About the Client: Infosys

Infosys is a globally recognized leader in next-generation digital services and consulting. As the second-largest IT company in India, Infosys has a strong reputation for innovation and delivering high-quality solutions to clients across various industries.

Challenges: Navigating the European Landscape

Infosys identified the challenges in expanding its presence in the European market especially within the SMB segment of specific sectors like Finance & Insurance, e-commerce & Retail, and Telecommunications. One significant challenge was targeted outreach. The vast and diverse European market required a highly focused and precise approach to identify and engage with the key decision makers including C-level executives. This meant going beyond general marketing and sales methods and modifying their efforts with the specific needs and pain points of the high-level individuals.

Solution: NovaVente’s Strategic Approach

Infosys partnered with NovaVente to address these challenges and drive their European expansion. NovaVente’s engagement with Infosys began with a clear focus on driving sales outreach for the company’s BPO (Business Process Outsourcing) services in the European market. This involved targeting a range of industries and promoting various service lines, including both specialized technology solutions and broader BPM offerings. The initial success in this area paved the way for an expanded role. As the partnership matured, NovaVente’s responsibilities grew to include new sectors and geographies:

• BPM in SMB Sector: NovaVente started generating leads for Infosys BPM services within the small and medium-sized business (SMB) segment. This involved targeting specific industries such as Telecom, Retail, and Financial Services and Insurance across the UK and Europe.
• IT Services Support: Building on their success in BPO sales outreach, NovaVente’s role expanded to include IT sector services support. NovaVente’s expertise was further leveraged to support Infosys IT services in the US market. This expansion demonstrates NovaVente’s ability to adapt their approach to different geographies and service offerings.

Results

The collaboration between Infosys and NovaVente yielded significant and impressive results:

• Strengthened Market Presence: Infosys successfully expanded its market presence in the targeted European regions, particularly in the Nordics countries.
• High-Quality Lead Generation: NovaVente consistently delivered a significant number of high-quality leads over a nine-month period, contributing to Infosys sales pipeline and potential revenue growth.
• Expansion to North America: The success of the European engagement led to an expansion of the partnership, with NovaVente now supporting Infosys sales outreach efforts in North America.