Wipro Infotech realigns structure to grab market share, large contracts

Written by P P Thimmaya | Bangalore | Updated: Mar 11 2014, 23:20pm hrs
Wipro Infotech, the India and Middle East business division of Wipro, the country's third-largest IT services exporter, has reorganised its operating structure for a sharper focus on gaining market share and the ability to bag large deals. Under the new structure, which will become fully operational from April, 2014, Wipro Infotech has created seven separate business verticals with operational autonomy to each head. The seven verticals are: Financial services, telecom, energy & utilities, manufacturing, healthcare, retail and government.

Talking to FE, Soumitro Ghosh, chief executive, Wipro Infotech, said, Earlier, we were driving principally through technology offerings with much lesser focus on domain. Now we have looked at it holistically and reorganised the company on a vertical axis.

In the new vertical structure, the seven business verticals will have their own chief executive officer managing the profit & loss account and in charge of both sales and delivery. This would enable Wipro Infotech to actually talk about issues such as business problems faced by its customers and come out with an appropriate solution.

Though Wipro Infotech was earlier engaged with the marketplace in delivering various kinds of technology solutions, the approach was more diffused with a more centralised structure. Now, it has enhanced its level of focus with select verticals.

Ghosh said that Wipro Infotech would also look at the customer base for each vertical, and have greater thrust on accounts that bring in greater revenues.

We will be segmenting the customers between high- and low-potential, and spend disproportionately higher on the former, he added.

Wipro Infotech has certain marquee clients in India, such as HDFC Bank, Employee State Insurance Corporation (ESIC) and Delhi International Airport, to name a few. These accounts are long- term engagements for the company.

The division accounted for 8.5% of Wipro's overall revenues at the end of the third quarter of FY14.

Ghosh said the company will also have a separate team focussing on large deals, and it will be engaged in the creation and conversion of these businesses.

Wipro Infotech, which straddles across India and the Middle East, sees both these regions as important for them. The size of the Indian market provides a multitude of opportunities for the company, giving it a strong base. The kind of projects these geographies offer helps it take the reference to other countries.

In the Middle East, Wipro Infotech has divided its business between the Kingdom of Saudi Arabia and other countries such as the United Arab Emirates, Oman, Qatar and Kuwait. The main verticals in this region are oil & natural gas, engineering & construction and financial services.

Ghosh said that Wipro Infotech's new organisation structure will be aligned on four parameters: customer and employee satisfaction and growth in terms of revenue and margin.