NTT

Helping NTT to use ABM to transform it’s relationship with a leading European bank.

Challenge

Project background

NTT DATA had a reputation problem among its biggest customers and prospect accounts. With proven success in the IT infrastructure and services sector, it was often disregarded as a ‘tech only’ business among key buyers. It had to establish meaningful relationships and preference across new buying centres, becoming  recognised as a world class partner for implementing high-value managed services. With a leading global bank in its cross hairs, its challenge was how to build those relationships quickly. 

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Approach

What we did

Agent3 worked with the NTT DATA sales team to build its story for the European bank. Deep executive insights and highly personalized sales engagement content was developed, helping reach practitioner and C-level stakeholders. 

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Results

How it went

This extensive research work helped transform NTT DATA's relationship with this leading European bank from that of a transactional supplier to being viewed as a C-level trusted advisor. NTT DATA was able to forge C level engagement across IT, procurement and business units, as well as opening the door to the  CIO for the first time. ABM had brought new opportunities to the table, more aligned to transformation.

"Agent3 worked with NTT DATA to build
an ABM program into a global bank which
is helping to reposition them from being viewed as a transactional technology reseller to being considered a world class provider of managed services that can
help underpin the bank's journey to digital transformation. The program achieved
this by enabling C-level relationship development across IT, procurement and lines of business, with truly customer-centric messaging and storytelling."

Rachael Bell, VP ABM, NTT DATA

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