Buyer behavior analysis and insights into win strategies in Indian domestic IT services market

Abstract

With the rapid growth of Indian economy, the Indian domestic IT services market is also set to grow substantially. With the economic recession in 2008-09, from which the world is yet to fully recover, and lowered growth in IT services and outsourcing coming from mature markets like US and Western Europe the attention of the IT services vendors is now focused towards the relatively untapped IT services market of high-growth emerging economies like India, China, South Korea, etc. So even for Global IT giants, penetration and growth in Indian domestic IT services market has become an important strategic imperative. We have analyzed the broad market for IT services in Indian first with a focus on identifying the points of parity and disparity in the business market processes. Furthermore we have narrowed our focus on the IT services in the Banking and Financial Services organizations in India. With the insights we gained through our interviews with industry practitioners, as well as data available in public domains like Nasscom and various other Government and industry reports, we have arrived at the possible win strategies for IT service firms in the Indian context.