Industry Solutions
See how Frontify achieved 4x self-sourced revenue and 42% faster sales velocity. Large deal wins, practice launches, AI/digital revenue signals, and partnership announcements — ready in minutes.
Selling to IT services firms — Capgemini, Accenture, Cognizant, Infosys, TCS, Wipro, and WNS — presents a distinct challenge. These companies are both massive buyers and sophisticated sellers themselves. They evaluate vendors with the same rigor they apply to their own client engagements. Sellers must understand each firm's practice areas, delivery model, partnership ecosystem, and growth strategy before any meaningful conversation. Generic account research is immediately transparent to these experienced buyers.
The IT services landscape is being reshaped by the Gen AI boom, with the AI services market projected to exceed $50 billion by 2026. Cloud migration continues to accelerate, multi-cloud management is creating new complexity, and managed services with outcome-based pricing models are displacing traditional time-and-materials engagements. Digital transformation deal sizes are growing as enterprises demand end-to-end solutions rather than piecemeal implementations.
IT services sales requires understanding the partner ecosystem dynamic. When Capgemini announces a major cloud transformation deal, that signals demand for supporting tools, platforms, and data services. When Infosys launches a new Gen AI practice, it creates vendor evaluation cycles for AI infrastructure and platforms. Tracking these buying signals across a fragmented, fast-moving ecosystem requires dedicated sales intelligence.
Large Deal Win Announcements
Major contract wins, digital transformation engagements, and multi-year managed services deals that signal growing capacity and technology needs
Practice & Capability Launches
New practice launches in Gen AI, cloud, cybersecurity, and data analytics that require new tools, platforms, and partnerships
Partnership & Alliance Announcements
New technology alliances, hyperscaler partnerships, and platform certifications that reshape service delivery capabilities
Earnings Guidance on AI/Digital Revenue
Executive commentary on Gen AI bookings, digital revenue mix, and margin outlook during quarterly earnings calls
Hiring & Talent Signals
Large-scale hiring campaigns, delivery center expansions, and specialized talent acquisition in AI, cloud, and cybersecurity
M&A and Capability Acquisitions
Acquisitions of digital agencies, AI companies, and specialized consulting firms that expand service portfolios
Frontify's sales team needed to identify and engage enterprise accounts — including IT services firms — at scale. Manual research was time-consuming, and reps lacked the real-time signals needed to personalize outreach to each account's strategic priorities and growth areas.
Salesmotion enabled Frontify to achieve 4x self-sourced revenue and 42% faster sales velocity. The team now accesses comprehensive account intelligence — including strategic priorities, deal wins, and partnership announcements — enabling genuinely personalized outreach that earns meetings with sophisticated enterprise buyers.
Frontify results
self-sourced revenue
faster sales velocity
higher win rates
Everything your reps need to research accounts, spot buying signals, and craft relevant outreach.
Track major contract wins, digital transformation engagements, and managed services deals across target IT services firms. Know when firms are scaling capacity and when downstream vendor needs emerge.
Monitor when IT services firms launch new practices in Gen AI, cloud, cybersecurity, and data analytics. These expansion moments create demand for new tools, platforms, and technology partnerships.
Extract executive commentary on Gen AI bookings, digital revenue mix, margin outlook, and growth strategy from quarterly earnings calls. Understand what Capgemini, Accenture, and Cognizant leadership is telling investors. See our guide to analyzing earnings calls.
Monitor technology alliances, hyperscaler partnerships, and platform certifications. Know when firms deepen relationships with AWS, Azure, or Google Cloud — and what supporting tools and platforms they will need.
Generate messaging that references specific deal wins, practice investments, and strategic priorities at each target IT services firm. Demonstrate the industry understanding that these sophisticated buyers demand.
Understand how target firms position themselves by service line, delivery model, and industry focus. Track competitive dynamics between Tier 1 firms, Indian IT majors, and emerging digital-native players.
See how Salesmotion stacks up against manual research and generic CRM data for your industry.
| Feature | Manual Research | Generic CRM Data | Salesmotion |
|---|---|---|---|
| IT services-specific intelligence | Tracking investor presentations, press releases, and industry analyst reports manually | Basic firmographic data with no IT services or technology context | Deep firm profiles including practice areas, deal wins, partnership ecosystem, and strategic direction |
| Deal win tracking | Monitoring press releases and SEC filings individually for each firm | No coverage of contract wins or service delivery activity | Automated alerts for major deal wins, practice launches, and partnership announcements |
| Account research time | 2-3 hours per firm across analyst reports and press releases | Surface-level data that lacks IT services context | Complete IT services firm intelligence in minutes with AI-generated talking points |
| Gen AI & digital revenue tracking | Manually analyzing earnings transcripts for AI revenue commentary | No visibility into digital transformation strategy or AI bookings | AI-extracted commentary on Gen AI bookings, digital revenue mix, and technology investments |
| Partnership visibility | Ad-hoc monitoring of partnership announcements across multiple firms | No coverage of technology alliances or hyperscaler relationships | Automated monitoring of technology partnerships, platform certifications, and alliance announcements |
Common questions about Salesmotion for IT Services
IT services firms are sophisticated buyers who evaluate vendors with the same rigor they apply to their own clients. Salesmotion provides comprehensive account intelligence including practice areas, deal wins, partnership ecosystems, and earnings call insights — enabling reps to demonstrate genuine understanding of each firm's business.
Yes. Salesmotion monitors practice launches, capability investments, and hiring patterns across IT services firms. When Accenture expands its Gen AI practice or Cognizant launches a new cloud offering, your team is alerted in real time with contextual talking points.
Salesmotion provides earnings call analysis for public IT services companies, extracting executive commentary on Gen AI bookings, digital revenue percentages, margin guidance, and growth areas. This intelligence helps sellers understand strategic priorities and time their outreach accordingly.
Frontify, which sells to enterprise accounts including IT services firms, achieved 4x self-sourced revenue and 42% faster sales velocity with Salesmotion. Their team engages sophisticated enterprise buyers with intelligence-driven outreach that earns meetings.
IT services firms focus on technology delivery, managed services, and digital transformation — distinct from management consulting firms that focus on strategy and advisory. See also our consulting page for professional services and advisory firms.
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