By: Ruchika Singh Rajat Singla Ankit Pawar

By:
Ruchika Singh
Rajat Singla
Ankit Pawar
 Patni computers is one of the leading software and IT solution
provider in India.
 It is an ISO 9001-2000 certified org, assessed enterprise wide at
SEI-CMMI Level 5 and P-CMM Level 3 and adopting Six Sigma
techniques.
 It works with clients through technology and business changes
that shape the competitive advantage and destiny of the
customers.
 It delivers high quality , reliable and cost effective IT services to
the clients.
 Their clients base includes over 150 global companies with 90 % of
business from repeat customers and have 30 client relationships
that are longer than 3 years.
 They mostly focus on industries like Insurance, Financial services,
manufacturing , Retail , Energy , Hospitality and health care.
 The sales method and processes for IT company are quite different
from those of FMCG.
 Solution Selling: Is a sellling methodology that works well for
selling products & services that are difficult to describe largely
intangible have a long sale cycle and are typically high priced.
 Solution selling works well because it is easy to
understand and execute.
Solution Selling
 The challenge & objective of solution selling is
to identify and develop the sales opprtunities
in the 95 % untapped virgin sales market.
 In solutions selling , the next step is Project
Scoping.
 The project scoping is a method of evaluation
of each product from the service expectation
level and also from business potential point of
view.
 Summarize the objectives
 Establish the campaign scope
 Bench marking against the competitors
 Drawback:
 It has not concentrated in the Indian Market.
 It pays more importance to the price as compared to
quality.
 Strong domain expertise in insurance, telecoms
We believe that Patni has built strong domain knowledge in the insurance
and telecoms services verticals. It is increasingly moving towards
providing solutions for these verticals. As a result, we believe that
customers would find it difficult to replace Patni, increasing revenue
stickiness.
 90 % of business from repeat customers.
 Ability to successfully manage and deliver complex,enterprise wide

services and solutions.
 ISO 9001-2000 certified.
 Aggressive Service Level agreements and delivering the highest level

of customer service.
 Strong Global presence:
 Good client relationships

Patni has strong and long-lasting relationships with several large customers .
 Participating and winning new deals
Should focus in acquiring new customer base.
 95% untapped market opportunities.
 Client realtionship opportunities.
 Bring new innovations in the market
 Issuing requests for proposal (RFP), establishing buying

committies,
 Scaling up with new management

We believe that management changes at Patni are positive. Hence, we
believe the turnaround could be faster than otherwise.
Highly competitive market
Companies like Wipro and Infosys are giving
head to head competition.
 Losing market Share:

Because of tangibility, trust is a major factor.
 Price war market:

Focus on price rather than quality.
 Low market share
Inspite of having first mover advantage, it still could not take full use of
it.
 Low infusion of Talent

Patni could not infuse talent and clinch business in the market where it
ccolud have been enjoyed the first mover advantage.
 Focus on price rather than quality
 High exposure to ADM

Patni’s high exposure to mature Application Development and
Maintenance (ADM) services and low exposure to growth markets,
such as Infrastructure Management Services and Systems
Integration.
 High exposure to the foreign markets

It has not concentrated to the Indian market for the solutions. It has only
off hsore developments centres in India.
 Used for Intangible products.
 Customer are aware of their problems and
choice they are taking.
 Meant for the products and services that are
difficult to discribe.
 Constant pressure to deliver and perform.
 Quality and level of technology is more
important than price.
 The consumer concerned here in this process are
the Professionals and they are the experts in
their own domains.
 As the name indicates that it’s a solution selling

so decision maker should think in a holistic way
where as in a product buying consumer is
concerned with the product only
 So the process as compared is short.

 Can be easily visualized and understand the
requirements as well as all the available
alternatives.
 Have a long sales cycle.
 It’s a step by step process.
 Solution Selling : Consumer is more rational
 Consumer usually is more aware about the need

and requirements.
Decision process of customer here is more intense.

 Generally many people involve in this buying.
 Here this process is very long and may takes many
years to reach on a consensus with all the required

solutions and features.
 The project scoping is a method of evaluation of
each product from the service expectation level and
also from business potential point of view.
 The first step is to summarize the objectives.
 Like what to accomplish and how many prospects reqd to
satisfy it.
 Here sales manager summarizes the strategy to be
followed by the sales team.
 What market segments to be targeted? Who all are the
buyers ?
 Plan for positioning offerings?
 Existing materials & resources
 Available list of marketing database
 What would be the survey content to gather information?
 Establish the campaign scope:
 Campaign launch date
 Campaign duration
 Budget allocation
 The client contact who will receive the deliverables?
 Bench marking against the competitors:

 The level & type of marketing activity.
 Analysis of reasons why the customer has purchased
the solution from your company rather than from
the competition, the level and the type of marketing
activity currently going on in the market.
 It is basically the price war that makes a win-win
situation for the companies.
 Front sales force should be trained in relationship
building.
 Training should be provided to the employees at
the development centres so to provide zero error
solution.
 Post purchase consultation & services should be
provided.
 Continuous enhancement should be provided in IT
solutions to the clients.
 Maintenance services should also be given
importance.

By: Ruchika Singh Rajat Singla Ankit Pawar

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 90 % of business from repeat customers.

 Ability to successfully manage and deliver complex,enterprise wide

 ISO 9001-2000 certified.

 Aggressive Service Level agreements and delivering the highest level

 Strong Global presence:

 Good client relationships

 95% untapped market opportunities.

 Client realtionship opportunities.

 Bring new innovations in the market

 Issuing requests for proposal (RFP), establishing buying

 Scaling up with new management

 Losing market Share:

 Price war market:

 Low infusion of Talent

 Focus on price rather than quality

 High exposure to ADM

 High exposure to the foreign markets

 As the name indicates that it’s a solution selling

 So the process as compared is short.

 Consumer usually is more aware about the need

Decision process of customer here is more intense.

 Here this process is very long and may takes many

years to reach on a consensus with all the required

 Bench marking against the competitors:

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