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Transcript of WIPRO Peport
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SUMMER INTERNSHIP
FINAL REPORT(2 APRIL 2013 TO 31 MAY 2013)
SUBMITTED BY:
ARUN NAGPAL
GOA INSTITUTE OF MANAGEMENT
PGP-1 (2012-2014)
2012011
(UNDER THE GUIDANCE OF
PROF. AMIYA SAHU
GOA INSTITUTE OF MANAGEMENT
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Table of Contents
1. Title..........................................................................................................................................032. Executive Summary.................................................................................................................033.
Background..............................................................................................................................034. Work Plan................................................................................................................................04
5. About The Company................................................................................................................055.1Wipro Limited..............................................................................................................055.2Milestones....................................................................................................................055.3Global companies of Wipro.........................................................................................065.4Wipro consumer care & lightening..............................................................................065.5Wipro Infrastructure Engineering................................................................................075.6Wipro GE Healthcare Private Limited.........................................................................075.7Wipro Infotech.............................................................................................................075.8Wipro Systems & Technology.....................................................................................08
6. Wipro Power PC.......................................................................................................................096.1Market research for product development....................................................................096.2Wipro Power PC technical specification......................................................................126.3Market segmentation for Wipro Power PC..................................................................136.4Target market for Wipro Power PC.............................................................................136.5Positioning for Wipro Power PC..................................................................................146.6SWOT Analysis............................................................................................................156.7Buyer utility map..........................................................................................................16
7. Marketing and Sales Strategies for Wipro Power PC..............................................................178. Market Research.......................................................................................................................199. On Job Training...................................................2610.References................................................................................................................................27
Appendix
Questionnaire......................................................................................................................29
Organizations Surveyed..................................................................................................31
Customers met for sales and promotion of Wipro products.....................................................34
Outline of monthly mail to gather business opportunities.......................................................36
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1. TITLETo understand the organizational structure, products, marketing strategies, sales and
distribution strategies of Wipro Systems and Technology, pre-launch market research and
analysis for acceptability of Wipro Power PC in Chennai by exploring the importance of lesspower consumption and energy efficiency to various organizations in Chennai and assisting
in promotion and sales of Wipro Power PC and other IT Hardware products of Wipro
Systems and Technology.
2. EXECUTIVE SUMMARYThe project was undertaken as part of the Summer Internship program of Goa Institute of
ManagementPGDM course. The duration of the project was from 1 April 2013 to 31 May
2013. The entire project was divided into three phases namely enablement, market research
and on job training. The enablement phase helped understanding the organizational
structure, products and business process of Wipro Systems and Technology. During the
market research phase we tried to identify the importance of less power consumption and
energy efficiency feature in purchase decision of desktops and other electronic products by
various organizations. This helped us analyze whether Wipro Power PC would be acceptable
by the enterprises and SME segments in Chennai. The third phase was on the job training
which would comprise of promotion and sales of Wipro Power PC and other Wipro IT
hardware products to various enterprises and SMEs in Chennai.
The project helped in understanding the application of various management techniques and
methods like research methodology, sales and distribution through different channels and
partners, business to business sales, marketing strategies for the product to corporate
customers. The project gave hands on experience of segmentation, targeting, positioning of
product and various phases of product launch. The functional areas/subjects spanned by the
project are market research and sales to the business/corporate segment.
3. BACKGROUNDIndia is a power deficit country and it has been estimated that in India the problem of power
shortages, load shedding and fluctuations is very common. Moreover, Tier-2 and Tier-3
cities face power cuts for most part of the day. Many primary schools, health care facilities
and small industries face severe power shortages. SME and individuals running small
business those are dependent on electronic items like desktops, other computing and
electronic equipment etc for their day to day business operations incur substantial costs in
terms of UPS purchase, vendor management, service cost, wiring and additional socket cost
to keep their desktops running during power cuts to ensure business continuity. Theincreasing electricity charges and power consumption also form a major part of the total
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expenditure of the organization. The project will help Wipro Systems and Technology to
assess the feasibility of launch of Wipro Power PC and whether the product would be
acceptable by the Enterprises and SME in Chennai. The Wipro Power PC in a innovative
products with build-in power backup that reduces the power consumption up to 50%,
reduces the vendor management, maintenance and operational costs, . Wipro Power PC willreduce the total cost of ownership to the company deploying it and also reduce power
consumption which can be used in other power deficit sectors of the state. The promotion
and sales of Wipro Power PC would increase the revenues and top line for Wipro Systems
and technology and would help Wipro to get one step closer to achieve its objective of
promoting green technologies.
4. WORK PLANThe entire project was divided in to three phases mentioned below with the quantum of
work and timelines.
Enablement - Understanding the organizational structure (including the various lines of
business, business model and clients profiles), products (IT hardware, Microsoft licenses),
marketing strategies, sales and distribution structure and process and other business
processes of Wipro Systems and Technology. This phase was completed in one week (2 April
20137 April 2013).
Market ResearchThis phase involved questionnaire design, sampling, market survey and
analysis. The objective was to identify the importance of less power consumption and
energy efficiency feature in purchase decision of desktops and other electronic products by
various organizations. This helped us to analyze whether Wipro Power PC would be
acceptable by the Enterprises and SME segment in Chennai. This phase was completed in
four weeks (8 April 20135 May 2013).
On Job Training - Promotion and Sales of Wipro Power PC and other Wipro products tovarious Enterprises and SMEs customers in Chennai. This phase was completed in three
week (6 May 201331 May 2013).
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5. ABOUT THE COMPANY5.1 Wipro Limited
Wipro Limited is a global information technology, consulting and outsourcing company with
140,000 employees serving over 900 clients in 57 countries. The company posted revenuesof $7.37 billion for the financial year ended Mar 31, 2012. Wipro helps customers to do
business better leveraging our industry-wide experience, deep technology expertise,
comprehensive portfolio of services and a vertically aligned business model. Its 55+
dedicated emerging technologies Centres of Excellence enable them to harness the latest
technology for delivering business capability to their clients. Wipro is globally recognized for
its innovative approach towards delivering business value and its commitment to
sustainability. Wipro champions optimized utilization of natural resources, capital and
talent. Today they are a trusted partner of choice for global businesses looking to
differentiate at the front and standardize at the core through technology interventions.
In todays world, organizations will have to rapidly reengineer themse lves and be moreresponsive to changing customer needs. Wipro is well positioned to be a partner and co-
innovator to businesses in their transformation journey, identify new growth opportunities
and facilitate their foray into new sectors and markets. Wipro is a company with consistent
growth, CSGR of 22% in the last 6 years of IT services creating value for its share holders,
global footprint.
5.2 Milestones
Wipro, one of the world's most trusted brands, is a name with a long history. Here's a
snapshot of their journey to date:
Established in 1945 as Western India Vegetable Products Limited in Amalner, Maharashtra IPO for capital in February 1946 Ventured in to the fledgling IT industry in 1981 Established software products and exports subsidiary, Wipro Systems Ltd. in 1983 Pioneers in marketing indigenous Personal Computers in 1985 Established a Joint venture with GE in 1989 Entered IT services in the 1990s - we were among the pioneers in developing the ODC
(Offshore Development Center) concept
Software business assessed at SEI-CMM Level 5 in 1998 Listed on NYSE in 2000 (NYSE:WIT) The first company in the world to be assessed at PCMM Level 5 in 2001 Entered the BPO business in 2002 Entered the Eco-energy business in 2008
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5.3 Group Companies of Wipro
5.4 Wipro Consumer Care & LightingCustomer-based innovation
Wipro Consumer Care and Lighting (WCCLG) is today among the top 10 FMCG companies
and amongst the fastest growing FMCG companies in India. It has a presence in over 40
countries with over 6,500 employees worldwide. Wipro has 8 production plants in India and
5 overseas. The business segments within WCCLG include Consumer Care, Trade Lighting,
Commercial and Institutional Lighting, Furniture, North West Switches, Unza and Yardley. In
FY 2011-12 WCCLG clocked revenues of Rs. 33.4 billion, a year-on-year growth of 23%.
Today's dynamic retail market is brimming with a plethora of FMCG products. WCCLG has
contributed a range of consumable commodities to these. Established in 1945, the first
product to be introduced by WCCLG was vegetable oil, later popularized under the brand
name 'Sunflower Vanaspati'.
In the subsequent period other Wipro brands have managed to attract and retain a large
consumer base, thus establishing Wipro's market presence. From personal care products,
such as Wipro Baby Soft and Wipro Safewash, to toilet soaps like Santoor and Chandrika,
Wipro has incorporated the changing needs of the consumers into their varied merchandise.
Wipro has also recently rolled out a new range of products- talc, soap and a range of
deodorants under the male toiletries brand Aramusk. Their Wellness segment includes
brands like Glucovita glucose powder and honey and Wipro Sweet N Healthy artificial
sweetener. Wipro also owns international brands like Yardley and Unza.
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Wipro also has comprehensive lighting solutions with fittings like Smartlite CFL, LED,
emergency lights and more. These power-saving innovations have carved a niche for
themselves in diverse industriesIT/ITES, retail and pharmaceuticals.
5.5 Wipro Infrastructure EngineeringBuilding Precision
Since 1976, Wipro Infrastructure Engineering, a division of Wipro Limited, has been in the
business of manufacturing high-quality Hydraulic Cylinders and Truck Hydraulics Solutions.
Known for bespoke engineering designs and advanced manufacturing capabilities, Wipro
Infra is the largest independent hydraulic cylinder manufacturer in the world. Wipro delivers
world-class cylinders to international OEMs, bearing in mind that precise fit, maximum load
capacity and enduring performance are critical to their business success.
With manufacturing bases across India, Asia-Pacific, Europe, and Latin America, Wipro
specializes in a broad portfolio of Double-acting, Single-acting and Telescopic cylinders and
their components for a wide range of segments like Material/Cargo Handling, Forestry,
Truck Hydraulics, Construction & Earthmoving, Mining and Farm & Agriculture. Wipropartners with our customers at every step of their requirement by harnessing our leading-
edge design, technologies and in-house talent pool in providing optimal hydraulic solutions.
Wipro Infra is also into manufacturing of hydraulic pumps for Construction & Earthmoving
equipment in a joint venture with Kawasaki Heavy Industries, besides representing the
Nabtesco range of hydraulic products in India.
Wipro recently ventured into Water Treatment Systems & Solutions, and Aerospace &
Defence sector to cater to the needs of these varied industries.
5.6 Wipro GE Healthcare Private LimitedAdvanced Healthcare
Organizations in today's competitive healthcare industry contend with significant
challenges. Wipro GE Healthcare Private Limited, are engaged in the research and
development of advanced solutions, which help overcome these obstacles.
Wipro GE Healthcare is a highly successful joint venture, and part of GE Healthcare South
Asia. We are committed to delivering quality solutions that effectively meet the needs of
customers and patients. Wiprosproducts and services range from diagnostics to IT, helping
healthcare professional combat cancer, heart disease and other ailments.
Wipro adheres to Six Sigma quality standards in all our products, while managing a volume
of clinical information across the enterprise. Wiprosaim is to achieve maximum
5.7 Wipro Infotech
Wipro Infotech is a leading manufacturer of computer hardware and provider of IT services
in India and the Middle East region. Part of Wipro Ltd, the $6.98 billion conglomerate and
global leader in technology enabled solutions, the company leverages on the parent's
philosophy of 'Applying Thought' to enable business results by being a transformation
catalyst.
Backed by their strong quality processes and rich experience managing global clients across
various business verticals, they align IT strategies to your business goals. From simple
changes in process to innovative solutions, they help the customers harness the power of IT
to achieve profitable growth, market leadership, customer delight and sustainability. Alongwith our best of breed technology partners, Wipro Infotech also helps clients with their
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hardware and IT infrastructure needs. Their vast IT services portfolio includes consulting,
systems integration, application development and maintenance, technology infrastructure
services, package implementation and R&D services among others.
Wipro Infotech maintains offices across India, and has operations in Middle East. They also
have a joint venture with DAR Al Riyadh Group in Saudi Arabia.
5.8 Wipro Systems and Technology
Wipro Systems and technology is the product division which is committed to green
sustainability by offering environment friendly products, processes and systems.
Open Computing breaks walls between technologies, people and processes enabling
collaboration and innovation. Wipros ability in innovating and marketing products,
infrastructure software and related services is built on a foundation of industry standard
architecture and open technologies, thereby accelerating productivity for their customers'
businesses.Wipro products are designed with technology expertise gained globally and crafted using
World class engineering infrastructure. With products that are a hallmark of quality, Wipro
take pride in helping clients build a responsible computing environment.
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6. WIPRO POWER PC6.1 Market Research for product development
Wipro Power PC is a unique product developed by Wipro. A personal computer with build in
power backup of up to two hours, provides cold start option, reduces power consumption
by 50%, works at a voltage range of 100 300v, eliminates the need of centralized power
back up and vendor management cost. Hence it reduces the overall cost of ownership to the
companies and increases the profitability of the product. Wipro Power PC is a unique
product in the markets having no competitors in this category of PCs.
Wipro engaged a reputed market research firm to find out the market acceptability of a
desktop with build in power backup and whether the customers are willing to pay a
premium for such kind of a product. The results as shown below showed that customer are
willing to pay maximum premium of 30% for a PC with two hours of power backup. Another
important finding of the research was that among the top three priorities which influence
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the decision to buy a PC includes the power consumption by the PC. Hence customers are
interested in a PC which reduces their power consumption by 50%, provide two hours of
power backup and customers are willing to pay 30% premium for such a product over other
standard PCs available in the market.
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Below listed are some of the findings and summary of the research that lead to the development of
the Wipro Power PC:
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6.2 Wipro Power PC Technical Specifications
Wipro Power PC is available in thre SKUs for the retail customers and the specifications can
be customized according to the needs of the bulk and back-to-back orders.
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6.3 Market Segmentation for Wipro Power PC
The market segments across whom the Wipro power PC would be useful and can be sold
are Enterprise, SME and Retail consumers. Wipro Power PC provides a wide range of
benefits to each segment and would be a successful product across all three segments.
The benefits of Wipro Power PC across all three segments are mentioned below.
6.4 Target Markets for Wipro Power PC
The possible target markets for the Wipro Power PC can be:
Organizations expanding in Tier-2 and Tier-3 cities. Organizations with offices at remote locations ( like Post offices, Insurance companies, Licensing
departments, Education departments, Pension departments, E-governance departments, electricity
and other govt departments)
Schools and Colleges which do not use centralize power backup.
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Computer training centres like NIIT, APTECH with centres all over the country Organized cyber cafe chains like SIFY Banking and NBFC Institutions like Microfinance. Rural BPOs like desicrew, Harva etc. Telecommunication companies like Airtel, Idea, Vodafone etc having offices, outlets at multiple
locations
Hospitals and Pharmaceutical companies R& D departments opening up in Tier-2 and Tier-3 cities. Transportation and logistics companies having offices at multiple locations. Airlines companies, organized retail chains like Big Bazar, Reliance, Subhiksha, Reliance opening up
new branches in Tier-2 and Tier-3 cities.
6.5 Positioning of Wipro Power PC
Eliminates the need for a UPS for power backup Reduces the power consumption cost, service Cost, people management cost and vendor
management cost
Eliminates the need to manage various power input plug-ins for CPU, Monitor and UPS Provides Power back upto 120 minutes 50% less power consumption Cold start option available Support voltage range of 100-300v
Some of the Intangible benefits provided by Wipro Power PC are mentioned below.
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6.6 SWOT Analysis
STRENGTHS
No need for a UPS for power backup No need to monitor and manage costs: Power consumption cost, Services Cost, People
management cost and Vendor management cost
No Need to manage various power input plug-ins : CPU, Monitor and UPS Power back up to 120 minutes 50% less power consumption Cold start option available Support voltage range of 100-300v Reduces the total cost of ownership and power bill
WEAKNESS
More expensive than other standard desktop available in market of competitor companies. 10% performance drop than other standard desktops Battery life of 1 yr only after which the battery needs replacement Available with three SKUs only and cannot be customized for retail customers
OPPORTUNITIES
Unique products, no competitors in this category of desktops. Can be useful for companies with no centralized backup and companies which have offices
in remote locations.
Can be useful for Organizations expanding in Tier-2 and Tier-3 cities, Organizations withoffices at remote locations ( like Post offices, Insurance companies, Licensing departments,
Education departments, Pension departments, E-governance departments, electricity and
other govt departments) , Schools and Colleges which do not use centralize power backup,
Computer training centres like NIIT, APTECH with centres all over the country, Organized
cyber cafe chains like SIFY, Banking and NBFC Institutions like Microfinance, Rural BPOs like
desicrew, Harva etc. , Telecommunication companies like Airtel, Idea, Vodafone etc havingoffices, outlets at multiple locations , Hospitals and Pharmaceutical companies R& D
departments opening up in Tier-2 and Tier-3 cities., Transportation and logistic companies
having offices at multiple locations, Airlines companies, Organized retail chains like Big
Bazar, Reliance, Subhiksha opening up new branches in Tier-2 and Tier-3 cities.
THREATS
Other competitors might launch a similar kind of product at low cost and better technology It would inconvenient for companies with centralize backup to switch to such a product even though
it reduces the total cost of ownership
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6.7 Buyer Utility Map
Wipro Power PC increases the consumer productivity in Use and Maintenance because it
provides Power back up to 120 minutes,50% less power consumption which reduces the
overall cost of ownership and reduces the maintenance cost due to inbuilt power backup.
Increase in simplicity in supplements and maintenance since no additional wirings and
Sockets are required for CPU, Monitor and ups. Less manpower required for maintenance.
Increase in convenience in use and maintained due all above mentioned reasons.
Reduces the risk and the total cost of ownership, as it eliminates the power backup
Infrastructure cost, vendor management cost. Ensure more system uptime and business
Continuity
Wipro Power PC is more environment friendly as it is made of green ECO materials and
Free from
carcinogenic toxins such as PVC and Brominated Flame Retardants (BFR).
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7. MARKETING AND SALES STRATEGIES FOR WIPRO POWER PC SAVE POWER, SAVE INDIACAMPAIGN
Wipro can start a social campaign emphasizing the problem of power deficiency in India and
how Wipro Power PC plays a role in conserving power. The power conserved can be used in
various other deficient sectors, primary schools, health care centres and village that do not
receive any electricity.
Other than Tier 1 cities, the Tier 2 and Tier 3 cities face power cuts up to 16 hours a day.
Indirectly promoting the product through some social campaign would help enticing
customer to look at the social aspects and their contribution to society by using such power
efficient products. These social campaigns would help create demand for the Eco-Friendly
products and other Wipro products can also leverage this advantage as all Wipro products
are made of Eco-friendly and non-toxic material.
Target MallsFlash Mobs, Skits, Environmental Quizzes, World Environment Day etc.
Social Networking SitesAdvertise Wipro and its products on Facebook, Twitter, google+. Facebook ads as cheap as
Rs 100 per day and help to reach out to much wider audience at a very low cost. The Wipro
Facebook page the half a million likes, Wipro can set up a dedicated page its social campaign
and advertise Wipro Power PC through that page.
Online RetailersTie up with online IT hardware retailers like Flipkart, Naaptol, Indiatimes to feature a special
tab for Power Efficient Desktops. Currently in the desktop category the retailers have tabs
for students, travellers, entertainment and lifestyle category of desktops. There is no
category of power efficient desktops. This would help power PC stand out than rest of the
desktops and customer can compare and analyse the benefits of Power PC than other
standard products.
Wipro WebsiteCurrently the Wipro website only features four categories of desktops, namely All in one
desktops, enterprise desktop, slim frame desktops and life style desktops. Wipro can make
a special tab of Power Efficient Desktops in the Desktop category on website instead of
clubbing the product in the existing tabs. This would help power PC stand out than rest of
the desktops and customer can compare and analyse the benefits of Power PC than other
standard products.
MBA College eventsWipro can sponsor MBA college events attended by corporate heads and key people from
various organizations. This would help to advertise and showcase products in front of
enterprise and SME customers.
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IT Seminars and ConferencesSponsoring or show casing products in IT Seminars and conferences in Chennai which many
organization heads attend and key persons from various enterprise and SME organizations
can help Wipro to reach out to the target audience.
Corporate Award FunctionsSponsoring and featuring the product on corporate reward functions like CBNC awards,
NDTV awards, Green Awards.
Gadget Shows, Magazines and Print MediaFeaturing the Power PC on the gadget shows and magazines would help incease the brand
awareness and brand image of the product and help reach out to the corporate nad retail
customers.
Digital Flash CountersNow days in every city and town the municipality and government puts up sign boards and
digital counters like Number of people killed by smoking, Number of people died due to
road accidents etc to sensitize the people about the ill effects of smoking and rash driving.
Likewise Wipro can also put up digital counters featuring Number of Power PC in Use and
Amount of Power Conserved - in malls, traffic signals etc to sensitize the people about the
amount of power that can conserved by using power PC, and as the numbers on counter
keeps on increasing, more people would be tempted to use the product.
Empower ITTaking IT to Tier 2 Cities in Tamil NaduELCOT (Electronics Corporation of Tamilnadu) & NASSCOM Chennai , co-ordinated a
campaign to take IT to tier 2 cities in Tamilnadu. Six locations (Hosur, Salem, Madurai,
Trichy, Coimbatore & Tirunelveli) has been identified to spread the benefits of IT uniformly
across the state.
ELCOT has announced lots of competitions (close 10) for the students like Coding,
Debugging, etc. The first prize for each of the event was a DELL High End laptop. Wipro
should recognize such kind of opportunity to showcase their products and offerings like dell.
It would help Wipro to directly reach out to the corporate customers.
Chennai Corporate Cricket LeagueEach year a Chennai corporate cricket league is organized where teams from various
organizations compete together in a cricket tournament. This can be used as a platform by
Wipro to show cases their offering directly in front of the enterprise customers. Wipro can
sponsor or set a canopy or stall at the venue to show their products.
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Billing countersAs a part of the long term marketing strategy wipro should tie up with Malls, Showrooms,
Multiplex, Airports, VIP Lounges, Hotels, Clubs, Organized retail chains, Airlines etc to use
Wipro desktops and displays. Wipro can provide these products to above mentioned
location at cost to company and provide addition free maintenance contracts as the basicpurpose would to be increase brand awareness and not to earn profits. By doing this Wipro
would be able to grab more eye balls of retail and corporate customers who visit Malls,
Showrooms, Multiplex, Airports, VIP Lounges, Hotels, Clubs, Organized retail chains etc
Competition among retail partnersRewards for partner with maximum units sold with certain minimum units selling criteria.
E.g if a retail partner is selling 75 units per month on average. Then in order to be eligible for
the scheme each partner must sell 100 units per month and from all eligible partners one
who sells the maximum units will get the prize. Prizes should like refrigerators, A.C, tour trip
which are useful for the partner
8. MARKET RESEARCH8.1 Objective
The objective of the market research was to analyze the acceptability of Wipro Power PC in
Chennai by exploring the importance of factors like less power consumption and energy
efficiency to various organizations in Chennai in making purchase decision on the IT
hardware products.
8.2 Scope
Wipro being a green brand is involved in producing and marketing of eco friendly products
and recently has come up with Wipro Power PC with build-in power backup that reduces the
power consumption by 50%. The PC reduces the total cost to the owner and helps conserve
power which can be used in power deficit sectors of India. The research was restricted to
Enterprise and SME customers only and did not involve retail segment.
8.3 Sampling
For the purpose of sampling we used a list of Enterprises and SME which are operational in
Chennai to sample out companies which we felt were the possible target companies for
Wipro Power PC and to whom power consumption and power shortage is a critical factor for
business operations. The list of companies with contact information is attached in appendix
2.
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8.4 Questionnaire Construction
The Questionnaire for market research to assess the feasibility of Wipro Power PC is original
and not inspired by any literature. The main purpose of survey was to determine the
importance of factors like less power consumption and energy efficiency to organizations in
Chennai. The questionnaire is attached in appendix 1.
8.5 Data Collection
The data collection was done by visiting each respondent, asking them questions and
recording their responses. The duration of survey for each customer would be 15-20
minutes.
8.6 Data Analysis
Data was qualitatively and quantitatively analysing the data in terms of percentage of
customers who are concerned about their power consumption and consider energy
efficiency as important factor while making electronic equipments purchase decisions and
assess whether customers are willing to pay premium for products that reduce power
consumption substantially. The customers who are concerned about power consumption
and are willing to pay premium to reduce power consumption and total cost of ownership
are the potential customers for Wipro Power PC.
8.7 Data Analysis
The following analysis is based on the 37 responses gathered from the various customers.
The survey was done across various SME and Entreprises operational in Chennai and across
various verticals like BFSI, IT/ITES, Government departments, Healthcare, Entertainment,
Manufacturing, Consulting, Education etc.
31%
69%
Is Power consumption by IT hardware is major part of
the total power consumption of the company?
Yes
No
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59%
41%
Are you willing to pay a premium for power
efficient products?
Yes
No
41%
59%
Would you like to purchase desktops with built in
power backup of two hours which will reduce the
power backup infrastructure cost?
Yes
No
81%
19%
Would you like to purchase desktops that would
reduce the total power consumption of desktops
by 50% and operates on 100-300 volts of power
supply?
Yes
No
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Source of Information of the Power Efficient products
8.8 Conclusion
The responses of the various respondents show that they are concerned aboutpower efficiency and are willing to buy power efficient products.
For majority of customers power consumption by IT hardware products is a notmajor part of the total power consumption by the company.
The various unique features of the Wipro Power PC over the other desktops are In-Build battery, power backup up to 2 hours, cold start option, 50% less power
consumption and works at voltage range of 100300 volts.
Most of the SME and Enterprises are not interested in the In-Build battery, Powerbackup and cold start option features of the Wipro Power PC because usually all
the organizations have a centralized power backup facility.
However the organizations would be more interested in features like 50% lesspower consumption and ability of the PC to work in 100 300 volts range of
electricity.
Hence a desktop without the In-Build battery backup and with the features like50% less power consumption and wide voltage range would be more suitable for
the organizations as it is more scalable for the existing infrastructure of the
organizations.
Since organizations are willing to pay a premium for the power efficient products,Wipro can charge a premium to the customers for such a product.
0 5 10 15 20 25 30
Television
Radio
Newspaper
Smart Phones Apps
Posters/Banners/Hangings in Malls, Showrooms,
Outlets etc.
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Retail customersPower PC
These are the customers who usually buy desktop once in every 4-5 years and arelooking for convenience and value for money.
These customers purchase desktops from some company buthave to buy UPS frommarket. If there is some issue with the desktops then thecompany representative cancome to fix the issue, but if there is some issue with the UPS, then they have to go and
search for someone with local shops who will be able to repair the UPS which is
inconvenient.
The existing product, Wipro Power PC with in-build battery backup, cold start options,2 hrs of battery back, less power consumption, and wide voltage range would be more
successful and value for money for these customers as in many states other than
metro cities, there are long power cuts for residential, voltage keeps on fluctuating a
lot and power consumption to household matters a lot.
The in-battery comes under the service contract of Wipro, so it wont be any hassle forthe customer if there are any issues with battery giving them more convenience.
Since the Retail consumers purchase desktops once every 4-5 yrs, they will be morewilling to pay the premium of 4-5K over the standard desktops if they are getting
hassle free maintenance of battery backup and other useful features.
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Enterprise customersPower PC 2
As per the survey the SME and Enterprise customers are not interested in the Build-inbattery and cold start option features of the Wipro Power PC because almost all of
them have a centralize power backup and they would not be interested to pay a
premium of 4-5K as the in-build battery is of very less use to them. But the SME and Enterprise customers are very much interested in features like 50%
less power consumption and wide voltage range.
Hence a second variant of Power PC without the battery and with 50% less powerconsumption and wide voltage range would be much successful in this segment.
The new variant without the battery would be scalable to the existing backupinfrastructure of the various organizations.
Customers are also willing to pay premium for power efficient products hence we canalso mark-up this variant by Rs1000-2000 over the standard desktops.
Standard desktop comes for Rs 26000, Wipro Power PC with BatteryRS 30000 andWipro Power PC without battery can be sold for Rs 27000-28000.
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9. On Job TrainingThis was the third and final phase of the project. During this phase a list of 50 potential
customers for the Wipro IT hardware products was given. We had to call each customer, fix
an appointment, meet them to explain about Wipro offerings and product and services
catalogue and look for any business opportunity. We could fix appointments and meet 25customers and were able to generate some business for Wipro. During the course of
execution of this phase we found that the brand awareness of the Wipro IT hardware
products is less among the organizations due to which Wipro looses a lot of business
opportunities every month. Hence we suggested the management to maintain a database of
both existing and potential customers, taking inputs from all the sales executives and at
least once or twice a month mail them asking for any expansion plans and IT Hardware
requirements. The customers who have any expansion plans or requirements do respond to
such mails and are interested to receive price quotes from Wipro. By doing this the sales
team would ensure the customers remember that Wipro is also a vendor of IT Hardware
products and do not miss on any business opportunity. The List of companies to which we
went for sales calls is attached in annexure 3 and outline of the form to gather requirement
from customers is attached in annexure 4.
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10.REFERENCES http://www.facebook.com/WiproTechnologies?fref=ts http://www.facebook.com/OneBillionRising?fref=ts http://www.facebook.com/MyMitra.RespectWomen?fref=ts http://www.flipkart.com/computers?_pop=flyout&otracker=hp_submenu_computer_Comp
utersHome
http://www.mymitra.com/ http://www.naaptol.com/buy/computers_-_peripherals.html http://shopping.indiatimes.com/computers/computers-computers-home/ http://onebillionrising.org/ http://www.wipro.com/products/desktops/ http://jimsindia.org/National_Business_Quiz_2011.aspx http://pbsmanagement.org/Quiz%20and%20Management.aspx http://blog.iimmantra.com/article/business-gk-quiz-2012 http://www.collegekhabar.com/event/view/ahvan-09-management-business-fest-iim-
indore
http://www.allconferences.com/Regional/CHENNAI http://www.conferencealerts.com/country-listing?country=India http://www.kpmg.com/in/en/issuesandinsights/articlespublications/kbuzz/pages/it-
bpo.aspx
http://zinnov.com/news.php?ev_id=90&PHPSESSID=94b84c7584314911c447cdd640b906c1
http://news.indiamart.com/story/spicejet-start-regional-operations-tier-2-3-cities-mid-july-141846.html
http://www.slideshare.net/probikersagar/metros-in-the-making http://newindianexpress.com/nation/article1483223.ece http://content.timesjobs.com/?p=2932 http://www.thehindubusinessline.com/industry-and-economy/info-tech/mindtree-to-hire-
students-from-tierii-iii-cities/article3911573.ece
http://articles.timesofindia.indiatimes.com/2012-02-16/software-services/31066613_1_tier-ii-development-centre-tier-i-cities
http://emerge.nasscom.in/2008/01/empower-it-taking-it-to-tier-2-cities-in-tamilnadu/ http://articles.economictimes.indiatimes.com/2012-10-01/news/34198145_1_ites-
companies-ites-sector-ites-industry
http://www.itsap.org/events_inner.php?id_inner=240&id=18 http://newindianexpress.com/thesundaystandard/article367082.ece http://www.minglebox.com/article/freshers-job-placements/education-sector-unraveling-
employment-opportunities-in-tier-ii-cities
http://toostep.com/trends/new-model-healthcare-plans-for-tier-ii-iii-towns-by-fortis http://articles.economictimes.indiatimes.com/2012-12-08/news/35689094_1_pimpri-
chinchwad-pimpri-chinchwad-pune-region
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http://business.rediff.com/slide-show/2010/aug/05/slide-show-1-tech-smaller-indian-cities-are-hot-it-bpo-destinations.htm
http://www.kpmg.com/IN/en/IssuesAndInsights/ArticlesPublications/Documents/Indian%20Retail-%20Time%20to%20change%20lanes.pdf
http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018
http://www.gartner.com/newsroom/id/2230815 http://www.thehindubusinessline.com/industry-and-economy/info-tech/acer-bets-on-
enterprise-segment-to-keep-its-no-1-position-in-desktops/article3297378.ece
http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018http://www.gartner.com/newsroom/id/2230815http://www.gartner.com/newsroom/id/2230815http://www.gartner.com/newsroom/id/2230815http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018http://www.informationweek.com/hardware/desktop/pc-market-to-shrink-for-second-year-idc/240150018 -
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APPENDIX
APPENDIX 1
(Questionnaire for Market Research)
Through this survey we are seeking responses to conduct a research study on consumer
behaviour for academic purposes. A series of questions are given on various aspects of
consumer behaviour. Most of the questions (apart from the few questions) are asked in the
form of statements and the participants are requested to express their agreeableness to the
statement(s) given by checking the appropriate box (indicating options like Yes, No). We
solicit your kind cooperation in conducting the study.
1. Is Power consumption by IT hardware is major part of the total power cost of thecompany?
Yes No
2. Are you using green/power efficient technologies? Yes No
3. Are you conducting any employee training programs related to power efficiency? Yes No
4. What is the source of information for power efficient products? T.V Radio Newspaper Smart phones Posters/Banners/Hangings in malls, showrooms, outlets etc
5. Do you think that electronics companies should manufacture power efficientproducts?
Yes No
6. Please select the following items that are a part of organizations IT infrastructure? Desktops Laptops
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Servers Storage Devices Printers VDI (Visual display interface) Applications (CRM, SCM, SAP)
7. What is the organizations purchase policy of IT Hardware? Once a year bulk purchase As and when required Rate contracts
8. Are you looking for any of the below mentioned solutions? Server optimization/Virtualization Data centre/Disaster recovery Backup solution Mailing solution Any other solution None
9. Please rank the following features in the order of preference while purchasingdesktop:
Performance (RAM, Hard disk capacity, Graphics, Form factor etc) Aesthetics(Physical appearance of the desktop) Price Total cost of ownership (Power consumption, Easy manageability,
Maintenance etc)
Brand name Support services/Uptime/Service level agreement
10.Are you willing to pay a premium for power efficient products? Yes No
11.Would you like to purchase desktops with build in power backup of two hours whichwill reduce the power backup infrastructure cost?
Yes No
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12. Would you like to purchase desktops that would reduce the total powerconsumption by desktops by 50% and operates on 100-300 volts of power supply?
Yes No
APPENDIX 2
(List of Companies Surveyed)
ORGANIZATION NAME
DESIGNATI
ON LANDLINE MOBILE EMAIL
CONSTRUCTION
Technip
Mr.
Somasundara
m IT Manager
22303100 /
22303308(D)
93827004
MANUFACTURIN
G
Sanmar Group Gopal VM system
2812 8500 ext
8816 [email protected]
Lucas Indian
Services Sridhar S Head IT
044-
22255032 [email protected]
Turbo Energy Mr. Vinod
Dy. General
Manager
Information
Systems
91- 44-
30063576
n
Lucas TVS
V.Kala Gowri
Sankar
General
Manager -
IT
044-
26259763
044-
26258211 [email protected]
Wheel India indarsarath Head IT
044-
26234488
98409753
Amararaja
Batteries Jayakumar IT Head
28213270/42
910781
98403565
Chettinad
Cements S. Abhirami IT Manager
28292727/28
291608 extn
Madras Fertiliser Karthik DGM
044-
25941133
94441420
Nippo Batteries R. Swami IT Manager
28242758/28
272711
94440827
Igarishi Motors
India Ltd
Karthi.D/Rajku
mar IT Head 22628199
[email protected]/rajku
Mando India Dileepan IT Head
044-
27156045-47
98404471
IP Rings Udhayakumar IT Head
044-274
52816 / 274
52851
98404261
Hindusthan
Motors Suresh Kumar IT Officer 27641400
99622184
FLSmidth R.Karthikeyan IT Manger 47484051
Karthikeyan.Ramakrishnan@flsmidth
.com
Hyundai Glovis Jayant Das
Sr Manager
- Purchase
044-
47118624
98841267
46
[email protected]/[email protected]
o.in
Johnsons Lift
Sriramachandr
an IT Manager 26152200
m
Molex India Pvt
Ltd
JS
Sreenivashan
Business
Developme 044 22541686
98403117
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected] -
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nt Manager
BYD electronics
India Ltd K.J Vijayan
Assist
Manager -
IT Dept
044-
30558888
95000930
TE Connectivity
Himanshu
Alwani
Senior
Engineer
0120 6794400
extn 432
99100870
Commscope
Ashok
Srinivasan
Nationaltechnical
Manager 080 40150190
99802514
TV Sundaram
Iyengar & Sons
Ltd
S.Balasubrama
niam
Asst
Manager -
ITS
044-
28160853
98946111
98/996261
0758
Schneider Electric
Kiran
Lagwankar IT Manager 080 43333333
98442919
69
kiran.lagwankar@schneider-
electric.com
Kone Elevators
Shan Secura /
Ganesan /
Gladwin /
Rajagopalan
IT Manager
/ Sys. Admin
/ Asst
Manager
/ IT
Manager 28117706/26
99625142
72
CONSULTANCY
D&B Mr. Arun IT Manager
66779999xtn:
9966 [email protected]
Dexterity Chinnadurai. S IT Manager
044-
42290000
extn 1112 [email protected]
Mobius Nandakumar Sys Admin
44-6100 2750 [email protected]
Srishti
Consultancy and
Services Pvt Ltd
Ramkumar
Venkat IT Manager
044-
26213233
93810013
35
Corporation of
Chennai
S.C Dinesh
Prakash
Asst
Engineer
044
25619513/92
Comodo
Securities
Solution Pvt Ltd Manickavelu.E
Lead - IT
Infrastructu
re
044-
42022829
98403733
Consim
India/Bharat
Matrimony
Balasubramani
am Sys Admin 044 24631500 [email protected]
ENTERTAINMENT
AND
HOSPITALITY
Club Mahindra Balamurgan G
Sr Manager
- IS 4439142014
97890884
71
balamurugan.ganesan@mahindrahol
idays.com
Sathyam Cinemas Thanigaivel IT Manager 43920432
IT/BPO
Ajuba Anand Shetty IT Manager
044-
30680466
87544489
CAMS Ramakrishnan VP - IT
04428521596
/0516
96000016
FSS
Khaja
Mohideen IT Manager
044-4741
5600
98409850
Syntel
RAMESH
SRINIVAS DGMIT
044-
24407500
98847111
Virtusa
Shakti
Jagannathan IT Manager
044-
66080400
99401511
Quintegra Prasad GIT
Department044-4391
7100 [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]/[email protected]:[email protected]/[email protected]/[email protected]:[email protected]/[email protected]/[email protected]:[email protected]/[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]/[email protected]:[email protected]/[email protected]/[email protected]:[email protected]/[email protected]/[email protected]:[email protected]:[email protected]:[email protected] -
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Bhawan Cybertek
Kamal
Kannan/Senthi
l IT Manager
43449000
extn 9102
94441902
Trimble
Information
Technologies
India Pvt Ltd Austin Bomnic
Product
Application
Engg
044-
22541941
95662989
Idealsite
Technologies Pvt
Ltd
R.P
Chandhrakum
ar
Managing
Director
044-
22452825/22
440831
98418330
Photon
S. Janardhan
Reddy
Senior
Manager -
Infrastructu
re 044- 3061800
91766027
Madras
Networking
Company V.Srinivasan IT Manager
044-
65399139
98408106
Softex Infotec Pvt
Ltd
Naveen S.
Gaddam
Tech
Support
Engineer 022 24146432
98693776
Accel Frontline S. Sivakumar
Pre Sales
Manager-
Networking
044-
42252221
98400007
SRA Systems Raghavendra IT Manager 4213 8656 [email protected]
EDUCATION
SERVICES
3 Edge Solutions
Mr.Arun
Kumar/Mr.Diw
akar IT Manager 33783333
98416263
33 -
arunkumar
BANKING/NBFC/
FINANCE
Polaris
Raymond
Arogyaswamy/
ravichandran
Vice
President
044-39874000
EXTN
5266/398740
00
99620330
31
om
Cashedge India
Pvt Ltd Raja IT Head 42082430 [email protected]
TVS Capital Vishnudevan IT Head
044-
42954800 [email protected]
HDFC Bank
P Sarath
Krishna IT Manager
044-
24430152
95436342
Indian Bank
S.Palaniappan/
Modi Kumar AGM
044-
28134480/28
134309
94443960
41
[email protected]/mailsupp
Repco Home
Fianance Limited R.Manikandan
Manager-
EDP
044-
28343948
98402915
Equitas Micro
Finance Mr.Mahesh AGM-IT
044-
42995000
99401912
HEALTHCARE/PH
ARMACEUTICAL
Chettinad Health
City Michael S M IT Head
47413370
/47411000
90947570
00
m
TTK Group R.Srikanth
GM-
Systems
044-
28116108-
10/28113134 [email protected]
ENERGY
TamilnadPetrochemical
ShankarRamakrishnan
GeneralManager -
91 4449030512
91 9840218400 [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected] -
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Group IT
ReGen Powertech
Pvt Ltd
Balaji Sampath
Srinivasan
DGM- Infra
and
Expansion
044-
30230200
99400094
Neyveli Lignite
Corporation Ltd
S.
Vijayalakshmi
Chief
Manager/E
DP
04142-
252214
94434265
Saipem
Mr.Balasubra
maniam D. G. M 66840035/36
m.balasubramanian@saipem-
india.com/[email protected]
m
TRANSPORTATIO
N/LOGISTICS
Agility Rajkumar M S
Senior N/w
Analyst
044-
39892828/39
998685
91767210
SICAL S Jothivel
Assist Vice
President -
IT 044 66157097
99401546
Thales Group Kali Charan
IT Manager
/ SecurityOfficer 43961222
9940189401 [email protected]
IMPORT/EXPORT
Ennore Port
Limited N. Hariharan
Assistant
Manager
044-
252521666 [email protected]
TELECOMMUNIC
ATION
Aircel Rajaram PV
Entreprise
Lead 044 42280000
95510893
Zen Exim Pvt Ltd
C.Panneer
Selvam
Technical
Consultanat
079 -
26859890/91
99401632
APPENDIX 3
(List of customers whom we met for sales and promotion of Wipro products)
ORGANIZATION NAME
DESIGNATIO
N LANDLINE
MOBIL
E EMAIL
Technip
Mr.
Somasundar
am IT Manager
22303100 /
22303308(D)
938270
0470 [email protected]
Lucas Indian
Services Sridhar S Head IT 044-22255032 [email protected]
Turbo Energy Mr. Vinod
Dy. GeneralManager
Information
Systems 91- 44-30063576 [email protected]
Lucas TVS
V.Kala Gowri
Sankar
General
Manager - IT 044-26259763
044-
262582
Wheel India indarsarath Head IT 044-26234488
984097
5372 [email protected]
D&B Mr. Arun IT Manager 66779999xtn:9966 [email protected]
Dexterity
Chinnadurai.
S IT Manager
044-42290000 extn
1112 [email protected]
Mobius Nandakumar Sys Admin
44-6100 2750 [email protected]
Club Mahindra
Balamurgan
G
Sr Manager -
IS 4439142014
978908
8471
balamurugan.ganesan@mahindrahol
idays.com
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected] -
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Sathyam
Cinemas Thanigaivel IT Manager 43920432
Ajuba
Anand
Shetty IT Manager 044-30680466
875444
8959 [email protected]
CAMS
Ramakrishna
n VP - IT 04428521596/0516
960000
1630 [email protected]
FSSKhaja
Mohideen IT Manager 044-4741 5600984098
5074 [email protected]
Syntel
RAMESH
SRINIVAS DGM -IT 044-24407500
988471
1144 [email protected]
Virtusa
Shakti
Jagannathan IT Manager 044-66080400
994015
1144 [email protected]
Polaris
Raymond
Arogyaswam
y
Vice
President
044-39874000
EXTN
5266/39874000
996203
3031
om
Cashedge India
Pvt Ltd Raja IT Head 42082430 [email protected]
TVS Capital Vishnudevan IT Head 044-42954800 [email protected]
HDFC Bank
P Sarath
Krishna IT Manager 044-24430152
954363
4282 [email protected]
Chettinad
Health City Michael S M IT Head
47413370
/47411000
909475
7000 [email protected]
TTK Group R.Srikanth GM-Systems
044-28116108-
10/28113134 [email protected]
Neyveli Lignite
Corporation Ltd
S.
Vijayalakshm
i
Chief
Manager/ED
P 04142-252214
944342
6500 [email protected]
Saipem
Mr.Balasubr
amaniam D. G. M 66840035/36
m.balasubramanian@saipem-
india.com/[email protected]
m
Agility
Rajkumar M
S
Senior N/w
Analyst
044-
39892828/3999868
5
917672
1020 [email protected]
SICAL S Jothivel
Assist Vice
President
IT 044 66157097
994015
4623 [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]/[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected] -
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APPENDIX 4
(Outline of the mail to gather requirement and business from customers)
1. Name2. Designation3. Organization4. Contact Details5. Office Address6. Are you looking for any of the below mentioned products or services:
Desktops Laptops Servers Storages Server optimization/Virtualization Data centre/Disaster recovery Backup solution Mailing solution Virtual Desktop Interface Sun/HP/IBM Servers Microsoft Licenses Any other solution