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As the dollar value struggle continues for the big players of the IT industry
and overseas markets mature and saturate, all the big names will start looking
at the Indian domestic market. Over and above that, the growing size of Indian
market is also a strong reason for big players to get serious about India.
In fact, we have already decided to see big names like Wipro, TCS, Infosys,
Satyam and all others throwing their hat in the Indian market. With their deep
pockets, brand image, technical
expertise and global experience, these companies could pose a serious problem to
smaller Indian solution providers.
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| Ibrahim Ahmad |
Survival of these solution providers, and many more, will therefore depend on
how they are able to leverage their strength. And their big strength is their
relationships with small, medium and large Indian enterprises, and understanding
of the local markets. This is something that most big names have no clue about.
Year 2008 will be very crucial for the service providers. They will have to
lay special focus on ensuring that their existing relationships are
strengthened. These solution providers will have to put processes and systems in
place that match those of the big names. Investment in people, which is one area
often, neglected by solution providers will be crucial.
The solution providers will have to give their customers the same level of
service and satisfaction that big players promise to give. Large solution
providers, wanting to gain entry into the Indian market are likely to offer
tempting joint go-to-customer strategies to smaller players. It might be a great
idea to identify niche areas and focus only on that for these partnerships. Such
offers will have to be evaluated very carefully making sure smaller partners are
not edged out later on.
This might also be a time when the big fish are looking for small but
successful and healthy fish to eat up. Those inclined towards selling off their
business could make some good money. Overall, 2008 could be the beginning of
very interesting as well testing times for the solution providers.
Ibrahim Ahmad
ibrahima@cybermedia.co.in Page(s) 1
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