About the Client: Hexaware

Hexaware is a rapidly expanding IT/BPO services company in India with global presence. Renowned for its innovative solutions and customer-centric approach, Hexaware has established itself as a leader in the industry. The company wanted to expand its BPO sales outreach across the European Union (EU), with a particular focus on the retail and CPG (Consumer Packaged Goods) sectors.

Challenges in Expansion

Hexaware faced several challenges in expanding its presence in the EU market. Firstly, reaching C-level executives, the primary decision-makers in large organizations, across various EU countries required a detailed outreach plan. Secondly, the diverse nature of the EU market presented a challenge in developing effective and localized communication strategies. Lastly, the process of generating high-quality leads and successfully converting them into BPO engagements demanded a comprehensive and results-oriented approach.

NovaVente’s Strategic Solution

Hexaware partnered with NovaVente to address these challenges. NovaVente’s solution involved:

• End-to-End Responsibility: NovaVente took full ownership of the sales outreach process from creating convincing messages to executing effective reach-outs, ensuring execution and accountability.
• Multi-Channel Outreach: To maximize reach and engagement, the team used a combination of calling, email, and LinkedIn.
• Targeted BPO & IT Service Lines: NovaVente provided solutions across multiple BPO and IT service lines, showcasing their expertise in various areas:
  • ERP Solutions: NovaVente supported initiatives for the ERP solutions like SAP, Workday, Oracle focused on business development, client acquisition, and opportunity identification for ERP projects.
  • Cloud Migration: NovaVente supported cloud migration initiatives for partners like Google (GCP), Microsoft (Azure) and Amazon (AWS) through market expansion, pipeline development, and demand generation for data and infrastructure modernization projects.
  • Automation: NovaVente focused on client engagement, new business opportunities, and sales pipeline growth for automation solutions, particularly in RPA, Report and Testing Automation.
  • BPO for Telecom, Banks, and Insurance: NovaVente facilitated strategic partnerships, offered outsourced solutions for tech support and marketing, and fostered new client engagement within the telecom, banking, and insurance sectors for BPO services.

Tangible Success and Long-Term Partnership

NovaVente secured multi-million USD deals and expanded its operations across multiple regions, including the UK, Central Europe, and the Nordics, establishing strategic accounts with key clients.

The collaboration between Hexaware and NovaVente delivered impressive results:

• Robust Lead Generation: There was consistent business development success, with an average of 5 new accounts penetrated weekly, resulting in 2 active opportunities per week. This created a strong pipeline for future revenue growth.
• Maximized Reach and Engagement: NovaVente successfully maximized outreach to various companies across the targeted regions and industry verticals.
• New BPO Engagements: Within the first six months, Hexaware closed three new large BPO engagements.
• Expanded Engagement: The success of the POC led to an expansion of the engagement, covering a wider range of services and broader geographical area.