IT Sales & Marketing IT - TECHNOLOGY IN MANAGING AND PROCESSING INFORMATION SALES & MARKETING – THE ACTIVITY OF SELLING
INTRODUCTION <ul><li>IT includes both Hardware and Software which helps us to Change, Secure, Send , Receive, Save and Pro...
Markets Covered <ul><li>PCs, Workstations and Servers  </li></ul><ul><li>Digicams and SHDs (Smart Handheld Devices) </li><...
Leading hardware, software and services providers in India market <ul><li>Cisco Systems </li></ul><ul><li>HCL </li></ul><u...
Sales Organization Structure Country Head / Managing Director / Country Manager Middle Management / Alliance / Channel Sal...
Alliance Marketing  Corporate Communication & Public Relation Admin & Finance  & HR Travel, Help  Desk & Support Presales ...
Verticals <ul><li>Aerospace </li></ul><ul><li>Automotive </li></ul><ul><li>Banking & Financial Services </li></ul><ul><li>...
Technology <ul><li>Business Intelligence (Cognos) </li></ul><ul><li>Customer Relationship Management (Siebel) </li></ul><u...
Domestic IT Market <ul><li>Hardware </li></ul><ul><li>Software </li></ul><ul><li>Services </li></ul>
Domestic IT Market share based on Verticals <ul><li>Finance – 23% </li></ul><ul><li>Manufacturing – 17% </li></ul><ul><li>...
Indian IT Industry Revenue Forecast $18 Billion 2009 $16 Billion 2008 $14 Billion 2007 $12 Billion 2006 $9 Billion 2005
India Domestic IT Market Shifts: 2005 to 2010
Expected Growth in Indian IT Industry in the following segment Overall 19% growth is expected in domestic IT market HARDWA...
India’s Indirect Effect in Global Sales <ul><li>Indian software service companies today have 1000s of IT professionals wor...
Indian Outsourcing Industry <ul><li>India accounts 65% of global offshore IT Services in 2005 </li></ul><ul><li>India acco...
Daedalus Opportunity <ul><li>Hardware :   </li></ul><ul><li>WAN EQUIPEMENT  – </li></ul><ul><li>CISCO, NORTEL, DLINK,JUNIP...
<ul><li>Q & A </li></ul><ul><li>Thank You ! </li></ul><ul><li>Sincerely, </li></ul><ul><li>Karthikeyan Ganesan </li></ul><...
 
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Indian IT 2007

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Indian IT 2007

  1. 1. IT Sales & Marketing IT - TECHNOLOGY IN MANAGING AND PROCESSING INFORMATION SALES & MARKETING – THE ACTIVITY OF SELLING
  2. 2. INTRODUCTION <ul><li>IT includes both Hardware and Software which helps us to Change, Secure, Send , Receive, Save and Process the Information </li></ul><ul><li>India continues to be one of the fastest growing IT and telecom market </li></ul><ul><li>The India IT market grew at over 26% in 2005 (including domestic BPO-ITeS), providing tremendous opportunities for IT and telecom vendors and service providers </li></ul><ul><li>In 2005, India was ranked as the 18th highest IT spender and it is expected to move up to the 13th position in 2010 </li></ul>
  3. 3. Markets Covered <ul><li>PCs, Workstations and Servers </li></ul><ul><li>Digicams and SHDs (Smart Handheld Devices) </li></ul><ul><li>Printers and MFDs (Multifunction Devices) </li></ul><ul><li>IT Services </li></ul><ul><li>Packaged software </li></ul><ul><li>BPO </li></ul><ul><li>Datacom </li></ul><ul><li>Enterprise storage systems </li></ul>
  4. 4. Leading hardware, software and services providers in India market <ul><li>Cisco Systems </li></ul><ul><li>HCL </li></ul><ul><li>HP </li></ul><ul><li>IBM </li></ul><ul><li>Infosys </li></ul><ul><li>Microsoft </li></ul><ul><li>NIIT </li></ul><ul><li>Oracle </li></ul><ul><li>Satyam </li></ul><ul><li>Sun Microsystems </li></ul><ul><li>TCS and </li></ul><ul><li>Wipro. </li></ul>
  5. 5. Sales Organization Structure Country Head / Managing Director / Country Manager Middle Management / Alliance / Channel Sales / Enablement Frontline Sales, Marketing & Support
  6. 6. Alliance Marketing Corporate Communication & Public Relation Admin & Finance & HR Travel, Help Desk & Support Presales / Technical Head Support / Enablement Head Channel Sales SME Sales Enterprise Sales Country Manager
  7. 7. Verticals <ul><li>Aerospace </li></ul><ul><li>Automotive </li></ul><ul><li>Banking & Financial Services </li></ul><ul><li>Chemicals </li></ul><ul><li>Defense </li></ul><ul><li>Energy </li></ul><ul><li>Fast Moving Consumer Goods </li></ul><ul><li>Government </li></ul><ul><li>Healthcare </li></ul><ul><li>Hospitality & Leisure </li></ul><ul><li>Insurance </li></ul><ul><li>Life Sciences </li></ul><ul><li>Media & Entertainment </li></ul><ul><li>Manufacturing </li></ul><ul><li>Retail </li></ul><ul><li>Real Estate </li></ul><ul><li>Transportation </li></ul><ul><li>Telecommunication </li></ul><ul><li>High Technology ( Electronics, Semiconductor, Storage ) </li></ul>
  8. 8. Technology <ul><li>Business Intelligence (Cognos) </li></ul><ul><li>Customer Relationship Management (Siebel) </li></ul><ul><li>Customer Service (Infogain, Witness System) </li></ul><ul><li>Field Service Management </li></ul><ul><li>Lead Management (eGrabber) </li></ul><ul><li>Marketing Automation (RightNow) </li></ul><ul><li>Sales Force Automation (Salesforce.com) </li></ul><ul><li>ERP(SAP) </li></ul><ul><li>Human Resource Management (PeopleSoft) </li></ul><ul><li>Project Management (IBM Rational) </li></ul><ul><li>Training (SQL Star) </li></ul><ul><li>Workforce Management(ASPECT) </li></ul><ul><li>Content Management (Interwoven) </li></ul><ul><li>Document Management (EMC) </li></ul><ul><li>eCommerce (BROADVISION, SAGE) </li></ul><ul><li>Logistics (Four Soft) </li></ul><ul><li>Procurement (ARIBA) </li></ul><ul><li>Supply Chain Management (Manhattan Associates) </li></ul><ul><li>Web Collaboration (WEBEX) </li></ul><ul><li>Application Development (BEA) </li></ul><ul><li>Business Process Management (Savvion, NewgenSoft) </li></ul><ul><li>Computer Security (TRENDMICRO) </li></ul><ul><li>Database Management (ORACLE) </li></ul><ul><li>Facility Management (Cybermetrics) </li></ul><ul><li>Network Security (CISCO) </li></ul><ul><li>Systems Management (CA) </li></ul>
  9. 9. Domestic IT Market <ul><li>Hardware </li></ul><ul><li>Software </li></ul><ul><li>Services </li></ul>
  10. 10. Domestic IT Market share based on Verticals <ul><li>Finance – 23% </li></ul><ul><li>Manufacturing – 17% </li></ul><ul><li>Govt. / Edu. – 14% </li></ul><ul><li>Telco / Med – 12% </li></ul><ul><li>ITES / BPO – 12% </li></ul><ul><li>Consumer/ Home – 11% </li></ul><ul><li>Others – 11% </li></ul>
  11. 11. Indian IT Industry Revenue Forecast $18 Billion 2009 $16 Billion 2008 $14 Billion 2007 $12 Billion 2006 $9 Billion 2005
  12. 12. India Domestic IT Market Shifts: 2005 to 2010
  13. 13. Expected Growth in Indian IT Industry in the following segment Overall 19% growth is expected in domestic IT market HARDWARE 20% Notebook / PC’s 20% Packaged Software 13% Enterprise Storage Solutions 43% IP PBX Systems 50% IP Phones 8% Server 94% WLAN Equipment 29% SECURITY SOFTWARE 20% INFORMATION & DATA MANAGEMENT SOFTWARE 20% NETWORK MANAGEMENT SOFTWARE 20% SYSTEM MANAGEMENT SOFTWARE 24% BI SOFTWARE 24% CONTENT APPLICATIONS 32% APPLICATION LIFE CYCLE MANAGEMENT SOFTWARE TECHNOLOGY PRODUCT SERVICES 24% KNOWLEDGE MANAGEMENT 23% IS OUTSOURCING 24% NETWORK CONSULTING & INTEGRATION SERVICES 29% SOFTWARE DEPLOYMENT & SUPPORT SERVICE 32% APPLICATION MANAGEMENT IT SERVICES
  14. 14. India’s Indirect Effect in Global Sales <ul><li>Indian software service companies today have 1000s of IT professionals working on projects throughout the world in every domain you can think of. Infosys, Wipro, Cognizant, TCS, Satyam, Patni... have got a huge mass of humanity creating and deploying projects using various software products. </li></ul><ul><li>Many IT service companies in India have partnerships with software vendors and you would see a strange pattern in these companies. Company X might be deploying majority projects on Oracle DB but go over to company Y next door and you might see IBM DB2 being the dominant database. Rarely do customers force a software service provider to use a particular product, so it's normally the service provider who decides which product to use. </li></ul><ul><li>Software vendors have gradually started to realize this and these days spend a lot of money trying to get Indian developers to use and recommend their products. I do not know what the current figures are but I think it makes good sense to put more money into India than the actual sales in India, primarily because of the indirect India effect. </li></ul><ul><li>So if you are sitting in New York and wish to sell a software product to a corporation next door, it might just make more sense to take the India route. It will cost less and is more likely to get you regular sales. </li></ul>
  15. 15. Indian Outsourcing Industry <ul><li>India accounts 65% of global offshore IT Services in 2005 </li></ul><ul><li>India accounts 45% of global BPO industry in 2005 </li></ul><ul><li>Indian Software and Back Office industry generated $23.6 Billion in fiscal 2005-06. </li></ul><ul><li>European service provider plan to increase offshore assets by 65% </li></ul><ul><li>Indian Outsourcing industry generated revenue in 2003-04 $12 bln, 2004-05 $17.2 bln, 2005-06 $23 bln and expected to grow $60 bln by 2010. </li></ul><ul><li>The total addressable market for global offshoring is approximately $300 billion, of which $110 billion will be offshored by 2010, according to the NASSCOM-McKinsey report. </li></ul>
  16. 16. Daedalus Opportunity <ul><li>Hardware : </li></ul><ul><li>WAN EQUIPEMENT – </li></ul><ul><li>CISCO, NORTEL, DLINK,JUNIPER, </li></ul><ul><li>ADAPTEC, POWERDSINE, </li></ul><ul><li>SERVER – </li></ul><ul><li>HP, HCL, DELL, WIPRO, IBM, SUN </li></ul><ul><li>IP PHONES – </li></ul><ul><li>POLYCOM, SNOM, </li></ul><ul><li>GRANDSTREAM, SIPURA, </li></ul><ul><li>ENTERPRISE STORAGE SOLUTIONS – </li></ul><ul><li>NETAPP, EMC </li></ul><ul><li>NOTEBOOK / PC’s – </li></ul><ul><li>MICROSOFT, ZENITH, ACER, </li></ul><ul><li>TOSHIBA, SONY, DELL, HP, IBM </li></ul><ul><li>SOFTWARE: </li></ul><ul><li>ALM – SERENA, TECHEXCEL, HP, EMC, BORLAND </li></ul><ul><li>SECURITY – SYMANTEC, WEBSENSE, CHECKPOINT, SURFCONTROL, SECURECOMPUTING, CYBER PATROL, MCAFEE, RSA SECURITY </li></ul><ul><li>CONTENT APPLICATIONS – ORACLE, PLUMTREE, ATG, VIGNETTE, FORMSCAPE, MICROSOFT, BEA </li></ul><ul><li>BI SOFTWARE – HYPERION, DATASTAGE, INFORMATICA, BUSINESS OBJECTS, MICROSTRATEGY, INFORMATION BUILDERS, SAS, INFOR, KALIDO, ACUTATE, NETEZZA </li></ul><ul><li>SYSTEM MANAGEMENT SOFTWARE – BMC SOFTWARE, LANDESK, CA, NETIQ, INFOVISTA, ALTIRIS </li></ul><ul><li>NETWORK MANAGEMENT SOFTWARE – HP, CA, IBM,NOVELL, MCAFEE,NETOPIA, ADVENTNET </li></ul><ul><li>INFORMATION & DATA MANAGEMENT SOFTWARE – ORACLE, SYBASE, MICROSOFT, INFORMIX. </li></ul>
  17. 17. <ul><li>Q & A </li></ul><ul><li>Thank You ! </li></ul><ul><li>Sincerely, </li></ul><ul><li>Karthikeyan Ganesan </li></ul><ul><li>[email_address] </li></ul>

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