IT Sales & Marketing

IT - TECHNOLOGY IN MANAGING AND PROCESSING INFORMATIONSALES & MARKETING – THE ACTIVITY OF SELLING

INTRODUCTION

• IT includes both Hardware and Software which helps us to Change, Secure, Send , Receive, Save and Process the Information

• India continues to be one of the fastest growing IT and telecom market

• The India IT market grew at over 26% in 2005 (including domestic BPO-ITeS), providing tremendous opportunities for IT and telecom vendors and service providers

• In 2005, India was ranked as the 18th highest IT spender and it is expected to move up to the 13th position in 2010

Markets Covered

• PCs, Workstations and Servers • Digicams and SHDs (Smart Handheld Devices)• Printers and MFDs (Multifunction Devices) • IT Services • Packaged software • BPO • Datacom • Enterprise storage systems

Leading hardware, software and services providers in India market

• Cisco Systems• HCL• HP• IBM• Infosys• Microsoft• NIIT• Oracle• Satyam• Sun Microsystems• TCS and • Wipro.

Sales Organization Structure

Country Head / Managing Director / Country Manager

Middle Management / Alliance / Channel Sales / Enablement

Frontline Sales, Marketing & Support

Alliance

Marketing

Corporate Communication& Public Relation

Admin & Finance & HR

Travel, Help Desk & Support

Presales / Technical Head

Support / Enablement Head

Channel Sales

SME Sales

Enterprise Sales

Country Manager

Verticals• Aerospace• Automotive• Banking & Financial Services• Chemicals• Defense• Energy• Fast Moving Consumer Goods• Government• Healthcare• Hospitality & Leisure• Insurance• Life Sciences• Media & Entertainment• Manufacturing• Retail• Real Estate• Transportation• Telecommunication• High Technology ( Electronics, Semiconductor, Storage )

Technology• Business Intelligence (Cognos)• Customer Relationship Management

(Siebel)• Customer Service (Infogain, Witness

System)• Field Service Management• Lead Management (eGrabber)• Marketing Automation (RightNow)• Sales Force Automation

(Salesforce.com)• ERP(SAP)• Human Resource Management

(PeopleSoft)• Project Management (IBM Rational)• Training (SQL Star)• Workforce Management(ASPECT)• Content Management (Interwoven)

• Document Management (EMC)• eCommerce (BROADVISION,

SAGE)• Logistics (Four Soft)• Procurement (ARIBA)• Supply Chain Management

(Manhattan Associates)• Web Collaboration (WEBEX)• Application Development (BEA)• Business Process Management

(Savvion, NewgenSoft)• Computer Security

(TRENDMICRO)• Database Management

(ORACLE)• Facility Management

(Cybermetrics)• Network Security (CISCO)• Systems Management (CA)

Domestic IT Market

• Hardware• Software• Services

India IT Market Share

North, 26%

West, 35%

East, 10%

South, 29%

Domestic IT Market share based on Verticals

• Finance – 23%

• Manufacturing – 17%

• Govt. / Edu. – 14%

• Telco / Med – 12%

• ITES / BPO – 12%

• Consumer/ Home – 11%

• Others – 11%

Indian IT Industry Revenue Forecast

2005 $9 Billion

2006 $12 Billion

2007 $14 Billion

2008 $16 Billion

2009 $18 Billion

India Domestic IT Market Shifts: 2005 to 2010

Expected Growth in Indian IT Industry in the following segmentOverall 19% growth is expected in domestic IT market

HARDWARE

WLAN Equipment 94%

Server 8%

IP Phones 50%

IP PBX Systems 43%

Enterprise Storage Solutions

13%

Packaged Software 20%

Notebook / PC’s 20%

SOFTWARE

APPLICATION LIFE CYCLE MANAGEMENT 32%

SECURITY SOFTWARE 29%

CONTENT APPLICATIONS 24%

BI SOFTWARE 24%

SYSTEM MANAGEMENT SOFTWARE 20%

NETWORK MANAGEMENT SOFTWARE 20%

INFORMATION & DATA MANAGEMENT SOFTWARE 20%

IT SERVICES

APPLICATION MANAGEMENT 32%

SOFTWARE DEPLOYMENT & SUPPORT SERVICE 29%

NETWORK CONSULTING & INTEGRATION SERVICES

24%

IS OUTSOURCING 23%

KNOWLEDGE MANAGEMENT 24%

TECHNOLOGY PRODUCT SERVICES

India’s Indirect Effect in Global Sales

• Indian software service companies today have 1000s of IT professionals working on projects throughout the world in every domain you can think of. Infosys, Wipro, Cognizant, TCS, Satyam, Patni... have got a huge mass of humanity creating and deploying projects using various software products.

• Many IT service companies in India have partnerships with software vendors and you would see a strange pattern in these companies. Company X might be deploying majority projects on Oracle DB but go over to company Y next door and you might see IBM DB2 being the dominant database. Rarely do customers force a software service provider to use a particular product, so it's normally the service provider who decides which product to use.

• Software vendors have gradually started to realize this and these days spend a lot of money trying to get Indian developers to use and recommend their products. I do not know what the current figures are but I think it makes good sense to put more money into India than the actual sales in India, primarily because of the indirect India effect.

• • So if you are sitting in New York and wish to sell a software product to a

corporation next door, it might just make more sense to take the India route. It will cost less and is more likely to get you regular sales.

Indian Outsourcing Industry

• India accounts 65% of global offshore IT Services in 2005• India accounts 45% of global BPO industry in 2005• Indian Software and Back Office industry generated $23.6 Billion in fiscal

2005-06.• European service provider plan to increase offshore assets by 65%• Indian Outsourcing industry generated revenue in 2003-04 $12 bln, 2004-

05 $17.2 bln, 2005-06 $23 bln and expected to grow $60 bln by 2010.• The total addressable market for global offshoring is approximately $300

billion, of which $110 billion will be offshored by 2010, according to the NASSCOM-McKinsey report.

Daedalus OpportunityHardware : WAN EQUIPEMENT –CISCO, NORTEL, DLINK,JUNIPER,ADAPTEC, POWERDSINE,SERVER – HP, HCL, DELL, WIPRO, IBM, SUNIP PHONES – POLYCOM, SNOM,GRANDSTREAM, SIPURA, ENTERPRISE STORAGE

SOLUTIONS – NETAPP, EMCNOTEBOOK / PC’s – MICROSOFT, ZENITH, ACER,TOSHIBA, SONY, DELL, HP, IBM

SOFTWARE: ALM – SERENA, TECHEXCEL, HP, EMC,

BORLANDSECURITY – SYMANTEC, WEBSENSE,

CHECKPOINT, SURFCONTROL, SECURECOMPUTING, CYBER PATROL, MCAFEE, RSA SECURITY

CONTENT APPLICATIONS – ORACLE, PLUMTREE, ATG, VIGNETTE, FORMSCAPE, MICROSOFT, BEA

BI SOFTWARE – HYPERION, DATASTAGE, INFORMATICA, BUSINESS OBJECTS, MICROSTRATEGY, INFORMATION BUILDERS, SAS, INFOR, KALIDO, ACUTATE, NETEZZA

SYSTEM MANAGEMENT SOFTWARE – BMC SOFTWARE, LANDESK, CA, NETIQ, INFOVISTA, ALTIRIS

NETWORK MANAGEMENT SOFTWARE – HP, CA, IBM,NOVELL, MCAFEE,NETOPIA, ADVENTNET

INFORMATION & DATA MANAGEMENT SOFTWARE – ORACLE, SYBASE, MICROSOFT, INFORMIX.

Q & A

Thank You !

Sincerely,Karthikeyan Ganesan

ganesh.kartik@gmail.com