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Balancing Performance in parallel with Business Model Transformation

Project type

Business Model Innovation


Base: India, Clients: India (Direct), Global (Indirect via other country entities)

Leading Global System Integrator Solutions & Services, GTM, were Horizontal services led. This translated to a high cost of sales at the overall P&L level, not to mention the challenges for the customer in dealing with multiple SPOCs for each line of business.

The SI decided to globally verticalise its GTM process keeping the services/ delivery/ execution and operations horizontally aligned.

Leveraging existing horizontal SAP business to build & expand vertical-focused GTM & delivery portfolio, incl. PLM, MES, SCM & TOC, Embedded Systems/ Car Electronics, Track & Trace for Pharma, amongst others.

Achieved Financial Goals of the BU for FY'07-08, 08-09, 09-010 while managing the transition from legacy ways of working to a vertical business model in challenging market conditions.

Overall P&L & Vertical GTM organisation responsibility with dedicated HR, Legal, Quality and Finance partner reporting to Country India - CEO.

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