Infosys — Industrialized Large Deal Pursuit Model Driving Record Contract Wins
Infosys, a Large Enterprise IT Services & Consulting company, achieved measurable value creation through Marketing Efficiency. - **Record large deal wins (FY2024)**: Large deal TCV reached a record $17.
| Company | Infosys |
| Industry | IT Services & Consulting |
| Company Size | Large Enterprise |
| Primary Lever | Marketing Efficiency |
| Key Result | - **Record large deal wins (FY2024)**: Large deal TCV reached a record $17 |
Infosys Limited, India's second-largest IT services company with approximately $13.6 billion in revenue (FY2021, fiscal year ended March 2021), had historically pursued large deals on an ad-hoc basis. Each major pursuit required assembling a custom team of subject matter experts, solution architects, and commercial modelers from across the organization. Meanwhile, competitors like TCS and Accenture had developed more systematized approaches to large deal pursuits. Infosys was spending on traditional marketing (events, sponsorships, analyst relations) with limited ability to attribute pipeline generation to specific marketing activities. The company needed a more scalable, repeatable approach to winning large engagements.
Between FY2022 and FY2024, Infosys implemented a systematic approach to large deal acquisition:
TCS — Hyperscaler Partnership Strategy Scaling Cloud Delivery and Revenue Growth
- **Revenue growth**: TCS revenue grew from ₹164,177 crore (~$22
HCL Technologies — IBM IP Acquisition Creating a Software-Led Services Growth Engine
- **Total revenue growth**: HCL Technologies revenue grew from approximately $10
- **Record large deal wins (FY2024)**: Large deal TCV reached a record $17