Case Study: How NTT DATA Improved Infra Outreach with ZingReach While Talking Infrastructure
Company Overview
NTT DATA is a global IT leader offering consulting, cloud, data engineering, cybersecurity, and infrastructure lifecycle services at scale. They serve over 75% of the Fortune Global 100 across 50+ countries and support large regulated organizations facing strict compliance, security, and uptime mandates.
The Problem
NTT DATA’s sales team focused on infrastructure decision makers, heads of platform engineering, data engineering directors, cloud transformation leaders. These stakeholders oversee:
- Complex lifecycle management for hardware and software estates across public and private cloud.
- Compliance and security at scale in regulated sectors.
- Multi-vendor, multi-cloud complexity.
NTT DATA’s internal research found:
- Conventional messaging performed poorly. Replies from infrastructure buyers hovered around 3.5%.
- SDRs spent an average of 20 minutes per lead researching cloud footprint, maintenance challenges, data governance signals.
- Technical messaging templates lived in top reps’ notebooks. Junior reps lacked confidence in crafting infrastructure aware outreach.
“Many prospects are wrestling with obsolete assets, unsupported hardware, and lifecycle mismatches. Saying ‘modernize cloud infrastructure’ without specificity doesn’t land.”
- Infrastructure GTM Lead, NTT DATA
ZingReach Deployment
NTT DATA deployed ZingReach to help their team personalize outreach to infrastructure buyers early in the sales process, before any technical discovery call.
Lead Targeting Criteria
- Organizations across finance, healthcare, telecom undergoing cloud transformation or digital core modernization.
- Enrichment signals from internal systems and market data such as:
- Hiring for Cloud SRE, data governance, lifecycle roles
- Public statements about hybrid cloud migration
- References to compliance frameworks (GDPR, SOC 2, FIPS)
Workflow Enhancement
ZingReach automatically surfaced per lead triggers such as:
- “Lifecycle report shows >70% of hardware assets are near end of support”
- “Announced Azure Arc pilot with centralized policy enforcement”
- “Hiring data engineering lead with GenAI/data mesh focus”
From these triggers, SDRs generated contextual emails in under 3 minutes, referencing infrastructure burdens, asset obsolescence, drift, and compliance risk. Real-world pain points that most reps would miss without deep research.
A/B Test Results
| Metric | Pre-ZingReach | ZingReach Enabled |
|---|---|---|
| Reply rate (cold infrastructure leads) | 3.5% | 7.8% |
| Meetings per SDR per week | 2.0 | 4.6 |
| Time spent per lead (research + draft) | ~20 min | < 4 min |
| Ramp time for new SDRs | ~3 weeks | 5 days |
| SQL quality replies | Low context, generic | 2.3× more qualified |
Outreach Example (ZingReach Generated)
Hello Lisa,
I noticed your organization recently flagged that over 65% of deployed servers are nearing end-of-support and lifecycle mismatch risk. Curiously, how are you resolving configuration drift across hybrid infrastructure especially in light of compliance deadlines in financial and healthcare environments?
NTT DATA helps enterprises unify infrastructure lifecycle and governance across on-prem, AWS, Azure, and edge compute with proactive lifecycle monitoring and standardized policy enforcement. Most clients reduce audit exposure with aligned asset coverage within one week.
Would you like to see how another global bank avoided compliance incidents using rule based lifecycle checks and continuous monitoring?
Regards,
Kenji Nakamura Senior SDR NTT DATA
Internal Impact
- Junior SDRs gained confidence targeting infrastructure and platform roles without engineering support.
- Outreach now included stack level signals (e.g., Azure Arc, Kubernetes drift, GenAI projects) plus asset lifecycle alignment.
- High performing drafts were auto captured and shared. Messaging quality leveled up across rep tiers.
“We stopped guessing what infrastructure buyers cared about. ZingReach made it possible to lead with real infrastructure signals and compliance concerns.”
- Senior SDR, NTT DATA
Why It Resonated: Infrastructure Lifecycle as Narrative
NTT DATA’s public report highlighted lifecycle mismanagement as a blocker to agility and innovation: 80% of organizations agreed outdated infrastructure hindered progress; 94% of C-suite leaders pointed to legacy systems as drivers of operational risk. By referencing these real pain points, outreach shifted from generic modernization to lifecycle governance, an authentic lever for technical buyers.
Strategic Outcome
This was not merely about volume. ZingReach helped NTT DATA reinforce a message: “We understand your asset and compliance complexity before we talk to you.” That credibility contributed to pipeline acceleration, better qualified engagements, and stronger positioning in technical deals.
Final Takeaways
ZingReach enabled NTT DATA to:
- Double reply rates from infrastructure and cloud-decision buyers
- Cut lead prep time by over 80%
- Systematically inject infrastructure lifecycle awareness into SDR messaging
- Enable junior reps to target complex enterprise buyers with technical relevance from day one
“It wasn’t more outreach. It was more credible outreach. ZingReach helped surface that we understood the stack before the call.”
- Head of Infrastructure GTM, NTT DATA