Whats driving the offshore business today? Are you primarily looking at mid-sized companies?
Large businesses are well aware of the offshore model. Large organisations like GE either set up offshore facilities or prefer to do business with companies like TCS. Obviously the next level to target would be mid-sized companies, who are beginning to appreciate the offshore model. Most of them have, however, not tried the offshore model before and the selling cycles are longer, as one needs to educate them about benefits of outsourcing. We also feel the market is big enough but the key is to have a differentiated offering. For instance, the focus of the product content group is extremely narrow; and that differentiates us from other players. If one tries to provide plain vanilla services one is dead. On the HR front, what did the change involve? On the HR side, as we changed focus from primarily an onsite to an offshore model, the challenge was in managing people’s phpirations. What we are trying to do is raise the level of maturity of our employees towards their respective careers,
