Mumbai: Wipro<\/a> Ltd. is focused on winning large deals—contracts worth $200-300 million each—over the next 12 months, its chief executive said, as India’s third-largest IT services firm looks to make the most of the digital transformation that’s afoot in the aftermath of the pandemic.

The company has achieved a lot of the strategic changes it had modelled out earlier this year and is now focused on the next twelve months of transformation.

“Firstly, we will continue to accelerate our momentum and ambitions through our continued focus on clients,” Wipro CEO<\/a> Thierry Delaporte<\/a> said at the opening of the company’s annual investor meeting on Saturday. Our growth will come from large deals and by expanding our market share of more than $200-300 million accounts.”

Wipro added $2.4 billion worth of deals in the past four quarters, a significant chunk of which were cloud contracts that now comprise a third of the company’s pipeline and generate 70% of its revenue, Delaporte said. As on Sept. 30, the company had 15 clients in the $100 million-plus range and its Top 10 clients contributed 20% of the overall revenue.

The Bengaluru-based IT services major has moved 60% of its leadership team closer to clients to serve them better. It has increased focus on proactively shaping and winning larger transformation deals, doubled down on existing clients and streamlined investments in frontline sales.

“Account leadership is a key enabler here. One-third of our global account executives are new,” Delaporte said. “They are senior leaders brought in from the industry who are building connections, trust and delivering excellence to our customers...therefore, growing our strategy clients at a faster pace.”

Wipro’s Top 10 clients grew at 33% year-on-year in the September quarter, which is higher than the average client growth reported by the company. It added four $100-million accounts and five $50-million accounts in the second quarter. “I can share with you here that 80% of the $30 million-plus deals were in our strategic accounts. This shift we feel is the start of a significant move, one that I believe will continue,” Delaporte said.

The company will also focus on its portfolio of services to drive greater value for customers.

“We're investing significantly in scalable internal systems to drive efficiency and productivity. We have incrementally invested 0.3% of our revenues into process and IT transformation driving automation, security and simplicity across processes. And this will continue into the year ahead,” Delaporte said.

According to him, the first strategic change that the company announced in January 2021 has scaled well over the course of the year. Initiatives like a chain-management system, post-merger integration teams and effective engagement measures have helped the company transform into a nimbler organisation over the past 12 months.
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Wipro CEO蒂埃里Delaporte粉笔未来12个月的交易策略

Wipro专注于赢得大型交易价值200到300美元在未来12个月内,首席执行官蒂埃里Delaporte说,公司希望充分利用数字转换后发生大流行。

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更新于2021年11月20日下午01:37坚持

孟买:Wipro有限公司是专注于赢得价值200美元的大型deals-contracts - 300每超过未来12个月内,其首席执行官说,印度的第三大IT服务公司希望充分利用数字转换后发生大流行。

该公司取得了很多战略改变它模仿了今年早些时候和现在关注未来12个月的转变。

“首先,我们将继续加快我们的动力和野心通过我们持续关注客户,”Wipro的首席执行官蒂埃里Delaporte开幕式上说周六公司的年度投资者会议。我们的增长将来自大型交易和通过扩大我们的市场份额超过200美元- 300账户。”

Wipro增加了价值24亿美元的交易在过去四个季度,很大一部分是云合同,现在占三分之一的公司的管道和产生70%的收入,Delaporte说。9月30日,公司有15个客户100美元以上的范围和十大客户贡献了20%的收入。

Bengaluru-based IT服务主要已经接近60%的领导团队客户更好地为他们服务。它增加了关注积极塑造和赢得更大的转换交易,现有客户和流线型的投资翻了一番前线销售。

“账户领导是一个关键的推动者。三分之一的全球帐户管理人员新,”Delaporte说。“他们是高级领导人从行业建立连接,信任和向客户提供卓越……因此,我们的战略客户以更快的速度增长。”

Wipro的十大客户9月季度同比增长33%,高于平均客户端增长报告的公司。它增加了4 1亿美元账户和5 5000万美元账户在第二季度。“我可以在这里与你分享,80%的30美元以上交易是在我们的战略客户。这一转变我们感到是一个重要的开始,我相信会继续,”Delaporte说。

该公司还将关注其投资组合的服务为客户更大的价值。

“我们明显地投资于可伸缩的内部系统驱动效率和生产率。我们逐步投入0.3%的收入成过程和转换驱动自动化、安全和简单跨进程。这将持续到明年,”Delaporte说。

根据他的说法,第一个战略变化,该公司宣布在2021年1月的一年了。行动像一个供应链管理体系,全力投入团队和有效的接触措施帮助该公司转变成一个灵活的组织在过去的12个月。