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Offshore Insights Research - Vendors' Client Data Decides Future

Offshore Insights in its recent eight quarter study of Top Indian Vendors did a qualitative analysis of their current standing based on the size of accounts they added during this period, as well as predicted what lies ahead for them in coming 12-18 months.

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Research | Strategy | Advisory
Sudin Apte, CEO & Research Director
At Bangalore, October, 2012
EvaluatingTopVendors’ClientData
Premise
With 90% business coming from
their existing clients, study of client
data and its movement is very
important.
Client data behaviour not only
throws up interesting insights, but
also tells possible reasons and its
impact in the long run.
It also indicates vendors’ grip on
accounts and relationships with
key decision makers, and their
ability to sell incremental revenue
that will decide future of these
companies in coming five years.
What we did and why?
Findings from client data
of top five vendors
Understanding their
strengths and issues
Discussions and Q&A
Agenda
ResearchMethodology
 Studied growth, profitability, detailed client
data and metrics of top Indians over past 8-10
quarters
 Interviewed key providers to know their views
and reasoning
 Compared and contrasted some of the
findings in competitive situation
 Built study findings and our assessment
Basics
 TCS emerged as first Indian to become 10B IT
services company. Maintained its lead over
peers
 Pecking order changed with Cognizant
growing far faster than the peers, increased
its revenue seven times in past six years
 All, exceptWipro, grew total client count
TCSmaintainsleadershipandpace
Movement of quarterly revenue (million US$) for past 6 quarters
Source – Offshore Insights, company websites
500
1000
1500
2000
2500
3000
Q4 FY11Q1 FY12Q2 FY12Q3 FY12Q4 FY12Q1 FY13
TCS
Infosys
Wipro
Cognizant
HCL
Ad

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Offshore Insights Research - Vendors' Client Data Decides Future