Unlocking greater potential through System Integration capability in Sales operations

LTM is a global technology consulting and digital solutions company that enables enterprises across industries to reimagine business models, accelerate innovation, and maximize growth by harnessing digital technologies. LTM - a Larsen & Toubro company ($30Bn+) is with more than 700 clients, powered by 86000+ professionals across more than 40+ countries.

Briefly describe the nominated team: history and past performance (up to 1,250 characters):

The Sales Excellence (SE) team powers the global sales engine of LTM, a $4 Bn global tech powerhouse with [REDACTED FOR PUBLICATION] across 35 countries, [REDACTED FOR PUBLICATION] business verticals, and [REDACTED FOR PUBLICATION] service lines. They cover sales operations, CRM, market research, and sales transformation. Constant engagement with sellers provides real visibility into buyer needs.

The SE team addressed a critical challenge within the third-party business, which caters to partner products and services in addition to core IT services. Historically, such opportunities were confined to sales teams, limiting their potential to specific partners or geographies.

Identifying this common issue, the SE team introduced a system integration competency that centralized third-party business operations, providing global visibility. This empowered sellers to gain broader and deeper partner insights, enable faster qualification processes, and proactively replicate success stories at scale.

This out-of-the-box approach unlocked [REDACTED FOR PUBLICATION] new revenue streams, accelerated third-party deal momentum, and acted as a catalyst for [REDACTED FOR PUBLICATION] pricing leverage, [REDACTED FOR PUBLICATION] volume discounts, and strategic relationships with partners.

Outline the team's achievements since July 1, 2023 that you wish to bring to the judges' attention (up to 1,500 characters):

This unique competency has enabled the SE team to deliver outcomes that strengthened revenue, productivity, and momentum.

Sales Operations Impact

• Improved revenue productivity (revenue per salesperson) from [REDACTED FOR PUBLICATION] in Jul'23 to [REDACTED FOR PUBLICATION] in Sept'25 - a gain equivalent to generating [REDACTED FOR PUBLICATION] additional revenue without expanding the sales headcount
• Stronger cross-selling post-merger. In 2024, only [REDACTED FOR PUBLICATION] clients consumed more than [REDACTED FOR PUBLICATION] tech offerings [REDACTED FOR PUBLICATION]. This has now increased to [REDACTED FOR PUBLICATION] - a 160% rise in multi-offering adoption
• Stronger business momentum with reported order inflow of more than $6 Bn in the trailing 12 months; growth of 20%+ YoY
• Secured major deals in 2025 with system integration capability included within their scope. For example:
  • $450 Mn multi-year win, the largest LTM deal ever.
  • $92 Mn deal to modernize India's national PAN infrastructure (PAN 2.0) for the Government of India.

The system integration capability provides clients with unified engagement and a single, coordinated delivery structure.

System Integration Standalone Impact

Revenue

• Secured [REDACTED FOR PUBLICATION] deals worth [REDACTED FOR PUBLICATION] and built a pipeline of [REDACTED FOR PUBLICATION] opportunities worth [REDACTED FOR PUBLICATION]
• Onboarded 20+ technology partners, expanding opportunities across geographies
• Streamlined internal procurement processes, creating [REDACTED FOR PUBLICATION] in savings and releasing [REDACTED FOR PUBLICATION] sales coverage previously spent on coordination tasks

Cost

Achieved [REDACTED FOR PUBLICATION] in savings on the PAN 2.0 large deal and delivered [REDACTED FOR PUBLICATION] in savings on the $450 Mn engagement.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 1,500 characters):

LTM has redefined the role of Sales Excellence, transforming it from a traditional support function into a revenue-generating powerhouse. This is a groundbreaking move in the IT industry. LTM takes a unique approach by making the SE team central to driving revenue growth and improving margins.

In a market where revenue from third-party business is typically managed by separate sales teams, LTM's SE team has centralized and streamlined this process with a lean team of 8 resources to leverage the benefits of global clientele and partner views, along with core sales operations.

This was possible because the SE team has been on a strategic journey, making sales operations increasingly autonomous, with a strong focus on infusing AI into sales processes. The implementation of automated Power BI dashboards and enterprise-wide deployment of agentic AI solutions have been instrumental in enhancing their ability to "do more with less".

99% of tasks are now being completed on time due to automation of key processes like target setting and incentive calculations. Sales teams find their work more engaging because of the frequent introduction of growth-focused incentive policies, such as large deal bonuses and AI-driven deal kickers.

In October 2025, the SE team was granted the prestigious opportunity to present these achievements to the [REDACTED FOR PUBLICATION]. The presentation was met with resounding approval and praise, affirming the team's commitment to industry-leading standards.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 1,500 characters):

Annex1: About LTM: https://www.ltimindtree.com/

Annex2: LTM was formed post-merger of LTI and Mindtree: https://www.ltimindtree.com/news-event/lti-and-mindtree-to-start-operating-as-a-merged-entity-from-november-14-2022/

Annex3: Copies of the press release made by LTM after winning key large deals:

• Press release copy of the $465 million engagement with a Global Agriculture business leader
• Press release copy of the $92 million PAN 2.0 deal with the Government of India

Annex4: Copies of the Investor presentation published as part of the quarterly financial results

• Investor deck as of July 2023 for Q1FY24 company results
• Investor deck as of Oct 2025 for Q2FY26 company results

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