C.P. Gurnani, CEO of Mahindra Satyam, spoke to Hindustan Times on the nine months that have led to the re-birth of fraud-mauled Satyam Computer Services in a new avatar. Excerpts:
On winning back customer and employee confidence
The management undertook confidence-building initiatives. With our customers, we organised multiple road shows across geographies to meet key customers.Along with me, other senior leaders also attended these meetings and shared their perspective. We increased customer communication and frequent updates. There have been some specific concerns, which was to be expected in the given circumstances and we have responded quickly and in a transparent and effective manner, which has assuaged their apprehensions.
For our associates (employees), we devised multiple forums for open, transparent communication. We also ensured timely disbursement of incentives and completed the annual appraisals.
On the focus areas for Mahindra Satyam
We are focusing on penetrating our existing and forging relationships with our potential customers. We are definitely focusing on large deals. We have beefed up our sales team with 30 to 40 per cent additional strength.
On new clients after takeover
We have won more than 35 new customers and many customers of our existing customers like GE and GSK have announced the extension of their relationship with Mahindra Satyam for periods ranging from three to five years. Embargoes in almost all the accounts have been lifted. The momentum is positive and we are focusing on emerging markets and verticals in a big way to drive our revenues.
On links between parent Tech Mahindra and Satyam
With regard to cultural integration, several meetings held from May 2009 onwards, helped Mahindra Satyam leaders gain an insight and understand the new vision, values and culture from Mahindra Group senior leaders. HR and Communication teams are now playing a major role in orienting associates. A series of organisational changes and initiatives aimed at ongoing recovery and positioning of Mahindra Satyam for long-term growth were initiated. For our joint go-to-market strategy, a new structure has been created. Tech Mahindra and Mahindra Satyam sales and pre-sales teams are working together and offering their combined strengths to the market, at large.
On taking back 8,500 employees shifted to “virtual pool programme”
The VPP was a one-time exercise and around 2,000 associates have been recalled.
The morale of the associates is upbeat now.