Offshore Sales in IT

1. Offshore Projects
Business Development Sales Executive: Steve Sugulas
1-
The client
Prudential plc.
Partnered with: Mahindra & Mahindra Project value/.8mil usd
The business challenge
Historically the client had developed systems which were aligned to the requirements of
particular distribution channels or specific product types. This resulted in a situation of
Call Center silos servicing requests pertaining to specific products only.
The solution
As a strategic end to end solution partner, Mahindra & Mahindra had to ensure that the
proposed solution would cater to both current and future needs of all the three business
functions– sales, marketing and services.
Mahindra & Mahindra designed and developed the One Customer Database (OCDB) - a
central repository for customer data, which provides a common view of the customer
across the client’s organization. The OCDB is fully integrated with the back end systems
and contains the latest version of customer and product details (around 40 million
records).
Measurable business benefits
Ease of servicing customer requests through support for multiple brands and a single
consistent view of the customer
Enables the Customer Service division to handle an increased number of transactions
Faster turnaround times in closing customer requests like address changes across
multiple product systems
Powerful customer insight based on a holistic view of a customer and their product
holdings .
2-
The Company
A Fortune 500 electronics manufacturer. (Confidential)
Challenge
Despite investing over $40 million implementing an ERP system, this electronics
company had insufficient information to support day to day decisions. Standard lengthy

2. monthly reports failed to give them the leverage required to operate in their fast moving
environment. Key information was needed on a daily basis with easy, dynamic access. In
addition, they wanted worldwide access for 2,000+ users, with minimal network impact
and timely updates for each global region.
The Solution: Wipro/Partner Project value/1.2mil usd
Wipro’s team designed, developed and implemented an intranet, web-based information
system for orders, sales and backlog information. This enabled the company to work in a
planning mode rather than a crisis mode. The new system gives several thousand users
access to critical business measures across twelve key dimensions, including time,
geography, legal entity, product family and customers. Users can drill through
dimensions at any time, switching dimensions as they drill. The management
opportunities for combining key dimensions are virtually unlimited.
Training on this user-friendly system takes as little as 45 minutes. From the CFO to the
sales manager, critical information is available within the constraints of the assigned
security profiles. Only one screen of data is ever passed over the network at a time
ensuring a network-light approach. The heavy work is done on a server in the corporate
data center.
Performance is optimized by the system which selects the tables, join conditions and
constraints of the actual SQL statement, while users select only the dimensions and
screen types. An intelligent query recognition process saves the results of every query for
faster response to subsequent users. Since it is web-based and delivered over the intranet,
it was deployable globally overnight to any user with an intranet connection and a
browser. Power users, who are not satisfied with the extensive information display
possibilities of the standard system, can download detailed data in a CSV format within
the constraints of their security profile.
Results
The new system has dramatically improved the availability and analysis of orders, sales,
and backlog information. The data can be aggregated for optimum usability across
2,000+ users worldwide.
By monitoring selected critical dimensions on a daily basis, the company can easily
identify market trends and activities early enough to develop and execute strategies in
response to changing market conditions.
Management can also analyze the results of their strategy using these same critical
dimensions.
Since the system is configuration driven, it has been implemented for other important
applications including inventory analysis, HR, manufacturing quality and order metrics.
Platforms

3. The company's technology environment includes Unix hardware from Sun and IBM with
Oracle databases and tools. The system can run on any system that supports the Oracle
Database and Application Web Server.
3-
CIL-Technisoft Project Partner/Project Value-.5mil usd
Data Store for Wireless Applications and Consulting Services Inc.
Wireless Applications and Consulting Services, LLC (WACS) provides consultancy to
major Utility companies in USA. Purpose of this development was to create a re-usable
solution to provide specialized applications to leverage AMR data in electric, gas and
water utility industry.
We have provided technology solution for planning, designing, constructing, deploying
and eventual maintenance & enhancement of this business solution.
This is a data warehousing cum transaction processing application. The application
receives XML/Flat files of meter readings and master data from designated gateways.
The process daemon locates files and runs processes to classify meter readings into Good,
Stale, Incomplete, Partial, etc. Several other processes are run in sequence to create
estimated readings for Stale, Incomplete and Partial reads and generate bills and related
reports. The application needs to process about 50 million records for 2 million customers
everyday.
WACS Data Store project is expected to maintain records pertaining to energy
consumption of electric, gas, steam and water for up to 2 million consumers for a period
of 5 years.
4-
The Company
Leading designer and manufacturer of Oil Equipment Components (Confidential)
HCL/Partner/Value 1.7 mil usd
Challenge
The company realized it needed to address issues affecting both its information systems
and business user communities. The Operations Division faced the following challenges
and needed a comprehensive approach to address their needs:
Lack of a consolidated view of data
Lack of accurate and timely source system information
Extensive manual intervention in utilizing operations data
Difficulty in acquiring required data

4. Ad hoc queries assigned to over-extended IT resources
The Solution:
HCL’s Data Warehouse Practice team was awarded the opportunity to address this need
and proposed a phased, iterative approach to build a data warehouse and an operations
data mart. HCL’s proven Data Warehouse Methodology served as the core.
Working with the customer's team, HCL identified the need for a consolidated, data mart
environment. The needs, while difficult to measure in terms of dollar value, are:
Access to consolidated and accurate enterprise information
Consolidated reporting without direct intervention from the IT organization or placing an
unacceptable load on the online applications
An intuitive environment that enables end users to analyze their data and business
problems
Consistency and standards across systems or data to ease consolidation at the end user
level
Results
The data mart improves users' access to accurate and timely warehouse production
information. They are able to view the underlying data without having to know the
underlying database or any querying programming language, to create reports. In
conjunction, business executives receive data that encourages better planning strategies to
meet their operational goals.
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