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Enterprise marketing. Demand generation. ABM. Campaign design. Creative. Content. Media buying and optimisation. Marketing automation.
Infosys had built genuine, enterprise-grade AI capabilities Infosys Topaz, applied AI solutions, and a growing portfolio of AI-powered services that represented a significant advancement on what the broader IT services market was offering. The problem was not the technology. The problem was that communicating the sophistication and practical value of enterprise AI through conventional B2B marketing formats — PDFs, slide decks, whitepaper downloads was failing to convey what the technology could actually do. In a market where every major IT services company was claiming AI leadership, Infosys needed a way to demonstrate rather than declare.
The target audience made the challenge more acute. C-suite and IT decision-makers evaluating enterprise AI vendors are sophisticated buyers who have grown sceptical of marketing claims and demand evidence rather than promises. Traditional content however well-written was not creating the experiential proof that would separate Infosys from competitors making equivalent claims. Infosys needed to put its AI in front of buyers in a way that made the capability immediately tangible, while simultaneously building the demand generation and account-based marketing infrastructure needed to reach and convert high-value enterprise prospects at scale.
Langoor designed and built B-MO an AI-powered interactive chatbot that functioned simultaneously as a product demonstration and a lead generation engine. B-MO allowed enterprise prospects to experience Infosys's AI capabilities first-hand: natural language processing, knowledge retrieval, and conversational AI in a live, interactive format that no whitepaper could replicate. The insight behind B-MO was simple: when selling AI, the most powerful proof point is the AI itself. Rather than describing what Infosys AI could do, B-MO showed it.
Alongside the B-MO product, Langoor developed a comprehensive go-to-market strategy targeting enterprise clients with AI's transformative potential. The strategy identified the decision-makers and influencers within target accounts — CIOs, CDOs, CTOs, and procurement leaders — and designed engagement pathways tailored to each persona's specific concerns and evaluation criteria. The GTM plan ensured that B-MO was positioned not as a novelty but as an entry point into a substantive conversation about Infosys's AI capabilities.
Langoor ran ABM campaigns targeting high-value enterprise accounts in Infosys's priority verticals. Account intelligence was used to identify which organisations were actively exploring AI adoption and what their specific use-case priorities were allowing the campaign to reach them with highly relevant content and B-MO engagement invitations at the moment of maximum receptivity. ABM ensured that Infosys's AI marketing reached the right accounts rather than broadcasting to a broad audience that included many buyers not yet in a position to evaluate enterprise AI.
Langoor developed a content programme built around making complex AI capabilities legible and compelling to non-technical executive buyers. Content was visually rich and deliberately accessible — using real-world business outcomes and transformation stories rather than technical architecture explanations to articulate Infosys's AI value. The content was designed to work across the full buyer journey: awareness-stage material establishing Infosys's AI credibility, consideration-stage content demonstrating use-case relevance, and evaluation-stage proof points addressing the specific questions enterprise procurement teams ask.
Enterprise AI evaluation cycles are long. Buyers research over months, return to the subject multiple times, and involve multiple stakeholders before reaching a decision. Langoor built marketing automation workflows designed to sustain Infosys's presence with enterprise prospects across this extended timeline ensuring that leads generated by B-MO or content engagement were nurtured through a structured cadence rather than left to go cold. Automation also gave Infosys visibility into which prospects were most actively engaged at any given time, enabling sales teams to prioritise outreach.
Langoor's AI marketing programme for Infosys demonstrated that interactive demonstration outperforms traditional content in enterprise technology marketing, and built a scalable demand generation infrastructure for Infosys's AI business.
B-MO
AI chatbot built as a live demo and lead generation engine for Infosys AI capabilities
Higher
Prospect interaction rates from B-MO versus traditional content formats
Enterprise
AI capabilities positioned through ABM and automation at scale globally
AI chatbot design and development (B-MO) · Enterprise marketing strategy · Go-to-market planning · Account-based marketing · Demand generation · Creative and content development · Marketing automation · Lead nurturing programme design · Sales and marketing integration · B2B persona mapping · Campaign analytics
B-MO AI chatbot (NLP, conversational AI, knowledge retrieval) · Marketing automation platform · ABM targeting tools · LinkedIn Campaign Manager · Programmatic display platforms · CRM integration · Email marketing automation · Content management system · Analytics and lead scoring platform
Infosys is a global leader in next-generation digital services and consulting, with revenues exceeding $18 billion and a workforce of more than 300,000 professionals across 56 countries. Headquartered in Bengaluru, India, Infosys serves enterprise clients across financial services, retail, manufacturing, energy, and healthcare globally. The company's AI platform, Infosys Topaz, is at the centre of its enterprise value proposition offering AI-first services spanning cloud, data, and applied AI to help organisations navigate digital transformation. Infosys was founded in 1981 and listed on the NYSE and BSE.
This case study is part of Langoor's AI marketing and enterprise demand generation practice. See also:
