Case Study: Infosys achieves a $370M sales pipeline and 1,000x ROI with LinkedIn Sales Solutions

An end-to-end sales transformation journey

Infosys, a Bangalore-based global leader in next-generation digital services and consulting with 10,000+ employees, anticipated how digitalisation would reshape B2B sales and in 2016 began an organisation-wide sales transformation by rolling out LinkedIn Sales Navigator at scale. The initiative aimed to modernise selling, tighten sales and marketing alignment, and position the company for hybrid selling well before the COVID-19 pandemic disrupted traditional engagement models.

With support from LinkedIn Sales Solutions, Infosys trained its global teams in social selling, embedded LinkedIn profile cards into Outlook, and completed a migration to Microsoft Dynamics fully integrated with Sales Navigator—centralising real-time account and relationship intelligence. These changes improved prospecting, enabled warmer introductions, and accelerated virtual selling, producing $370 million in sales pipeline and a reported 1,000x return on investment.

Infosys

Karolina Gujska

Senior Client Success Partner