Company Description

Mastek is a trusted enterprise-level digital engineering and cloud transformation company, with a rich history of delivering innovative solutions and business outcomes for their clients for over 40 years. The company operates in the information technology and services industry, servicing both public and private enterprises across 40 countries.

As experts in data, BI, analytics, and cloud, Mastek offers a comprehensive portfolio of services that encompasses application strategy, application development, application evolution to the cloud, identity & e-security management, lean enterprise enablement, intelligent automation, digital commerce, customer & user experience, cloud platform, data governance, data warehouse, secure data, data virtualisation, application security, service design & governance, digital acceleration, platforming on-demand cloud computing, and digital transformation consultancy.

This suite of services allows businesses to scale their operations, derive value from their data, secure their applications, design their service offerings effectively, accelerate their digital transformations, platform their cloud computing demands, and consult on various aspects of their digital journey.

With an estimated workforce of 6500 employees, referred to as Mastekeers, the company emphasizes a people-centric culture. Each Mastekeer is encouraged to innovate and achieve more to meet the ever-evolving needs of their clients.

In addition to its commitment to technological solutions, Mastek exhibits a strong sense of corporate social responsibility through the Mastek Foundation. The foundation inspires and encourages employees to give back to the community and supports NGOs in scaling and building their capabilities through IT. The company also runs the Project Deep Blue initiative, a contest encouraging young students to develop IT applications to solve real-world problems such as access to eye-care, plastic waste management, and public sanitation.

Listed on the National Stock Exchange and Bombay Stock Exchange, Mastek remains steadfast in its mission to use technology to transform lives and support social causes that contribute to a better world.

Contact Mastek for all your technology needs and to discuss your digital transformation initiatives across their multiple office locations.

I. Target Company Overview

Company name: Mastek

Website: mastek.com

Industry: information technology & services

Keywords/data points: data, bi, analytics, cloud, application strategy, application development, application evolution to cloud, identity & e security management, lean enterprise enablement, intelligent automation, digital commerce, customer & user experience, cloud platform, data governance, data warehouse, secure data, data virtualisation, application security, service design & governance, digital acceleration, platforming ondemand cloud computing, digital transformation, consultancy.

Estimated Number of Employees: 6,500

Services: Enterprise Digital & Cloud transformation specialist.

II. Sales Objectives

1. Establish a relationship with Mastek decision-makers and influencers.
2. Understand Mastek's business objectives and pain points.
3. Demonstrate how our B2B SaaS solutions can address Mastek's pain points.
4. Secure a meeting for a full product demonstration.
5. Convert Mastek into a long-term customer.

III. Prospecting Strategy

1. Research and identify decision-makers at Mastek involved in technology purchasing.
2. Reach out to these decision-makers via LinkedIn, email or phone to introduce our B2B SaaS solutions.
3. Utilize the identified pain points to customize our communication and demonstrate how our solution can solve their challenges.

IV. Relationship Strategy

1. Build a trusting and robust relationship with the prospect throughout the sales process.
2. Continue post-sales support efforts to reinforce the value proposition and drive customer success.
3. Encourage and nurture bi-directional communication to anticipate opportunities for up-selling and cross-selling.

V. Qualification Strategy

1. Verify that Mastek's pain points align with the problems our B2B SaaS solutions can solve.
2. Ensure Mastek has the budget, authority, need, and time (BANT methodology) to invest in our solution.
3. Understand Mastek’s decision-making process and tailor our sales presentation accordingly.

VI. Presentation Strategy

1. Personalize our sales presentation to address Mastek's identified pain points and specific business needs.
2. Provide real-life examples and customer case studies of how our solutions have solved similar problems for other companies.
3. Show the potential ROI and long-term value that Mastek could attain by investing in our solution.

VII. Overcoming Objections Strategy

1. Anticipate potential objections and prepare robust responses.
2. Highlight the unique value proposition of our solution and its competitive advantages to neutralize objections.

VIII. Closing Strategy

1. Provide various contract options catering to Mastek's business model and proposed budget.
2. Involve senior sales resources to negotiate deal terms and accelerate the closing process.
3. Address last-minute objections and reassure the decision-makers of the benefits and long-term returns of our B2B SaaS solution.

IX. Post-Sale Strategy

1. Ensure smooth implementation and product training for Mastek.
2. Encourage customer feedback to continuously improve service and anticipate customer needs.
3. Develop a customer success strategy to identify opportunities for upselling and cross-selling.

In conclusion, the plan aims to build a partnership with Mastek by providing a tailor-made solution that addresses their unique pain points and business needs.