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  1. Infosys to restructure sales force, eyeing $20 bn revenue target

Infosys to restructure sales force, eyeing $20 bn revenue target

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.

By: | Published: May 19, 2015 8:19 AM
Vishal Sikka led Infosys

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. (Reuters)

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 per cent 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,” 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.

“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. FE

India’s first to commit 100% green power

New Delhi: Infosys has become India’s first company to join RE100,a global platform for firms committed to 100 per cent renewable power, The Climate Group announced on Monday.

Infosys joins some of the world’s most influential companies, such as IKEA, Swiss Re, BT, Formula E, H&M, KPN, Mars, Nestlé, Philips, among others, which are taking steps to create transformative change needed to drive a clean energy revolution. RE100 was launched at Climate Week NYC on September 22, 2014. Seventeen companies have now joined the campaign and made a public commitment to become 100% renewable.

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