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BambooBox

Airtel

Best-in-class design and development team.

Airtel

Impact

$2.25M

Marketing contribution to pipeline within the first 6 months of go-live

10.2%

Increase in SDR productivity within 9 months of go-live

About

Airtel Business is an established B2B company with more than 7500 enterprise and mid-market clients. A majority of ET500 companies trust the telco business for their communication needs.

Of late, the company has been on a mission to expand on its existing customer base. To do this, Airtel Business has launched several solutions in different product segments. Some of the popular ones are in the CPAAS, Security, Data Center, IOT, and workforce and employee management categories.

As most of these products are outside their core offerings, the company wanted to focus on aggressively generating demand around them. The ultimate aim for Airtel Business was to ramp up pipeline generation and drive higher conversion rates. They wanted to do this by empowering marketers and SDRs with smart insights and recommendations.

Testimonial

“The BambooBox platform has been pivotal in helping us drive growth in completely new B2B market segments. With its AI-based prioritization models, we’ve been able to uncover strategic insights for marketing and SDR success.”

Kaustubh Chandra

CMO & SVP, Airtel Business

“The BambooBox platform has been pivotal in helping us drive growth in completely new B2B market segments. With its AI-based prioritization models, we’ve been able to uncover strategic insights for marketing and SDR success.”

Kaustubh Chandra

CMO & SVP, Airtel Business

Challenges

Refine Account and Contact Database

Airtel Business wanted a richer account and contact database, which would include the right personas of the buyers.

Increase Marketing Contribution to Pipeline

The marketing team was looking to improve their demand generation efforts to equip the sales team with a higher volume of qualified pipeline.

Improve Outbound Productivity

The business needed specific insights to supercharge SDRs and boost their prospecting productivity to get more demo calls.

Solutions

Using BambooBox, Airtel Business was able to prioritize accounts and contacts for marketing campaigns and 1-on-1 SDR outreach.

01

MarTech Integration = Airtel Business was able to connect all their marketing platforms including CRM, MAP and in-house applications for a unified view of the buyer journeys.

02

Target Persona Enrichment =Marketing and sales teams easily enriched all their target accounts and contacts and mapped them with the right buyer personas for campaign effectiveness.

03

Funnel Stage Determination = Combining engagement data, product-specific intent data, and ICP levels, the team was able to determine the accurate funnel stages of accounts.

04

Prioritization for SDR Outreach = With accurate insights into the funnel stage of target accounts, the ripe opportunities were identified for 1-on-1 outreach activities.

05

Category Intent Insights = Capturing and understanding B2B intent data at the category level to identify buying signals across product categories.

06

Account Level Intelligence = Marketers were able to leverage account journey intelligence from the platform to add more clarity to account prioritization processes.