Winning Strategies (ePub)
Secrets to Clinching Multimillion-Dollar Deals
(Sprache: Englisch)
This is the only book that we know of, that focuses on the end-to-end IT services and outsourcing life cycle. The target audience is anybody that wants to know about the IT services business. The book is a complete seller's and buyer's guide for today's...
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This is the only book that we know of, that focuses on the end-to-end IT services and outsourcing life cycle. The target audience is anybody that wants to know about the IT services business. The book is a complete seller's and buyer's guide for today's market. Sellers will learn how to do analysis on the target market, form the right bid team, partner with relevant influencers and create unique go to market strategies for finding qualified IT services and outsourcing deals. Both buyers and sellers will learn how to define appropriate engagement models, create pricing and financial structures, form well defined contracts, negotiate effectively, institute transition best practices and govern the entire program with success. As a testament for its quality, this book is endorsed via back cover blurbs, advanced praise and foreword by top leaders of major IT services organization like NASSCOM, International Association of Outsourcing Professionals (IAOP), Outsourcing Institute (OI); executives of top IT services companies like Perot Systems, CSC and others; and analysts from major advisory firms like Black Book of Outsourcing and Ovum Consulting. Packed with witty anecdotes, insights and lessons for the practitioner from the authors own and other experts experience and stellar trade performance, Dutta and Folden s work is a vital read for customers, vendors, advisors and anyone involved in today s complex IT services and outsourcing deals.
Autoren-Porträt von Anirban Dutta, Hetzel W. Folden
Anirban Dutta, a director at Computer Sciences Corporation(CSC), has a proven track record of leading successful business
development, negotiation, operations, and service delivery teams in
the infrastructure, BPO, and IT application development space.
Prior to CSC, he held leadership positions at Satyam Computer
Services, IBM and Sprint. Anirban has helped close several big,
globally deployed outsourcing deals; each with a total contract
value in excess of US$50 million. He has also structured corporate
turnaround initiatives to revitalize ailing businesses. Anirban is
a former member of the Indian Junior tennis team and he lives in
Dallas with his wife, boy and girl twins, and two fat dogs.
Hetzel W. Folden is a vice president at Computer Sciences
Corporation (CSC), where he is chartered to lead a globally
deployed deal pursuit team. In his prior job as founder and head of
the Strategic Deals Group (SDG) at Satyam, he led a team that
supported the organization's significant growth in reaching
US$1 billion in annual revenue in 2006 and rocketing past US$2
billion in 2008. He graduated with distinction from General Motors
Institute and earned an MBA from Indiana University's
Executive Program. He lives in a house full of pets in Southern
California with his wife of 25 years.
Bibliographische Angaben
- Autoren: Anirban Dutta , Hetzel W. Folden
- 2012, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 1118580591
- ISBN-13: 9781118580592
- Erscheinungsdatum: 27.11.2012
Abhängig von Bildschirmgröße und eingestellter Schriftgröße kann die Seitenzahl auf Ihrem Lesegerät variieren.
eBook Informationen
- Dateiformat: ePub
- Größe: 2 MB
- Mit Kopierschutz
Sprache:
Englisch
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