All posts by Sanchit Gogia

Business Development Consultant #Jobs #India

Job Title:  Key Account Manager

Eligibility Criteria:
Educational Qualification: B.E./B.Tech./MCA with MBA and 3 to 5 years experience in product sales and 2 to 3 years experience as a Sales Manager leading a team of motivated BD executives.
First division (60%) in all the academic years.

Location: Mumbai

Experience required for the Job: 3- 5 years

Key Roles and Responsibilities:
The position seeks professional Business Development Managers who can build a significant loyal customer base and manage relationship to exceed customer expectations.

Job Description:

  • Female candidates are preferred for this role.
  • Drive the development of regional or national sales strategies
  • Good managerial capabilities and ability to lead by example
  • Coordinate/plan prospecting goals and strategy.
  • Manage business planning and related strategies for relevant markets. Develop new business through extensive cold calling and sales skills.
  • Identify target markets and help set sales/delivery strategy.
  • Responsible to qualify prospects, understand pain areas, and manage sales process to closure.
  • Responsible for the successful management of the needs of the Company’s customers in order to meet the objectives of overall business plans and strategies.
  • Manage sales demos and coordinate status meetings as needed.
  • Remain knowledgeable of market and industry trends, competitors, and leading customer strategies.
  • Report regularly on sales progress and work with peers to overcome obstacles.
  • Develop and deliver sales presentations on behalf of the Company; Understand and clearly articulate Company’s value proposition.

Desired technical and other Skills:
Excellent communication skills and corporate presentations
Understanding of CRM tools and customer expectations
Deep knowledge of verticals, buying cycles and competition

Good to have:
CRM selling experience
Through understanding of Microsoft, Seibel, Sales force CRM system

If you are interested in the opportunity, please connect with Sulakshana Vats at svats@greyhoundgroup.com

Business Consultant – #Aviation Presales #Jobs #India

Job Title: Business Consultant – Aviation Presales

Qualification: B.E/B.Tech + MBA is desirable

Location: Chennai

Job Description:

  • Overall Presales responsibility for Aviation domain
  • Plan and Execute – detailed Account and Partner strategies – to meet the targeted performance
  • Jointly own qualification of ACCOUNTS along with sales team , aid in deciding GO- NO GO decisions
  • Carry out scoping studies with prospects and articulate solutions that addresses their business pains
  • Coordinate effectively to render right solution to prospect – between sales team, central presales team and several solution /product teams within Organization
  • Aid in generating quality proactive leads and enhance conversion ratios

Requirements:

  • 4 – 8 years of experience in delivery / Presales function of ERP / Aviation solution
  • Should have successful track record of delivery or presales for ERP / Aviation product or solution.
  • Should be able to interact with CIOs / Business heads and have ability to conduct workshops / value discovery sessions.
  • Should be willing to travel across India.

Consultant: Kiran Changela (kchangela@greyhoundgroup.com)

Greyhound CEO Sanchit Vir Gogia Says Analysts Need To Keep Their Heads On Their Shoulders #IIAR #InfluencerRelations #AnalystRelations

In the latest Coffee Talk webinar (hereGreyhound founder Sanchit Vir Gogia talks about the way his business has focussed research on specific client needs like IT strategy, sales and marketing. The Springboard and Forrester alumnus also places the three Greyhound businesses in context, and how they reinforce each other. He gives great examples of helping the CEO of a major cosmetics company to connect customer satisfaction with IT, using inventory management to drive better outcomes, and of helping an IT services firm to decide where to locate its offices. The Greyhound Golden Gate is also explained: it’s their community for over 100 of Asia’s most innovative IT buyers.

I’ve found Sanchit to be one of the smartest and most candid, and critically-minded when speaking about the analyst industry, and in the call he also mentions other firms, including Gartner, Forrester and HfS Research. so I am also delighted that his firm is one of the sponsors of the Analyst Relations Forum.

Source: Influencer Relations

Asia-Pacific, Middle East new focus areas for IT services firms #Press #Media #Mint

Indian software services exporters have begun sharpening their focus on countries like Japan, China, Malaysia, Australia and those in the Middle East, given the growth potential of these markets.

In the June quarter, the top five Indian software services exporters posted an average growth rate of 11-15% in Asia-Pacific and other emerging markets.

Growth from the Asia-Pacific region for India’s largest information technology (IT) services company, Tata Consultancy Services Ltd (TCS), was up 34.9% from a year ago and that from the Middle East rose 20% in the same period. Wipro Ltd, which has been in the Middle East for over a decade, saw its Middle East and India business grow 13.8% in the June quarter from a year earlier.

For Tech Mahindra Ltd, India’s fifth-largest software services exporter, the Middle East is a priority due to government-led information technology initiatives, like the recent eight-year engagement it signed with the Dubai Economic Council to provide solutions to make Dubai a “smart city”. Tech Mahindra also has the contract to provide data solutions to power the FIFA World Cup 2018 in Qatar.

The move to emerging markets is logical, given the high growth potential in these regions, even though it is on a lower base, say experts.

South East Asia’s competitive and rate-sensitive market allows for smaller deals, especially from countries like Taiwan, Hong Kong, Singapore and Malaysia, which are of particular interest to mid-tier firms, said Ravi Menon, IT analyst with Centrum Broking Pvt. Ltd.

Sangeeta Gupta, vice-president of software lobby body Nasscom, said that exploring business in countries like Japan, Korea, Indonesia, China and continental Europe makes sense “as 80% of incremental revenue is projected to come from these markets by 2020”.

Sid Pai, partner at research and consulting firm, Information Services Group (ISG), pointed out that while developed markets like the US and Europe are growing a mere 2-3% annually, markets in continental Europe like France, Germany and the Nordics are largely underpenetrated but have an addressable market opportunity of 30-40% per annum.

“Other emerging markets in Asia-Pacific like Japan, China and India, which currently contribute barely 5% to revenues of IT services players, have a potential to grow by 30-40% per annum as well,” he said.

Sanchit Vir Gogia, chief analyst and chief executive of Greyhound Research, agreed that the Asia-Pacific region “will remain the fastest-growing emerging market, especially Association of Southeast Asian Nations (Asean) and China, which offers a lot of sophistication in terms of varied deals”. However, growth in the Middle East, he said, was restricted to regions like the UAE, Qatar, Oman and Egypt.

According to Cathy Tornbohm, vice-president of research at research firm Gartner Inc, “clients need a range of delivery locations for people-based processes. This is for proximity for ease of visiting sites, cultural fit, languages and time zones”.

For instance, global business process management firm Aegis Ltd, a part of the Essar group, which recently sold its American unit Aegis USA to Paris-based business process outsourcing firm Teleperformance for $610 million, said it would use some of the earnings for acquisitions in Korea and Japan.

The move, according to Sandip Sen, global chief executive of the company, “is to complement its Malaysia business, which will be the hub of its operation in South Asia, after the acquisition of Malaysia-based Symphony BPO in March”.

The Middle East market “offers opportunities of an emerging market as well as an advanced market, which is rapidly deploying world-class technology, comparable to the developed world”, said Kamal K. Singh, founder and chief managing director of Rolta India Ltd, a software engineering firm.

About 12-15% of Rolta’s revenue comes from emerging markets, and “most of the contracts we win here are with government and public-private partnership projects”.

Meanwhile, even the Indian government, said R.S. Sharma, secretary of the Department of Electronics and Information Technology “is seeking to identify new non-English speaking markets, like Africa, Latin America, China and South East Asia as it looks to promote small and medium size enterprises in the segment”.

He added that the government has formed an expert council, which has members from different industry lobbies, to figure out what could be done to extend India’s presence in these markets.

Source: Mint

Infy: Analysts question timing of letter #Press #Media #HinduBusinessLine

Balakrishnan declines to comment; Pai out of the country

With first employees’ nod

The recommendation, which was reportedly meant to reinstate losing investor confidence, was also signed by DN Prahlad, one of the first employees of Infosys.

Rumours of a buyback first surfaced before Infosys announced the appointment of Vishal Sikka, two days before the company’s AGM on June 14.

“We were inundated with calls by media asking us about the buyback. And not surprisingly, the timing of this letter to the board happened on July 29, just one day before the EGM on July 30 where Vishal Sikka’s appointment was formalised,” said an Infosys spokesperson.

She further added that a long-term investor who always attends the company’s AGMs and EGMs, this time around pointedly told the board members during the EGM that they should consider buyback of shares.

While Pai could not be reached as he was out of the country, Balakrishnan said he did not want to comment on why he had made such a recommendation to the board.

Not driven by noble cause

“Why didn’t either Bala or Pai suggest buybacks when they were CFOs of the company, when they could have easily done it. Their motivations today are clearly not driven by the noble cause of adding to shareholder value,” said Sundararaman Vishwanathan, Manager Consulting, Zinnov, an advisory firm for global businesses. Large institutional investors such as UBS, Fidelity and Temasek are certainly not in a hurry to sell out, as they are invested in Infosys for the long term, he elaborated.

A corporate governance advisory firm in which former Infosys CFO Mohandas Pai is an investor said the IT major should not give any special consideration to the letter written by the former finance heads of the company. “I think Infosys should treat the letter written by former CFOs of the company as a request from investors than for the positions they held there,” Sriram Subramanian, Founder and Managing Director of InGovern Research Services said.

Failed to articulate strategy 

Subramanian pointed out that it was unusual for a company which has no debt to sit on such a huge cash pile.

He said one might question the timing of the letter but the fact was that Infosys had failed to articulate a strategy in this regard.

The whole premise of former Infosys CFOs writing a letter to the board asking for a buyback of shares to boost investor confidence is flawed and led by personal motives and emotions, observed Sanchit Vir Gogia, Chief Analyst & CEO, Greyhound Research.

Daljeet S Kohli, Head of Research, IndiaNivesh Securities, feels this is a case of pressure tactics to force Infosys to do something about the cash pile it has been sitting on for the last four years.

“A company would resort to buyback as the last resort only when it has exhausted every other option to grow,” he added.

Source: The Hindu Business Line

HCL Tech bags $250-m deal from Alcatel-Lucent #Press #Media #HinduBusinessLine

HCL Tech has won a $250-million deal from French telecom major Alcatel-Lucent.

The deal involves HCL taking up complete R&D work of Alcatel-Lucent in technologies such as 2G and 3G.

Further, HCL will co-create intellectual property and help the French telecom major innovate in these areas. When contacted, an HCL spokesperson confirmed the development. The deal comes a day after Alcatel-Lucent in its second quarter earnings told analysts that its short-term results would be ‘lumpy’, after its brief comeback to profitability in the preceding quarters that resulted in deal wins from Vodafone and LTE investments in China.

“Alcatel-Lucent is trying to steady its ship and clearly this effort points to significant cost savings and faster time to market,” said Sanchit Vir Gogia, analyst with Greyhound Research.

For HCL, this deal follows a spate of multi-million dollar deals that the company bagged in the 2014 fiscal.

According to Prabhudas Lilladhar IT analyst Shashi Bhusan, HCL signed 14 multi-million dollar, multi-year deals that were estimated to have total contract value of $2 billion. However, most of these deals have been won in the area of IT infrastructure management, which involves taking over of IT assets of global pharmaceutical, financial institutions or telecom companies and running them.

This is the first big ticket deal that the company has won in the area of engineering R&D, which contributed 7.4 per cent to its overall revenues, according to company data.

Source: The Hindu Business Line