Our strategy is to look at the best return on investment for cash

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SummaryMphasiS, an HP company, reported a 28% slump in net profits at R194 crore for its third quarter ended July because of higher tax rates and salary increments.

MphasiS, an HP company, reported a 28% slump in net profits at R194 crore for its third quarter ended July because of higher tax rates and salary increments. In a chat with FE’s Goutam Das, CEO Ganesh Ayyar talks about the firm’s strategy in the year ahead.

Sequentially, your growth has been lower in Q3 compared to Q2. How is your relationship with HP as a customer?

HP Enterprise Services (ES), which is the biggest portion of our business, hasn’t been growing. That remains challenging. HP ES has been muted for the last two quarters. We need to see how to unlock the growth potential in that business. Today, we continue to work well with ES; obviously, ability to afford a rate card reduction is not there. So we are focusing on what we can do to bring growth for both. We have not extended any rate reduction to HP ES. We had said that we will focus on growing our footprint beyond ES within HP. We started on it in the last nine months; we invested in a specialised salesforce and solutioning team.

Sequentially, in Q3, we grew 12.6% in the non-ES space. We are working on a different model to see how we can bring value proposition. We are working with HP technology consulting, HP server division, HP professional services organization. We have won a couple of deals in the last two quarters with HP’s professional services organisation, which is part of HP software.

With HP’s acquisition of Autonomy and the possible exit from the PC business, what kind of opportunity and impact does it create for MphasiS?

Some people believe that we do business with HP’s PC side. This is wrong. We don’t get any business from HP PC. There is no impact. However, with HP’s accelerated focus in software, clearly software combined with services becomes a very strong value proposition for customers who are looking for solutions. The more HP focuses on software, the greater would be MphasiS’ ability to bring a value proposition to HP and their potential clients. We have to build capability, centre of excellence and value proposition

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