When companies move newer forms of outsourcing like infrastructure outsourcing and BPO, is cross-selling different?
Cross selling is easy provided you sell around your core capabilities. If an IT services company goes out and sells itself as the greatest company in the call center or the horizontal BPO space, customers will not buy that as they see (the two) completely different capabilities. But if companies go out and sell within the context of IT services, say data warehousing and business intelligence, IT consulting, ERP, CRM or application-driven infrastructure services, they will (be open). Likewise, it’s not easy to sell strategic consulting, as there are no capabilities or synergies with the core-competence. But some of your competitors claim to cross-sell all of them. I don’t think it makes sense as a value proposition. It may just be a matter of convenience. This is because the type of work is different. If one has a number of technology customers like Cisco, Nortel or Dell, running a Technology Help Desk is perhaps a possibility. In the case of enterprise customers, I don’t think we could
