Case Study: Larsen & Toubro Infotech engages 92% of target ABM accounts with LinkedIn Marketing Solutions

Warming up net-new ABM accounts on LinkedIn

Larsen & Toubro Infotech (LTI), a global IT and digital-solutions firm, needed to warm up a cold list of net-new “Next Billion” accounts—fast-growth companies in the U.S. that had never been targeted before—to support newly launched data and cloud services. The primary challenge was quickly and credibly reaching the right buyers and influencers in these accounts to kickstart sales conversations.

LTI executed an account-based marketing program on LinkedIn with tight sales-marketing alignment, precision targeting, a mix of ad formats, and a thematic content push called “The Unlimited Enterprise,” using LinkedIn Insight Tag and company-level reporting to optimize outreach. The campaign engaged 92% of target accounts, opened conversations with 20%, drove a 5x increase in members engaged within target accounts, saw 30% of engaged audiences at Director level and above, and achieved 73% share of voice and 83% share of engagement versus peers.

Larsen & Toubro Infotech

Peeyush Dubey

Chief Marketing Officer