NIIT Technologies are a successful global IT
company established in India in 1981.
Having grown rapidly to over $500 million
turnover, the business counts some of the
world’s leading brands as their clients.
Although successful, NIIT still faces the
issues associated with being a challenger
brand and this translates into the way they
have been viewed by clients, sometimes
limiting their growth.
With one particular client SITA, NIIT had ambitious
plans to shift their positioning from being a delivery
supplier to an innovation partner and increasing
account revenues by 10% as a result.
They turned to Really B2B to create an ABM campaign
that would change perceptions, establish new higher
value relationships and engage with stakeholders in the
SITA account in a way that had never been done before.
Really B2B focused on detailed research gathering at individual level to
understand each prospect’s contribution and focus to SITA’s five-year plan.
They then created a completely bespoke experience for
8 key decision makers within SITA, starting with an event, moving to direct
mail and then creating individual content experiences for each of them on
their own personalised, NIIT-branded SITA website. The impact has been
significant, with 6 new opportunities in play after just 4 months and a current
expected revenue of £3 million.
8 key VP level decision-makers targeted at individual level
Wider-level stakeholders targeted at business level only
London, Geneva and Atlanta
