iGATE Global Solutions Ltd 2009

2009

iGATE Global
Solutions Ltd
iGATE Global Solutions Ltd

Submitted to:- Prof. Sekhar V

GAURAV BAJAJ

KIRAN KUMAR REDDY

NITIN JAIN

RASHMI REKHA SHARMA

SARAN P.V.R

SHALINI ASHWANI

SINDHU

Group 10

11/11/2009
 iGATE Global Solutions Ltd 2009

CONTENTS

1. INTRODUCTION 3-5
2. IT SERVICES 6-7
3. PROCESS OUTSOURCING 7-8
4. iGATE ADVANTAGE 8-9
5. DISTRIBUTION CHANNELS 10-13
6. PRICING STRATEGY 14
7. MARKETING STRATEGY 15-17

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 iGATE Global Solutions Ltd 2009

INTRODUCTION

IGATE Global Solutions ltd was incorporated in 1993 with the vision to be "gold standard
integrated technology and Operations Company offering business value through innovative and
cost-efficient service delivery models to customers worldwide". Founded by Ashok Trivedi, as a
flagship company of iGATE Corporation, a NASDAQ listed, US based corporation, the company
works with 50 percent of the top 10 Global Brands and has six Developmental Centers, two BPO
Delivery Centers and Sixteen Representative Sales Offices in 15 countries across the globe.

I Gate's diverse IT Services include Technology Consulting, Enterprise Solutions, Application

Development and Maintenance; Data Analytics, Independent Verification and Validation, and
Infrastructure Management Services. The thrust on quality parameters of CMM Level 5 and Six
Sigma offer cutting edge to the services of the company and make them globally most sought
after.

I Gate address strategic and operational issues by focusing on productivity, quality, and
knowledge management culture and reduced cost of delivery. The network of its satisfied
clients that have benefited with the combined role of the investment strategies, technology
leverage and business outsourcing, is spread far and wide.

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 iGATE Global Solutions Ltd 2009

MISSION

iGATE
• We are committed to a 1 – 10 – 100 goal
for 2012. By the year 2012, we want to
be a billion dollar organization, we need
to engage with 100 of the global 1000
clients, and finally, we are committed to
be among the top 10 Best Employers in
India.

VISION
iGATE

• We will enable the

transformation of global
businesses into virtual
enterprises.

Values:

The Values which inspire us are summed up in one word PRIDE.

PRIDE is an acronym for Passion, Respect, Innovation, Denizen
and Excellence.

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 iGATE Global Solutions Ltd 2009
PASSION: Passion means believing in what we are doing,
enjoying what we are doing, being inspired and consequently
doing our work immensely well. Passion for work drives
individual team and organizational success.

RESPECT: Respect means treating all people with fairness,

dignity and courtesy. It includes acknowledging the changes
brought to the workplace by diversity and welcoming the same.
At iGATE, we promote a congenial and non-threatening work
culture of openness and empowerment.

INNOVATION: Innovation means challenging status quo and

finding new ways of improving what we do. Innovation means
taking risks rather than avoiding it. At iGATE, we encourage
people to constantly come up with new ideas resulting in
continuous improvement.

DENIZEN: Denizen is an inhabitant of a place or a citizen. At

iGATE we take pride in social responsibility and in being a good
citizen of the community. We take a holistic view of business
and cater to all the stakeholders, namely, shareholders,
employees, customers, society and the environment. We
translate this into action by providing voluntary support to
various not-for-profit initiatives.

EXCELLENCE: Excellence means ensuring customer delight by

making commitments and delivering them. ‘First Time Right’ is a
way of life at iGATE. Excellence implies that each achievement is
a ‘Milestone’ and not as the ‘Destination’.

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 iGATE Global Solutions Ltd 2009

IT SERVICES:
Enterprise Solutions:
Enterprises today, prefer focusing on their core business processes and outsourcing the
supporting processes to external experts. This model increases the flexibility of an enterprise to
deal with change. Thus, enterprises are becoming global value networks rather than monolithic
entities. In this model it becomes imperative to stay connected with the extended enterprise
ecosystem. Enterprise Applications and IT Services facilitate seamless integration of distributed
enterprises and their supply chains.

Business Intelligence & Data Warehousing:

Most businesses store data in a variety of forms and formats. IT Systems and IT Services have
increased the efficiencies in enterprise data storage and data flow. However, to search for
meaningful information in a stockpile of historical data is a Herculean task. For an enterprise to
make effective use of data, it requires Business Intelligence and Data Warehousing systems.
iGATE’s IT Services include specialized Business Intelligence and Data Warehousing Solutions
which provide cutting edge solutions to enterprises worldwide

Infrastructure Management:
The Infrastructure Management Services (IMS) is a part of the IT Services Group at iGATE. At
IMS we have over 16 years of experience in providing complete infrastructure management
services. The Infrastructure Management Services offers a portfolio of solutions for IT
infrastructure management through operations, transformation, consulting services and a
range of supply chain solutions across domains.

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 iGATE Global Solutions Ltd 2009
Application Development & Maintenance:

GATE provides Application Development and Maintenance Outsourcing services that lead to
business process improvement. This allows for reduction of costs and enables business growth.
iGATE’s Application Development and Maintenance Services is a part of its IT Services Group.

Independent Verification & Validation:

The Independent Verification and Validation (IVV) practice is a part of IT Services Group at
iGATE. We offer testing solutions that align with the SDLCs of product development and
maintenance. The focus areas for Independent Verification and Validation are Banking,
Financial Services and Insurance (BFSI), Telecom, Retail and Manufacturing. In these verticals,
small bugs or defects may lead to huge losses and loss of good will. iGATE’s IT Services Group
ensures that their clients in the product development space are ably supported by the rigor of
the Independent Verification and Validation processes.

PROCESS OUTSOURCING

Transaction Based Services:

IGATE has an effective Knowledge Management (KM) framework. It has extended the same KM
framework to projects and uses it in managing wealth of knowledge required for effective
project delivery. IGATE’s KM framework has a wide variety of tools and frameworks like iQuest,
Walimiki, iForum, iNode Portal and iBlog. The benefits offered by the Knowledge Management
Portal are listed here. IGATE encourages expertise building through innovative ways. One such
initiative is Small Steps. Small Steps recognizes out-of-box thinking and rewards innovation.
IGATE has built its state-of-the art facility for training and nurturing professional talent. IGATE
has established Centers of Excellence (COE) in core technology areas (like JEE, .Net) and
Enterprise verticals SOA.

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 iGATE Global Solutions Ltd 2009
Voice Based Services:

Customers’ delight is a critical success factor for new age enterprises. IGATE understands IT
enabled customer service processes through its years of experience. Using state-of-the-art
iTOPS model, iGATE offers customized customer contact solutions in areas like:

Customer service
Technical support
Debt servicing
Email support
Customer acquisition
Panel management

THE iGATE Advantage

iTOPS
It is true that the Business Process Outsourcing industry had its origins in cost and time
arbitrage. As the industry matures, the benefits due to these basic factors have begun to grow
dull. Today these factors are rudimentary. They no longer provide sufficient reason for clients
to engage with outsourcing partners.

The global markets are volatile and the businesses are under pressure to match the dynamic
market place with innovative ways to conserve costs, enhance quality, grow market shares and
show profitability. To meet this changing market scenario, iGATE has announced the Integrated
Technology and Operations (iTOPS) model.

iTOPS, as the name suggests, is a new model where the Total Cost of Ownership of IT
infrastructure is optimized along with Operational and Process efficiencies in an integrated
manner. Enterprises would find that iTOPS is the answer to the challenge of optimizing business
operations across their globally distributed offices.

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 iGATE Global Solutions Ltd 2009
iTOPS Unique Differentiator
iGATE has had years of experience across different industry verticals at an international level.
We have a strong understanding of the diverse business challenges faced by global enterprises.
This deep understanding, coupled with thought leadership in IT based Business Process
Outsourcing has contributed to the development of the iTOPS Model. iTOPS facilitates a single
point analysis of the multidimensional business matrix which encompasses, Business Goals, IT,
Operations, Processes, Human Resources and related costs.

iTOPS impacts all areas of business transformation. Complex business parameters like Cost of
Ownership, Cost of Quality, and ROI on Technology Investments are measured aided by iTOPS.
Solutions that emerge through the iTOPS model ensure business process improvement
integrated with technology solution optimization leading to business effectiveness and
enhanced cost advantage.

iTOPS combined with transaction-based pricing enables iGATE’s clients to move away from
fixed pricing to variable pricing. Accounting for services would increasingly become output
based rather than input based. Under the iTOPS model clients pay for results rather than
efforts. Only a service provider with a high level of Process Maturity and IT Services expertise
would be able to support a delivery model with output based pricing. Thus, iGATE shares the
business risk with its clients and hence ensures cost reduction with no compromise on quality.

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 iGATE Global Solutions Ltd 2009

Distribution Channels:
The company operates in both Offshore and Domestic markets. But, about 90% of its
operations are for the offshore markets. Hence, the distribution channel for offshore
markets is explained below.

Offshore Sales
Team

Inside Sales Onsite Sales

Team Team

International
Business
U.S. U.K. Australia
Development
Manager

3 Members 2 Members 1 Member Sales Executives

The offshore sales team consists of an “inside sales team” and an “onsite sales team”. The
inside sales team consists of 6 members out of which 3 members are for the U.S, 2
members are for the U.K and 1 member is for Australia. These are the people who make
cold calls to various prospects. The onsite sales team consists of International Business
Development Managers and Sales Executives. Ex: For the US market, there are 5 managers
and under each manager there are 5 sales executives.

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 iGATE Global Solutions Ltd 2009
PROCESS:
COLD CALLING FROM INSIDE SALES TEAM
• Fix Appointments
•Data sent to business development managers

MEETING
•Sales executives meet the prospective clients

INFORMATION SEEKING
•From inside sales team
•Customized information about clients & product

MEETING
•Business development manager & sales director meet the client

RFI & RFP

•Client sends RFI
•Pre sales team sends RFP

WORK ORDER
•Client decides to buy and sends work order

Stage 1:

The inside sales team make cold calls to various prospects whose information is available
from a database. They are the ones who fix an appointment with those clients who are
interested in the service offered by iGATE. The information on the leads is then passed on to
the International Business Development Manager in the onsite sales team.

Stage 2:

The managers then send the sales executives to meet the leads. A brief introduction about
the various services offered and the company is given to the prospect. In this stage, the lead
seeks customized information from the company if interested.

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 iGATE Global Solutions Ltd 2009
Stage 3:

Customized information which is sought by the lead is gathered by the inside sales team.
Also, more information about the lead is generated to know the prospective client better. All
this information is passed on to the Business Development Managers who work onsite.

Stage 4:

The Business Development Manager and the Sales Director meet the prospective client with
detailed information which was sought. This is the most crucial stage in which they try hard
to convince the customer for cracking a deal.

Stage 5:

Assuming the client is convinced, he will send a Request for Information (RFI) to iGATE. The
pre-sales team which consists of the technical experts comes into play in this stage. The pre-
sales team responds to the RFI by sending a Request for Proposal (RFP) which consists all
technical specifications, pricing etc.

Stage 6:

Once the client receives the RFP and decides to buy, they send a Work Order to iGATE. This
is a confirmation that the client will avail services from the company. After this stage, there
will be a period of transition at both the client’s end and iGATE’s end.

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 iGATE Global Solutions Ltd 2009
Specialized Global Events:

Another way of reaching to the customers is by participating in various events which have a
global platform. iGATE participates in few of the world’s biggest business events to which
Fortune 1000 companies are invited. The major events in which it participates are:

1. Californian Mortgage Business Association

2. Mortgage Business Association, Boston
3. Accordloma Conference, Canada
4. Infrastructure Management Services, Arizona

Key notes speakers from the industry speak about macro level strategies, pricing & about IT
investments. IT Booths are installed in these events and it attracts enquiries from many
companies. Interested companies seek for more information. iGATE invites all such
companies together to present about the company and its products. Therefore, this directly
takes iGATE to the third level in the distribution process. It will then follow through.

It participates in these events mainly to attract low-volume clients. The personal-selling

approach is adopted in acquiring new high volume clients.

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 iGATE Global Solutions Ltd 2009

PRICING STRATEGY:

The pricing structure followed at iGATE can be classified into two types which are :-

 Full time Equivalent (FTE)

 Variable pricing

The FTE pricing is on per hour basis. It is generally targeted to the small clients .This is done to
increase the amount of revenue generated in a given year.

For ex- Each employee works for 8 hrs/day @ $50/hr.

Personnel employed for a given client = 500

Total working days in a year = 340 days

Hence, total revenue/client = $50*8*500*340

= $ 68million

The following example shows the amount of revenue generated from the given client on yearly
basis.

The other type of pricing is called as variable pay pricing. It is done for biggies who have a
turnover of more than $500 million. The company has many clients in investment banking,
insurance, automobiles etc. Variable pricing is done on Units sold to the given client & is
targeted on biggies worth $500 m or more.

This pricing model is also called “Pay By Drink” Model.

For ex- No. of Claims Processed for an Insurance Company

It’s also one of the core differentiating factor of iGATE. It was the first company who started
this pricing structure & Infosys followed this suit after him. It’s done on the principle of
economics of scale or large volume of operations from a given client.

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 iGATE Global Solutions Ltd 2009

MARKETING STRATEGY:

There are various marketing strategies adopted by the company .The Marketing Channels are
mainly done Online by using virtual promos/Offers. The company does not believe in brand
ambassador for its promotion. It believes in INTERNAL BRANDING by employees .This Virtual
Promotion is done through various Channel Partners like:-

1) NDTV: - The NDTV is the major partner of iGATE in promoting its services. It conducts
the Interviews of the CEOs from the world’s best companies. In this show, the CEO of
iGATE was invited several times to talk about the IT Company. It is a kind of public
relation activity iGATE does to promote its brand.

2) Data Quest: - It is an organization which makes a survey of the IT companies and selects
the company for BEST EMPLOYER OF THE YEAR Award. Many a times iGATE has been
ranked in top three positions. So IGATE has leveraged this ranking in boosting its image
as a world’s best IT company to work. This kind of image building helps Company to
influence its Clientele.

3) Ogilvy & Mather:- It is an Advertising Agency which help iGATE to design its marketing &
promotional strategies by designing its website to make it more lucrative.

4) Black book of Outsourcing:- It contains records of Best outsourcing companies across

the globe. Getting its name in that book speaks about iGATE’s performance.

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 iGATE Global Solutions Ltd 2009
CORE COMPETENCY:

These are the various core competencies of iGATE :

 Variable pricing:- The concept for Variable pricing is first started by iGATE & then
followed by others.

 Synergistic Key Account Management:- It is the last stage of key account management
when both parties have close relationship with each other. Here both parties have
synergy and have a very informal way of approach where the partner becomes the
Consultant for the Company.

 Product :- iTOPS (Integrated Technology and Operations)

iTOPS, as the name suggests, is a new model where the Total Cost of Ownership of IT
infrastructure is optimized along with Operational and Process efficiencies in an
integrated manner. Enterprises would find that iTOPS is the answer to the challenge of
optimizing business operations across their globally distributed offices. It can be used by
all the Employees in a given Organization.
It’s a unique Model which can be leveraged to any Industry/Sector. This model is a
unique differentiator of iGATE. iTOPS facilitates a single point analysis of the
multidimensional business matrix which encompasses, Business Goals, IT, Operations,
Processes, Human Resources and related costs.

 Chakravyuh:- It is one of the major event organized by iGATE.

It is used to attract New Prospects by leveraging the relationship of Existing Clients. It’s
an extravaganza where all clients are called with their friends & family. This event helps
in generating many leads & sometimes deals get closed during this event only.
This platform also act as an instrument to strengthen the bond with the existing clients .

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