Unisys: Last One to the Future Loses

This case study explains how Unisys, an IT services and support company, used targeted direct mail and free running shoes to book meetings with executives at American Fortune 500 companies, leading to $100 million in new business.

Unisys: Last One to the Future Loses

Executive summary

Product Description:

Unisys is a global IT consulting, services and support organization with 20,000 employees operating in 180 countries. The organization specializes in helping Fortune 500 companies and government institutions manage downright gnarly, ultra-complex IT challenges -- in particular, the transformation of IT architecture needed to empower digital workers.

Objective of the Campaign:

Unisys had a number of serious business issues. Number one, it was incredibly difficult to secure face-to-face sales meetings with CIOs and Senior VPs within Fortune 500 companies. While Unisys had "connections" with many clients that rely upon...

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