precise moment when a target enterprise was most likely to need a premium venue or corporate hospitality experience. Deep account research mapped intent signals, whitespace, and key stakeholders across private equity firms and large corporate HR and Admin decision-makers. AI tools including Salesworx.ai, Demandbase, and HubSpot were integrated to run hyper-personalised multi-channel outreach across email, LinkedIn, and calls to 60 stakeholders, with creative campaigns themed around luxury with reliability.
- AI Signal Mining and Stakeholder Mapping Per Corporate Target Account — For each target account, AI-powered research surfaced live business signals — new partnerships, leadership changes, brand milestone events — serving as contextual hooks for outreach. Stakeholder mapping identified the right Corporate HR, Admin, and CXO decision-makers within each account, ensuring outreach reached the people with authority to commit annual group booking arrangements with The Leela Palaces.
- Hyper-Personalised Creative Campaigns Across Inbound and Outbound Channels — Each message was crafted individually to connect The Leela’s CXO offsite and high-prestige event capabilities to the prospect’s specific business context — positioning the brand not merely as a venue but as the strategic backdrop for moments that need to feel as premium as the story being told.
- ai and Demandbase-Powered Multi-Channel Outreach Execution — A structured four-step outreach cadence — Initial Email, LinkedIn Connect, LinkedIn Message, Follow-up Email — was executed with precise timing intervals using Salesworx.ai and Demandbase, coordinating personalised touchpoints across channels simultaneously and maintaining pipeline momentum from first contact through to meeting booked.
Our work in action
The Impact
20% Faster Sales Funnel Velocity Across India's Luxury Hospitality B2B Pipeline
AI signal intelligence and a structured engagement cadence collapsed the gap between first contact and qualified meeting — accelerating pipeline velocity across key enterprise targets in Delhi, Bengaluru, Udaipur, Jaipur, and Chennai, with momentum sustained through the full account lifecycle.
7 Opportunities Converted to Annual Recurring Deals in 6 Months
The programme converted 7 high-value corporate accounts into annual recurring deal relationships within six months — demonstrating that a precision ABM approach could not only open conversations but build the commercial relationships needed to generate sustainable, long-term MICE and corporate event revenue for The Leela Palaces.
30+ C-Suite Contacts Activated with 43% Email Open Rate
Hyper-contextualised outreach to 60+ senior decision-makers achieved a 43% email open rate — well above industry benchmarks — validating signal-led personalisation as the primary lever for executive engagement in luxury B2B hospitality sales across India.
