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  1. Eye on $20-bn revenue target, Vishal Sikka’s Infosys to restructure sales force

Eye on $20-bn revenue target, Vishal Sikka’s Infosys to restructure sales force

Vishal Sikka-led Infosys will be restructuring its sales team by adding consulting capabilities, along with a new compensation structure...

By: | Bangalore | Published: May 19, 2015 12:58 AM

Vishal Sikka-led Infosys will be restructuring its sales team by adding consulting capabilities, along with a new compensation structure, to ensure deeper engagements with key clients as it looks to meet the aspirational target of $20-billion revenue by 2020.

Infosys has identified around 100 senior consulting partners who have been made co-leads along with account leaders from the sales organisation responsible for growing top 200 accounts.

“Each of the top 100 partners will have the responsibility of two accounts. These consulting leaders with the sales leadership will have strategic engagements with clients. We have incentivised these people to grow the Infosys business in a meaningful way,” Sikka said in a Deutsche Bank investor conference in Singapore on Monday.

The renewed thrust to engergise its salesforce would improve productivity, account mining and win rates, according to the CEO.

Sikka has been pushing for automation of the traditional IT services that have become commoditized, in order to ensure faster delivery with higher margins.

Infosys is also leveraging automation to grow its existing business and drive better efficiencies. “We recently acquired Panaya. Every vertical has closed deals in Panaya. In manufacturing we have done 6-7 deals. It’s not financial meaningfully, but what it’s telling us is Infosys sales team is learning to sell in a new way,” he said.

Infosys said it has set a target to touch $20 billion in revenue at a 30% operating margin and $80,000 revenue per employee by 2020. The company ended FY15 with revenue of $8.7 billion, operating margin of 26% and revenue per employee of $52,500.

“We want 10% of the business in 2020 to come from the new areas — working with startups, new kinds of applications and platforms. There areas would give us $2 billion in revenue by then. This is our aspiration,” Sikka said.

Inorganic growth would be a key driver for Infosys as it looks to garner $1.5 billion from acquisitions towards the $20-billion target. However, the bulk of the revenue would come from its existing line of business of about $16.5 billion, through design thinking innovation culture, according to Sikka.

The Infosys CEO has articulated a top-down zero distance initiative to engage with project managers handling the account.

“We have 18,000 project managers. We encourage them to drive improvements in the project embracing new methodology. They could pick an automation platform to improve productivity or they could bring DevOps into the way they are delivering the project,” he said.

Recently, Infosys has introduced a 5-point framework to bring innovative solutions to its projects. The company’s chief delivery officer Ravi Kumar S and his team have created an enhanced Integrated Project Management+ (IPM+) workflow to encourage employees to come up with innovative solutions for various customer challenges.

Sikka had articulated renew and new strategy to focus on renewing existing businesses and focus on Edge, Finacle and other platforms as part of its new business.

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