'Business may be coming back'
Even as many Indian majors are signing on with the IBMs and EDSs of the world to outsource their functions, HCLT is infiltrating into the global market.india Updated: Jan 25, 2006 15:37 IST
While your peers are globe-trotting for physical acquisitions, you seem to be making it good with strategic deals, joint ventures and co-sourcing deals?
HCLT has the advantage of being very young in a group of companies that are playing the IT services game in India. That has also given us some amount of flexibility to innovate and decide a new way of doing business. We would rather expand through JVs and co-sourcing deals that help us acquire local talent and provide the employees a career path. We don’t ask our clients to downsize but we help them rightsize their talent pool by partaking of a part of talent that suits us. DSG is the third co-sourcing deal for us after the success with the ones that we signed with British Telecom and Dutsche Bank. Also such deals help us get to a certain comfort level and provide a window with the clients who later opens up further to outsourcing bigger and more critical functions.
How do the deals that you have signed in the past six months fit into the larger strategy?
In the past, we have consciously picked up clients that have given us a headstart in specific domains. While BT and Deutsche Bank helped us develop competencies in telecom and banking space, NEC has given us a foothold in hi-end technology services.
These clients have given us an amount of legitimacy as we have acquired skilled people, grown them, given them a career and added more. All these deals have already started helping us grow organically as we have started to rope in more clients in similar domains. In more recent times, we have roped in US major Autodesk, Japanese major EXA and many more that we cannot disclose.
After implementing the change in the sites of the anchor customers in every domain, our service evolves into a product that can be replicated elsewhere and everywhere.