Tata Communications boosts insight-driven top-of-funnel opportunities

2018-10-11T11:00:37+00:00
Case study

Tata Communications boosts insight-driven top-of-funnel opportunities

Client

TATA COMMUNICATIONS

What we worked on

ABM strategy
Agent3 Platform (customer intent)

What we achieved

Tata Communications has already researched more than 370 organizations using the intent data from the Agent3 Platform, which has in turn driven multi-millions of pounds in sales opportunities.

A dedication to insight has driven millions of pounds in potential leads for the global communications firm

Dedication to insight

As a leading global provider of network, cloud, mobility, collaboration and security services, Tata Communications understands how important data and insight are to driving its business. With many diverse customers including 60% of the Fortune 500 companies – ensuring deep account penetration and high levels of customer experience was paramount.

The company uses its central Market Insights team to provide customer and competitor insights to sales. It began working with agent3 to enhance its top-of-funnel sales opportunities, specifically around customer intent information.

Enhance sales

By collating and curating facts, insights and information about specific organizations or individuals, the Agent3 Platform provides Tata Communications with the ability to harness trends around customer intent. The Tata Communications Market Insights team then leverage this intelligence, knowing exactly which organizations they should focus their time and resources on for deeper investigation. This ensures no efforts are wasted on leads that are unlikely to convert to eventual sales. Once the additional research has been conducted, the actionable insight becomes a genuine Intent Qualified Lead for the sales teams to address.

Drive revenues

Rajarshi Purkayastha, head, product marketing and sales enablement at Tata Communications, said: “We have been through an evolution with Agent3. The intent data has been a huge change in how we track what our customers are doing – it gives us a 360-degree view of our customers. Most importantly, the Agent3 Platform helps us uncover real business opportunities for our sales teams.”

Tata Communications has already researched more than 370 organizations using the intent data from the Agent3 Platform, which has in turn driven multi-millions of pounds in sales opportunities.

“The intent data has been a huge change in how we track what our customers are doing – it gives us a 360-degree view of our customers. Most importantly, the Agent3 Platform helps us uncover real business opportunities for our sales teams.”

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