Context
During the early 1990s, A Large-IT-Co was one of the pioneers in the newly-emerging technology services outsourcing industry. Despite a head start, the organization had seen only marginal growth since inception and remained quite small – $2 Mn. topline by the 10th year of existence. It’s against this backdrop, that the founders approached Phaneesh in order to accelerate the organization’s growth.
Approach
Phaneesh joined the Large-IT-Co in their Sales & Marketing function and was instrumental in transforming the go-to-market of the Large-IT-Co along the following areas:
- Identified trends in the market and defined core sales themes / campaigns on an ongoing basis to drive the top-line growth for the Large-IT-Co
- Pioneered the disruptive Global Delivery Model (GDM) and institutionalized it across all service offerings of the company
- Completely overhauled the sales process by introducing a Consultative and Relationship-based Selling Approach at the Large-IT-Co – a paradigm, which was later adopted by the industry at large
- Oversaw the expansion of the Large-IT-Co sales across various geographies and helped build the Large-IT-Co’s brand as an industry bell-weather
Outcomes
Over the course of his tenure at the Large-IT-Co, Phaneesh was elevated to the Board and became the Worldwide Head of Sales & Marketing, Communication and Product Solutions Group. During this ~10-year stint:
- The Large-IT-Co’s revenues jumped 300-fold to $750 Mn
- Competitive pricing and GDM-led efficiencies helped the Large-IT-Co realize industry-leading operating margins of 35%
- The Large-IT-Co’s enterprise value jumped almost 2000 times to $13.5 Bn