Virtusa: A zero-distance approach to client-centric excellence

“Even if B2B marketing is seen as a service function, our role is to be the voice of the customer,” says Brian Jochum, Chief Marketing Officer at Virtusa. And client proximity has been fundamental in shaping Virtusa’s marketing strategy, empowering the company to solve complex client challenges through tailored, impactful solutions.

With a background spanning Procter & Gamble, Accenture, and TCS, Brian brings a deep understanding of what it means to carry a customer-first mindset from consumer goods into the world of B2B technology services. 

Under Brian's leadership, Virtusa has embraced AI and predictive analytics to enhance productivity and client engagement. In this conversation, he explains the importance of differentiating Virtusa’s brand in a competitive market by focusing on depth and specialization. This shift, from a service function to a strategic, client-centric partner, has been key to its success. 

By embracing AI, predictive analytics, and Account-Based Marketing (ABM), Virtusa has deepened client relationships and driven measurable results.

“Know your audience and know your customer by name. Then use that advantage to engage them in a more intimate way.”

Brian Jochum, CMO, Virtusa

Listen now to explore:

• How Virtusa achieves zero distance to clients by leveraging AI and strategic insights
• The significance of ABM in tailoring strategies, ensuring a focused high-impact approach
• Why a client-centric culture is crucial for aligning marketing with business goals
• The challenge of maintaining brand distinction in a rapidly evolving AI landscape
• How Virtusa balances innovation with a focus on delivering tangible business outcomes
• The role of continuous feedback and data-driven decisions in refining marketing strategies to remain agile and responsive

Listen to the episode here.