IT firms now focus more on smaller deals
By siliconindia   |   Friday, 26 June 2009, 21:54 IST   |    1 Comments
Printer Print Email Email
IT firms now focus more on smaller deals
Bangalore: IT companies are now focusing more on smaller deals as they get faster paybacks. These smaller deals are coming in use to gain mindshare of clients and pave the way for big-ticket contracts, says Manish Duggar, the CFO of Wipro Technologies. "Although we want to get more and more of the larger deals, the smaller deals have not gone slow. And, one of the USPs of the Indian players has been the ability and willingness to do smaller deals which we continue to leverage on," Duggar told Business Standard. By providing a bundle of services like technology, operations and analytics to clients, the IT firms help in getting the mindshare of the client and become strategic partners of the clients. It enhances the ability to deliver higher value-adds within the service portfolio of the company. "We have been seeing the benefits in the form of pipeline and also winning of larger deals," says Duggar. Duggar also opines that moving up of the costs of selling does not necessarily raise concerns on the bottom-line. "The quantum of revenues flowing in on a quarter-on-quarter basis is as per plan. The longer sales cycle should be planned for the longer term more often than before."

siliconindia