Tata Consultancy Services - A growth engine of sales efficacy.

SUCCESS STORY

Tata Consultancy Services (TCS) is an IT services, consulting and business solutions organisation that is active in 55 countries around the world. As a business, TCS has identified strong growth potential in markets across APAC. While its well-trained consultants have successfully established relationships in key territory accounts, TCS continued to look for ways to supercharge growth, turning to LinkedIn Sales Navigator to help its team grow, retain and acquire customers.

TCS for specific markets in APAC, turned to LinkedIn Sales Navigator to help its team grow, retain and acquire customers. Many different groups at TCS, including country leads, client partners in customer-facing roles and business development representatives, were onboarded onto Sales Navigator.

In addition to engaging key decision makers, TCS consultants needed to identify business buying groups within each account. They used Sales Navigator to find new leads and seek warm paths to make connections faster while discovering customer insights to personalise their outreach for better results.

TCS consultants surveyed used Sales Navigator to uncover missing decision makers or influencers and close information gaps. The consultants reported how they were able to acquire reliable information about new, unlisted prospects, when secondary information was scarce. This helped them craft a more compelling sales pitch.

TCS consultants saved time with Sales Navigator alerts. They were notified about relevant news about an account or prospect immediately, which helped them personalise both the timing and content of their outreach.

On average, TCS consultants report that they have saved about 6.8 hours a month — time that they have put towards higher-value sales activities. With Sales Navigator on their team, TCS continues to win as the partner of choice in its growth markets.

“LinkedIn Sales Navigator empowers our teams with the sales intelligence and relationship-building features to find, establish and nurture great customer relationships that translate into real business growth.”

Ashish Babu

Chief Marketing and Communications
Officer Global Markets, Tata Consultancy Services
"We built a robust relationship with the founders by closely following their journey on LinkedIn even before the company’s inception. When the client revealed plans to scale up their operations in new markets, we conducted extensive research on LinkedIn to identify potential investors.
Throughout the engagement, we used Sales Navigator’s Lead Save & Alerts to keep track of the prospects’ journey and engage with their posts, fostering a deep sense of community."

Rohit Kapoor

Delivery Centre Head, Australia & New Zealand, Tata Consultancy Services

ABOUT TCS

Tata Consultancy Services is an IT services, consulting and business solutions organization that has been partnering with many of the world’s largest businesses in their transformation journeys for over 56 years. Our consulting-led, cognitive powered, portfolio of business, technology and engineering services and solutions is delivered through our unique Location Independent Agile™ delivery model, recognized as a benchmark of excellence in software development. A part of the Tata group, India's largest multinational business group, TCS has over 612,700 of the world’s best-trained consultants in 55 countries.