Indian IT provider, Tech Mahindra, has a roadmap for New Zealand that involves as much growth for the firm, as it does filling a need in the market for outcome-based projects.
“The market in the country is growing and there is a current need that is not properly serviced for outcomes from a business standpoint. We are trying to achieve sufficient bandwidth – in terms of partners and a sales team – and also work with sales team at our partner’s ends to meet those needs,” says Rohit Anand, country manager NZ for the company.
“Note though that we will be undertaking any growth in the country only by understanding our customers, working at their pace and ensuring appropriate cultural integration. We are talking of reasonably large business transformation projects and we certainly don’t want to force anything. We want to explain our capabilities and work with them in a collaborative manner.
“We are currently working on some large projects with customers that I would not like to name. These are all business transformation projects. As we build relations and grow our presence, we also want to bring the advantages of thinking and deciding based on outcomes, rather than simply technology,” says Anand.
In keeping with this, Tech Mahindra forms contracts with NZ companies that allow them to pay different sums based on whether they were able to achieve a pre-specified outcome, exceed it or not reach it at all.
According to Anand, the company, which recently completed the integration of Satyam Computers, is keen on adding partners with specific domain knowledge in verticals that are strong in the country.
“We are looking for partners who can help us understand customers in the government, healthcare and retail sectors. While we bring global scale and skills to the table, customers like to have an element of local accountability.
“We also form niche partnerships for capabilities when we need them. For example, we are working with Oracle currently on a cloud-based student management system for a large NZ university,” says Anand.
According to him, the company is in conversations with potential partners and will likely firm up deals in the next few months. It will also look to add to its sales and marketing force with an addition of at least five people by March next year.
The company follows a model of onshore-offshore, and has around 100 people servicing New Zealand, which contributes around 5 per cent of global revenues come from the country.