However, the BPO market is projected to grow faster than the IT market. We are trying to stitch these together in terms proving a unified proposition for our customers. While so far our BPO offerings were more focused on providing horizontal processes in terms of finance and accounting (F&A) and procurement, the thrust going forward will be building up specific vertical processes to deliver more value to the customers.

Q: The M&As and new environment has made many clients go for vendor consolidation. How are you placed to tackle the situation?
Vaswani: Vendor consolidation is happening, particularly in case of large customers who work with many partners — some of them have 30-40 IT partners. There is a move towards streamlining that and getting down to narrow a few and then building the scale and size of those partners. That places us in a better position, as we have the capability in terms of width of services.

Q: The number of sales, marketing members has gone down at a time when competitors are building this up.
Paranjpe: We are weeding out the bottom 10 or 20 of the team to increase efficiency. Besides, we are hiring more senior level people who are mostly locals for sales and support.

Source: Business Standard