Indian IT firms to ape Accenture’s sales model; set to hire Sr. Partners to drive sales
By Tarry Singh at 23 December, 2009, 3:54 am
Some senior executives who joined Wipro in the last few months as part of the company’s new sales strategy include Kirk Strawser, Managing Partner and Global Head, Wipro Consulting Services; Chris Rooney, Global Practice Head, Business Transformation and Roger Camrass, Senior Practice Partner, Business Transformation.
Paranjpe said, “We often lost because of having pure CIO-level dialogues, we got hurt and even lost some deals. We will hire another 30-40 such professionals who will be responsible for growing our client relationships to $30-40 million in revenues.”
Since long, TCS, Infosys and Wipro have been focusing on software application development and maintenance, getting new business from CIOs of large customers such as Citi, GE and many others. Now, as they seek bigger, multi-year transformational deals, they need to penetrate boardrooms of Fortune-500 companies.
“Client partners think and breathe business problems of customers who seek advice and guidance - they are people with a few decades of experience,” said Paranjpe. At the time of recession, when business was tough to come by, Wipro managed to penetrate large customers such as BP, helped by the new approach. Camrass, who joined Wipro as Senior Practice Partner a few months ago, is respected by many decision makers within BP. With over 35 years of experience, Camrass has worked with top consulting firms such as Ernst and Young.
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