Infosys Technologies Ltd.: Growing Share of a Customer's Business

Narus, J A and Seshadri, D V R (2006) Infosys Technologies Ltd.: Growing Share of a Customer's Business. [Teaching Resource]

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Abstract

Infosys Technologies Ltd. provides a full range of IT and consulting services. One of Infosys' major customers is Prairie Four Square Insurance (PFS). PFS maintains extensive and mission critical IT systems across the United States. Relentless pressure from Wall Street to cut costs dramatically prompted the PFS senior management to outsource offshore portions of its IT maintenance activities. A PFS "white paper" had indicated that the purchasing department was one area where IT could make significant contributions in lowering operating costs. PFS managers decided to forego their traditional "best of breed" approach to outsourcing in favor of a pilot test of single sourcing. Thus, PFS managers bundled all activities related to procurement process re-engineering, vendor selection, Ariba software customization, system installation and maintenance into a single project. PFS managers narrowed candidates for the project down to two consulting firms (i.e. Excalibur and Merrimac) plus Infosys. A win for Infosys would enable it to not only grow its share of PFS business but also expand the scope of its market offerings. Successful completion of the project, in turn, would increase the likelihood that PFS would turn to Infosys for other end-to-end IT solutions.

Affiliation: Indian School of Business
ISB Creators:
ISB CreatorsORCiD
Seshadri, D V RUNSPECIFIED
Item Type: Teaching Resource
Additional Information: The case was published by the author with the affiliation of IIM Bangalore.
Uncontrolled Keywords: Infosys Technologies, Customer’s Business
Subjects: Marketing
Depositing User: Veeramani R
Date Deposited: 12 Apr 2019 09:02
Last Modified: 12 Apr 2019 09:02
URI: http://eprints.exchange.isb.edu/id/eprint/808
Publisher URL: https://hbr.org/product/infosys-technologies-ltd-g...
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