The client

A leading enterprise connectivity and managed network services provider operating across India’s major business hubs. The company enables mission-critical operations for fast-growth industries, including quick-commerce, e-commerce, logistics, BFSI, and co-working environments. Their portfolio spans enterprise broadband, SD-WAN, managed Wi-Fi, dedicated leased lines, and secure multi-site connectivity.


With rising expectations from technology leaders and operations teams, the client needed a sharper, more structured approach to winning and expanding high-value accounts — especially those with multi-city footprints, high uptime dependency, and complex decision cycles.

The problem

Growing enterprise expectations and intense competition were slowing scale, lowering win rates, and limiting growth across strategic accounts. The client needed a more focused, insight-led way to identify the right accounts, influence decision-makers, and accelerate conversions across complex buying cycles.

Slow and unpredictable pipeline movement

  • Limited prioritisation blurred focus across thousands of accounts.
  • Fragmented outreach diluted influence with senior decision-makers.

Extended sales cycles with multi-stakeholder friction

  • Inconsistent messaging for CIO, Ops, Procurement, and Finance personas.
  • Difficulty sustaining momentum through long evaluation stages.

Underpenetrated high-potential accounts

  • Lack of structured account intelligence slowed intervention.
  • Limited visibility on engagement signals and buying triggers.

Minimal upsell and cross-sell traction

  • Value conversations remained price-driven instead of outcome-driven.
  • Inability to surface differentiated capabilities like MTTR, uptime insights, and network redundancy

Difficulty displacing entrenched competitors

  • Strong incumbent presence from large telcos created entry barriers.
  • Absence of tailored playbooks reduced persona-level impact.

OUR SOLUTION

A full-funnel, intelligence-led ABM program engineered to accelerate enterprise growth by reshaping how the client identified, influenced, and expanded high-value accounts. The approach combined deep account intelligence, persona-led narratives, precision targeting, and execution discipline to strengthen CXO influence, unlock competitive wins, and drive predictable expansion across strategic segments.

High-Precision Account Identification & Tiering

We restructured the enterprise universe into a sharp tiering model backed by Fit–Value–Intent scoring.


• Identified 70+ priority accounts mapped to revenue potential and buying readiness.
• Delivered a clear 12–18 month growth blueprint aligned across sales, marketing, and on-ground teams.

Persona-Led Value Narratives for Faster Influence

Each stakeholder received messaging tailored to their business lens, shifting conversations from price to outcomes.


• Built differentiated value stories for CIO, Operations, Procurement, and Regional IT.
• Linked connectivity to uptime, MTTR, store readiness, operational efficiency, and predictable TCO.

Deep-Dive Account Playbooks for Strategic Prospects

Every high-value account received a custom playbook built on intelligence, triggers, and competitive insights.


• Created buying-committee maps, strategic narratives, objection handling, and cross-sell pathways.
• Enabled sales teams with account-level battle cards to accelerate deal velocity against strong incumbents.

Multi-Channel ABM Engine to Influence Every Stakeholder

Engagement was orchestrated across digital, executive, and personalized channels to stay top-of-mind throughout the evaluation cycle.


• Activated personalized CXO outreach, LinkedIn campaigns, programmatic ads, and account-specific microsites.
• Delivered coordinated engagement across IT, Ops, Finance, and regional decision makers for unified influence.

Real-Time ABM Intelligence & Predictive Deal Tracking

A unified intelligence layer brought transparency, velocity, and precision to enterprise deal cycles.


• Implemented dashboards covering engagement scoring, SLA visibility, competitive insights, and deal velocity.
• Provided store-level intelligence for accounts like Zepto, improving planning, forecasting, and intervention timing.

High-Value Account Acceleration: Zepto Blueprint

Zepto received a pilot-first, hyper-personalized strategy built around expansion speed and operational sensitivity.


• Analysed ~3,000+ stores, built persona-led messaging, created “Go-Live in 72 Hours” execution kits, and delivered CXO-led outreach.
• Designed a multi-city rollout blueprint that strengthened reliability, reduced downtime risk, and expanded strategic influence.

Our work in action

The Impact

2× Faster Pipeline Progression Across Priority Accounts

Account playbooks, persona-led messaging, and real-time engagement intelligence significantly accelerated movement across evaluation stages, reducing deal stagnation and strengthening forecast reliability.

100% Personalized Engagement Across the Top 50 Enterprise Accounts

Every high-value account received tailored communication, microsites, CXO outreach, and precision targeting—resulting in deeper influence, stronger brand recall, and higher-quality conversations with decision makers.

20+ CXO-Level Conversations Unlocked Across Strategic Enterprises

High-impact ABM activation, executive videos, and deep account insight opened doors with senior leadership at Zepto, Amazon, Uber, and other priority accounts—creating momentum that competitors could not match.

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