Infosys offers vertical solutions, consulting to gain new clients
By Mumbai: | 13 Oct 2003
Infosys, which posted a 32-per cent increase in net profit at Rs 3,001.60 million for the quarter ended 30 September 2003, continues to increase its total number of active clients, and also hike the average revenue per client.
The company has also reorganised its selling set-up and now has seven 'go-to-market' regions, each headed by an independent sales manager. It now has 275 sales people and 76 account managers, the largest sales team among Indian companies. There is an immense push towards both outsourcing and offshore work.
The company is trying to cash in on the outsourcing opportunity from the US market. According to a survey, 70 per cent of US companies consider India as the premier destination for offshore outsourcing.
Infosys has responded to smaller IT budgets by increasing the addressable market by over three times by adding consulting, package software and application outsourcing to its range of offerings.
"Infosys' focus is to increase its share of wallet in existing customers by engaging deeper and broader with the client," says a leading analyst firm. Also, the company is trying to build its brand through various means, such as co-branding efforts like the Infosys Wharton Transformation Awards.
Infosys is focused on increasing its brand value, which could help it to charge premium rates, lowering the cost of delivery while maintaining quality and increasing the breadth of services to individual clients, which reduce the per unit cost of selling. The margin drivers for Infosys continue to be pricing, its sales and marketing expenditure and its onsite-offshore revenue mix.
The
company had last week announced that its total income
for the quarter ended 30 September 2003 increased from
Rs 8,971 million to Rs 11,790.30 million. It has issued
outlook for the next quarter where it expect that income
from software development services and products is likely
to be between Rs 11,530 million and Rs 11,620 million.
