Case Studies›LTIMindtree (LTM)
PipeGenLead QualificationB2B DataTechnology

Converting Content Syndication MQLs into Sales-Qualified Momentum

How Nexsales rescued a stalled TechTarget investment through ICP re-alignment, omnichannel orchestration, and localized BDR-led qualification.

LTM
LTIMindtree (rebranded LTM)

Global technology consulting & digital solutions company. Subsidiary of Larsen & Toubro. Specializes in AI-centric growth, cloud transformation, and engineering services for 700+ clients.

IndustryTechnology
ServicePipeGen — Lead Qualification
RegionUnited Kingdom
⚠️
The Challenge

A Budget Spent. No Pipeline to Show.

LTI Mindtree allocated significant budget to a third-party intent and content syndication partner (TechTarget) to accelerate pipeline creation. However, downstream performance indicated a material disconnect between lead volume and revenue.

Over 75% of sourced leads were misaligned with the defined ICP, resulting in low qualification rates and minimal SQL progression.

A substantial portion of records contained incomplete, outdated, or inaccurate contact information, affecting the BDRs' ability to execute outreach.

Lead quality deficiencies led to pipeline leakage at the MQL to SQL transition stage, diluting ROI on media spend.

75%

of sourced leads misaligned with defined ICP

🔧
The Solution

Nexsales: Changing Gears to Build Leads That Convert

With time-sensitive, underperforming leads already in the system, Nexsales focused on rapid remediation and qualification rigor across three coordinated workstreams.

🔬
01

Data Rehabilitation & ICP Re-Alignment

  • Data append and enrichment to fill missing contact details
  • Re-mapped accounts against the defined ICP and persona criteria to end wasteful outreach
⚡
02

Multi-Channel Orchestration Engine

  • Standardized account-level intelligence to support targeted engagement
  • Launched omni-channel outreach including paid ads, nurture, and social engagement
  • Messaging and talk tracks aligned to industry context
  • Sequencing to improve speed-to-outreach
🎯
03

Localized Sales-Led Engagement

  • UK-based SDR to drive contextual conversations
  • Qualified against BANT-plus criteria and account readiness signals
  • Captured deeper insights beyond initial context
📈
The Impact

Results That Justify the Pivot

of 250
72

"ICP qualified" leads from TechTarget were actually ICP-aligned

14

Highly Qualified Leads & Sales Appointments delivered

19%

Conversion rate from the requalified ICP-aligned pool

How the pipeline was built
250 leads
from TechTarget
72 ICP-aligned
after audit & re-mapping
14 HQLs
sales appointments delivered
Key Takeaway
"The core issue was not lead volume. It was ICP fidelity, data integrity, and qualification — resulting in under-optimized investment."

By rebuilding the foundation, Nexsales turned a struggling batch of 250 leads into 14 actionable, pipeline-ready sales appointments.

Want results like LTM's?

One conversation. Real programme design. 30 minutes to understand if Nexsales is the right fit.