$50m revenue from new market segment

Our brief

  • Grow Fujitsu’s share of utilities and built environment sector
  • Deepen customer relationships
  • Fill an $88 million sales pipeline shortfall

What we did

Using our extensive insight on the industry’s challenges and disruptions, we defined Fujitsu’s point of view and plotted a 9-month engagement plan to communicate this to senior stakeholders in accounts.

Our formats and channels were broad in type and reach – including whitepapers, opinion pieces, industry events, analyst relations, digital landing pages, and social media. Each individual touchpoint connected with our central narrative for the industry and Fujitsu’s unique perspective.

This project has delivered unbelievable commercial success and has been a flagship campaign in terms of the different media used. It’s also established a new level of sales engagement that’s got the whole team involved.

Natalie Field - Head of Private Sector Marketing, Fujitsu


We targeted 70 utilities customers and reached +130,000 stakeholders, including 128 industry executives. In total £600 million worth of pipeline leads have been generated by the campaign with a revenue value of over £50 million.

Our most successful campaign since I’ve been at Fujitsu.

Natalie Field - Head of Private Sector Marketing, Fujitsu