A renowned consumer mobility telecom provider approached Denave with a challenge: accelerate B2B revenue growth across its Networking, Mobility, COCP, Calling Solutions, and IoT portfolio for enterprise and mid-market segments across India while uncovering untapped opportunities hidden within its existing customer base. Despite a strong market presence and significant revenue potential across existing customers, dormant accounts, and underpenetrated segments, identifying the right expansion opportunities on a scale remained a critical challenge. The client needed a more intelligence-driven approach to prioritize engagement, strengthen account visibility, and convert customer data into actionable revenue opportunities. Denave responded with a customer intelligence-led demand generation program combining propensity modelling, account profiling, stakeholder mapping, and relationship-based engagement. The result was a scalable growth engine that unlocked new opportunities across dormant and under-engaged accounts, generating over ₹20Cr in pipeline while strengthening customer expansion efforts across India.
Identify customers with high expansion potential and uncover whitespace opportunities across networking, mobility, calling solutions, and IoT offerings.
Leverage customer propensity modeling, relationship history, and product adoption insights to focus engagement on accounts most likely to convert.
Build deeper visibility into account structures, decision-makers, and buying centres across multiple locations and business units.
Increase solution adoption by aligning the right offerings with the right accounts at the right stage of their growth journey.
Using account intelligence and propensity insights, sales teams engaged customers with highly relevant solution recommendations aligned to business needs, enabling more content-driven conversations and stronger conversion outcomes.
Developed a customer propensity model by analysing historical billing patterns, existing product relationships, service adoption trends, and account behaviour signals. This helped identify high-potential accounts with strong likelihood for cross-sell and upsell opportunities.
More than 3,500 enterprise and mid-market accounts were profiled to build comprehensive account intelligence. The program mapped stakeholders, business locations, existing product penetration, and whitespace opportunities to support targeted engagement strategies.
Implemented a structured ABM engagement model focused on maintaining continuous account conversations, strengthening customer relationships, and surfacing opportunities across multiple solution categories throughout the customer lifecycle.
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