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    The client

    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.

    The challenge

    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.

    The solution

    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.

    Target audience

    8 key VP level decision-makers targeted at individual level

    Wider-level stakeholders targeted at business level only

    London, Geneva and Atlanta

    Communication channels

    The Creative

    Campaign Results

    Campaign Results