The objective of ICS is to become one of the top 20 Indian software services exporters by 2004,” proclaims Sanjay Govil, CEO of Bangalore- and U.S.-based Infinite Computer Solutions (ICS). Strong words from the CEO of a private firm. But, Govil assures us it is not a pipe dream.

His company provides IT solutions for clients globally through strategic partnerships and alliances. The various services it offers include application development and maintenance including data warehousing, middleware development, product development, and web-enabling of legacy applications. These services are offered in the verticals such as telecom, utilities, BFSI (banking, Financial services and insurance) and healthcare. The company also has ambitions to get into the energy sector.

Over the years, ICS has mastered the offshore delivery model. Today large part of the development work is done out of its Bangalore Center and last month Infinite was certified as SEI CMM Level 5 for its development process capabilities.

In the short time since its inception in 1997, Infinite has built up an enviable list of clients consisting mainly of Fortune 50 firms. It has cemented its relationship with top blue chip firms through long term contracts involving work that is onsite, offshore, offsite or a combination of the three. Its clientele includes top-notch corporations like IBM, Verizon Wireless, Pitney Bowes, Hughes, Kodak and State of Maryland—an impressive roster that bigger companies would trade their eyeteeth for. The company claims that 75% of its revenues are generated from Fortune 10 clients and it has been making profits since its early years. Govil has unwaveringly steered ICS through sustained exponential growth. Last year, the company reported $55 million in revenue. For the current year, the company has projected revenue of $75 million with a net profit of $7.5 million.

Infinite’s exponential growth is an outcome of many factors, of which the major reason has been its unrelenting accent on providing the best customer service, which has resulted in exceptional customer loyalty. Govil observes, “The software support services worldwide market is expected to reach $38 billion by 2006, which itself indicates a great potential for us. The very nature of software support services is changing. Vendors are increasingly realizing that support is a vital ingredient in establishing deeper and stronger customer loyalty. What is needed is a proactive approach and this is where we plan to provide our expertise.”

Identifying software support services as its key growth segment, Govil has chalked out an aggressive expansion strategy in terms of its existing infrastructure, manpower and geographical reach. Having grown organically till now, Govil is now gearing up for an inorganic growth. He is scouting around for acquiring software firms, which have an impressive client base and revenues in the range of $5-10 million, in the BFSI space. Govil has already lined up a Singapore-based venture capitalist to fund his acquisition plans. Infinite expects to complete the acquisition by December 2003.

Simultaneously, the company also plans to invest in expanding its sales force in the U.S. and foray into the European region, followed by an ambitious plan to take the IPO route later in India.

“We are investing sizeable dollars to setup the Bangalore campus, which would be spread over five acres,” says Govil. The software campus is expected to be operational by early 2004. The Bangalore development center—where 250 professionals work at present—will have 500 by March 2004. Application development, data center operations, web-based application development, real time embedded systems related work in telecom, and financial services verticals would be a key focus area of growth at the Bangalore center.

The company also plans to open a second development facility, with capacity to staff 500 engineers, at Gurgaon in the next six months. The Gurgaon center will provide help desk and support services apart from carrying out developmental activities.

“The big guys like Infosys and TCS have done us a big favor,” acknowledges Govil. “We are small, but our total customer satisfaction intent has won us big orders. Again, all this confidence in an Indian company comes from the groundwork done by the big firms.”

About the Indian companies being branded service providers, Govil is quick to retort, “Well, what’s wrong? Isn’t that helping the economy? Isn’t it delivering much needed employment to the Indian market? It is the dignity of labor that is more important. Think about that!”