Assessfy Business Functions Lab Advanced 6 milestones 100 marks

Designing an Account-Based Selling Strategy for Large Enterprise Clients in Indian IT S...

Function: Sales Industry: IT Services Function: Sales Type: Business-function applied project Team: up to 4 Assessment: 6 milestones (100 marks)

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About this project

Designing an Account-Based Selling Strategy for Large Enterprise Clients in Indian IT Services

Objective: To develop a data-driven account-based selling strategy to increase revenue and improve relationship depth with key enterprise accounts in the Indian IT services sector.

Problem & Context: In the highly competitive Indian IT services industry, closing large deals with enterprise clients requires a tailored approach. Traditional sales methods often fail to address complex buying centers, resulting in lost opportunities and low account penetration.

Approach/Methodology: The student team will identify and segment key enterprise accounts using CRM data, secondary research, and interviews with sales professionals. They will apply account-based selling (ABS) frameworks, perform stakeholder mapping, analyze past deal data, and design customized engagement plans for selected accounts.

Deliverables & Analysis: The project deliverables include an account prioritization matrix, detailed account profiles, stakeholder maps, targeted value propositions, and an actionable ABS playbook. Quantitative analysis will assess historical win rates, deal sizes, and sales cycle data, supported by visual dashboards.

Business Impact & Decision: The recommendations will inform sales leadership on resource allocation, relationship-building tactics, and scalable ABS strategies, aiming for improved win rates, higher deal values, and deeper client engagement in the enterprise segment.

Milestones

1. Problem Definition & Business Case

10 marks 14d

Define business challenge, scope, objectives, and justify the need for ABS in the Indian IT services context. Reviewed via project proposal and mentor feedback.

2. Domain Research & Data Gathering

12 marks 20d

Conduct secondary research on ABS best practices, gather CRM data, and interview sales experts. Deliver research summary and dataset compilation for review.

3. Solution Design / Methodology

15 marks 20d

Develop account segmentation model, stakeholder mapping approach, and ABS playbook outline. Submit methodology document for faculty and industry review.

4. Build / Analysis & Implementation

28 marks 35d

Apply frameworks on selected accounts, analyze sales data, design engagement plans, and develop dashboards. Interim deliverable: analysis report and visualizations, peer and faculty review.

5. Validation & Results

25 marks 30d

Test recommendations with sales professionals, validate with historical data, and refine based on feedback. Submit validation report and present findings to panel.

6. Final Report & Presentation

10 marks 21d

Compile final ABS strategy document, executive summary, and present actionable recommendations to faculty and industry panel for evaluation.

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Upcoming sessions

Session	Window	Enrolled
Designing an Account-Based Selling Strategy for Large Ent...	11 Jun 2026 to 10 Jun 2028	0

Skills you'll learn

IT ServicesSalesSales strategy developmentAccount segmentation and prioritizationData analysis and visualizationStakeholder mapping and managementMarket and competitor researchCRM usage and data extractionConsultative communication and presentation skillsFramework application (e.g.Miller-HeimanChallenger Sale)

Tools used

Microsoft Excel for data analysisZoho CRM or Salesforce (demo data or case studies)Power BI or Tableau for visualizationLinkedIn Sales Navigator for account researchPublic datasets on Indian IT services (NASSCOMStatista)Account-based selling frameworks (e.g.Miller-HeimanChallenger Sale)Stakeholder mapping templates

Prerequisites

Basic sales and marketing conceptsBusiness research methodsData analytics fundamentalsUnderstanding of B2B buying processes

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