Infosys Case Analysis
Indian Institute of Management - Kozikhode
Infosys - Growing share of Customer’s Business
Case Analysis Note
By
S.N.
Name
Roll No.
Designation
1.
Mr. Umesh R. Sonawane
EPGCMM-06-024
2.
Mr. Raj Kumar
EPGCMM-06-015
3.
Mr. Roshan Joseph Pauly
EPGCMM-06-016
Manager – Corporate
Communications
Key Account
Manager
Sales Manager
4.
Mr. Marripudi Jaya Rao
EPGCMM-06-010
Area Business
Manager
Organization
Sahara India
Pariwar
Nestle India Ltd
Dell India Pvt.
Ltd.
Biogen Idec India
Private and Confidential
1. Looking beyond the immediate Ariba e-Procurement System project, what challenging issues related to global marketing does this case pose for Infosys?
Ans: The key issue for Infosys here to make a compelling solution to win this contract without harming their cost-plus targets, following are some of the challenges Infosys have to overcome:
a. The fact that Infosys does not have any prior experience in installation of Ariba or any other insurance solution for that matter.
b. As this will be an onshore project (at least at the initial stage) Infosys pricing may come near or the same as that of its competitor
c. For all these years, Infosys was providing maintenance, they also have gained reputation in the industry as the best offshore maintenance for IT and ITES companies. In order to earn this project Infosys have to put up a convincible argument that they can manage end-to-end implementation project. This is where the competition will have an edge over Infosys’s proposal. d. The perception of Indian companies could be an issue for Infosys because Indian companies are perceived as labor intensive outsourcing agencies for its capacity of doing mechanically routine jobs but when it comes to high end consulting or management of large scale projects
Indian companies are never taken seriously
Stages of Infosys Evolution:
Required position to earn the Ariba Contract
Current
Infosys - Growing share of Customer’s Business
Case Analysis Note
By
S.N.
Name
Roll No.
Designation
1.
Mr. Umesh R. Sonawane
EPGCMM-06-024
2.
Mr. Raj Kumar
EPGCMM-06-015
3.
Mr. Roshan Joseph Pauly
EPGCMM-06-016
Manager – Corporate
Communications
Key Account
Manager
Sales Manager
4.
Mr. Marripudi Jaya Rao
EPGCMM-06-010
Area Business
Manager
Organization
Sahara India
Pariwar
Nestle India Ltd
Dell India Pvt.
Ltd.
Biogen Idec India
Private and Confidential
1. Looking beyond the immediate Ariba e-Procurement System project, what challenging issues related to global marketing does this case pose for Infosys?
Ans: The key issue for Infosys here to make a compelling solution to win this contract without harming their cost-plus targets, following are some of the challenges Infosys have to overcome:
a. The fact that Infosys does not have any prior experience in installation of Ariba or any other insurance solution for that matter.
b. As this will be an onshore project (at least at the initial stage) Infosys pricing may come near or the same as that of its competitor
c. For all these years, Infosys was providing maintenance, they also have gained reputation in the industry as the best offshore maintenance for IT and ITES companies. In order to earn this project Infosys have to put up a convincible argument that they can manage end-to-end implementation project. This is where the competition will have an edge over Infosys’s proposal. d. The perception of Indian companies could be an issue for Infosys because Indian companies are perceived as labor intensive outsourcing agencies for its capacity of doing mechanically routine jobs but when it comes to high end consulting or management of large scale projects
Indian companies are never taken seriously
Stages of Infosys Evolution:
Required position to earn the Ariba Contract
Current