Companies are increasingly using their global in-house centres (GIC) or setting up such units to handle their IT requirements, taking away work from IT services companies and cutting their revenues. But as new GICs — also called captives — are built and older ones scale up and focus on newer technologies, there is still work potential for third-party providers. “The GIC marketplace is expanding rapidly and requires third-party support as it digests this growth. It is fair to say that the do-it-yourself movement is taking work away from the third-party providers as a whole, but as this work shifts, it is creating opportunities within GICs for those service providers which are willing to go after it,” Peter Bendor Samuel, CEO of consultancy Everest Research, told ET.
In the past two month, IT firms have looked to boost the number of sales executives focusing on the captive business, a head hunter with knowledge of the matter told ET. “They are looking for people who can sell to these players and build relationships. But these sales roles — unlike the general kind of sales roles — are focused on India,” the head hunter said, declining to be identified for this story because of existing commitments.
Capgemini, Accenture and Infosys have openings for sales executives focused on Indian captives on their job sites and on others such as LinkedIn. For Capgemini, captives have been a key part of growth in India. The company’s India business started as the result of one large captive account, said Ananth Chandramouli, vice-president and head-local business services, India & the Middle East. About 70% of Capgemini’s India revenue comes from captives.
“We are not only looking at expanding our presence in existing clients but also focusing on new captives. In existing accounts which are mature, the expansion comes from moving up the value chain — e.g. helping them in the digital transformation journey,” Chandramouli said. The company works with recently set up captives or helps smaller companies set them up in the country.
Accenture and Infosys are looking for executives with over 12 years of experience to boost their sales to captives. Infosys is focused on executives with a track record of selling in the banking and financial services segment, where it has seen slower growth as banks continue to move more work in-house. Infosys declined to comment for this story, stating that it was in its silent pre-earnings period. Accenture wants to hire an executive-level India business sales leader, especially for captive accounts. Accenture declined to comment.
Keep Reading This Article