Reading the Big Four’s tech build-out — and turning it into an account-based-marketing target list.
A software services firm watched the Big Four quietly become four of the largest tech employers in India. The firm needed to know what they were building, what they would need to buy, and whether its own services could become a preferred-vendor proposition.
What the client faced.
The Big Four had quietly become serious technology players in India, not on paper, but in headcount, hiring plans, and centres of excellence. Their tech revenue was now competing directly with traditional Indian IT services firms.
The client’s instinct was that this convergence was an opportunity rather than a threat. But to act on that thesis, the client needed concrete answers: which firms, which practices, which decision-makers, and which specific service lines were the right wedge.
The deliverable, in concrete terms.
A four-firm dossier covering Deloitte, KPMG, EY, and PwC India operations. For each firm we mapped India tech headcount and growth trajectory, dedicated India practices vs global delivery centres, technology partner ecosystem, centres of excellence and innovation labs, and named decision-makers driving the tech-services build-out.
The report identified business transformation as the recurring service pattern: the Big Four were selling end-to-end transformation, but their tech execution layer was where partner firms could plug in.
Result — The client built targeted ABM programmes for each of the four firms with the goal of preferred-vendor status. The most concrete progress was with EY, where the engagement moved past initial vendor registration into qualified pipeline.
Three differentiators that made this engagement different.
Convergence, named
The story is not just Big Four hiring tech people. The story is the convergence of consulting, design, and tech firms into one transformation play. We told that story so the client knew exactly where to position.
Centres of excellence, surfaced
PwC’s Technology Tinkering Lab. EY’s global delivery centres. KPMG’s cyber and GRC build-out. We named the specific units where partner conversations were most likely to land.
ABM-ready, not just informative
The deliverable was structured as four account dossiers, not one industry report. Each was usable by the client’s ABM team without further translation.