AI-Powered ABM and Intent Data Strategy Doubled Enterprise Pipeline for India's Leading Enterprise Broadband Provider

The broadband provider’s enterprise sales challenge was compounded by the difficulty of identifying which large corporate accounts across India were actively evaluating connectivity upgrades — and reaching the right decision-makers within those accounts with the right message at the right time. Without intent data infrastructure or an account-based marketing programme, the sales team was conducting largely undifferentiated outreach into a market where the business’s best opportunities were indistinguishable from hundreds of accounts not actively in a buying process.

• Limited Traction in Large Indian Enterprise Accounts Despite Strong Capabilities — Despite possessing the technical capabilities and reliability track record needed to serve large enterprise connectivity requirements across India, the business was not converting those capabilities into active sales conversations with the enterprise accounts most likely to benefit from them — indicating a go-to-market gap rather than a product gap.
• Competing Against Reliance and Airtel Without Differentiated Account Positioning — In a market dominated by Reliance Jio, Airtel, and other large telecoms groups in India, competing solely on technical specification or price was insufficient. The business needed differentiated account-level positioning articulating its specific advantages — reliability, service quality, flexibility — in the commercial language of each target account’s IT leadership.
• No Visibility into Which Indian Accounts Were Exploring Connectivity Upgrades — Without intent data infrastructure, the sales team had no mechanism to identify which Indian enterprise accounts were actively evaluating SD-WAN, MPLS replacement, or cloud connectivity solutions — making it impossible to prioritise outreach toward accounts in an active buying process.