A Presentation on “Indian company going global”

From Vision to Action…
Submitted to: Prof.B.K.Kumar Submitted by: (Gr.No-13) Sapan ku.Prusti (039) Rajesh Pradhan (103) Subhra Ranjan Ray (052) Meenaketan padhi ( 086) Rahul Shrivastava (031)



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Company Overview Global IT Industry Overview Wipro’s SBU’s Strategic Alliances European Market Perspective SWOT Analysis Comparative Analysis Wipro’s Strategy to become Global Positioning for Global Strategy Financial Analysis Financial Statistics Road Map of IT BCG Matrix for WIPRO SBU’s Future Road Map of WIPRO Suggestions and Recommendations Bibliography

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Wipro as a company going global


Company overview: Wipro Limited was incorporated in 1945 as Western India
Vegetable Products Limited under the Indian Companies Act, VII of 1913, which is now superseded by the Companies Act, 1956. It is deemed to be registered under the Companies Act, 1956, or the Companies Act. Wipro is a global IT services company. It has been acknowledged as an offshore provider of technology services by Gartner, Forrester and other research and advisory firms. Wipro provides a comprehensive range of IT services, software solutions, IT consulting, business process outsourcing, or BPO, services and research and development services in the areas of hardware and software design to companies worldwide. The Company combines business knowledge and industry expertise of its domain specialists and the technical knowledge and implementation skills of its delivery team in the development centers located in India and around the world, to develop and integrate solutions which enables its clients to leverage IT for achieving their business objectives. Wipro has three principal business segments: Global IT Services and Products, India and AsiaPac IT Services and Products and Consumer Care and Lighting. Global IT Services and Products segment provides IT services to customers in the Americas, Europe and Japan. The range of its services includes IT consulting, custom application design, development, re-engineering and maintenance, systems integration, package implementation, technology infrastructure outsourcing, BPO services and research and development services in the areas of hardware and software design. The Company's service offerings in BPO services include customer interaction services, finance and accounting services and process improvement services for repetitive processes. Wipro's sales teams are organized in three ways: by the vertical market segment of the client's business; by the geographic region in which the client is located; and by the specific practice specialization or skill set that the client requires. The market for IT services is highly competitive and rapidly changing. India and AsiaPac IT Services and Products segment focuses primarily on meeting the IT products and services requirements of companies in India, Asia-Pacific and the Middle East region. Its suite of services and products consists of the following: Technology Products and Technology integration and management services and outsourcing services.

Wipro as a company going global


Wipro's offerings include: Availability Services, System Integration, Infrastructure Management and Total Outsourcing and Technology Support Services. Consumer care and lighting business segment focuses on niche profitable market segments and has historically generated cash to support the growth of its other business segments. Products in this segment includes: Soaps and toiletries, Lighting and Hydrogenated cooking oils. The Company sells and markets its consumer care products primarily through distribution network in India, which has access to 2 million retail outlets throughout the country. The primary raw materials for many of its soap and hydrogenated oil products are agricultural commodities, such as vegetable oils. Wipro relies on a combination of patent, copyright, trademark and design laws, trade secrets, confidentiality procedures and contractual provisions to protect its intellectual property. Regulation of its business by the Indian Government affects Company's business in several ways. As of March 31, 2006, Wipro had over 53,700 employees. Wipro Technologies is the global IT services business of Wipro Limited, a diversified company with the principal line of business of IT and consumer products. Wipro Limited, which had $1.2 billion in revenue for FY04, also has other interests in fluid power, lighting, medical equipment products, and financial services. Wipro Technologies makes up around 67% of the company’s total revenue and is Wipro’s fastest-growing business. Wipro Technologies is a part of Wipro Limited (NYSE:WIT) and is a leading global provider of high-end IT solutions. The IT solutions provided include application development services to corporate enterprises and product engineering services to technology companies. Wipro Technologies achieved $617 million in revenue for the fiscal year ending March 31, 2003, and has over 18,500 employees. With over 10000 consultants Wipro integrates people processes and technologies to deliver innovative solutions that enable implementation of product development strategies efficiently and cost-effectively. Wipro Technologies has emerged as the second-largest software exporter from India and has a high-powered client base, including GM, Lehman Brothers, Sony, NYSE, Weyerhaeuser, Thames Water, Lucent Technologies, Nike, and Nortel. Wipro Technologies provides end-to-end IT deployment solutions to suit the specific business needs of large enterprises and small and medium-

Wipro as a company going global


sized enterprises in the United States, Western Europe, and Japan. It offers systems integration solutions, network integration solutions, application development and maintenance solutions, packaged applications (such as enterprise resource planning [ERP], customer relationship management [CRM], and supply chain management [SCM]) solutions, ecommerce solutions, IS outsourcing services, and business process outsourcing (BPO) services. Wipro’s unique value proposition is further delivered through its pioneering Offshore Outsourcing Model and stringent quality processes of SEI and Six Sigma. Wipro is also the first IT services company in the world to achieve the highest level of quality certification, the SEI-CMM Level 5. When India opened its economy in 1990, Premji acknowledged that Wipro could not compete with PC imports. But he had his R&D lab, filled with some of India's best talent. Wipro’s engineers designed semiconductors for Texas Instruments, phones for Nokia, and switches Azim Premji, current chairmain of Wipro, with a fortune estimated at $6 billion, is by far the nation's wealthiest individual. In 1946, his father founded the Western India Vegetable Products Company to manufacture and distribute cooking oils. The elder Premji died suddenly in 1966, thus Premji had to cut short his studies at Stanford to take over the family business. (He finished his electrical engineering degree in 1999). He diversified into personal-care products and then into lightbulbs. In the early 1980s, Wipro started up an R&D lab. Within a few years, Wipro was the leading manufacturer of personal computers, printers, and scanners in India. and routers for Nortel. Then they started tinkering with software. Today, it is India's second-biggest exporter of software services. Since 1997, Wipro's revenue has grown by an average of 26% a year while profits have grown by 69%. At present, Wipro is the first PCMM Level 5 and SEI CMMi Level 5 certified IT Services Company globally. It is providing comprehensive IT solutions and services (including Systems Integration, IS Outsourcing, Package Implementation,

Wipro as a company going global


software Application Development and Maintenance) and Research & Development Services (hardware and software design, development and implementation) to corporations globally.They are cheaper -- on average about 40% cheaper -- than comparable American companies. The vision for Wipro's Global Command Center is to offer services based on world-class infrastructure, industry expert skills, proven process-oriented service operations that are backed by principals to ensure the world's best way of delivering IT infrastructure management solution." • Vision : To offer services based on world-class infrastructure, industry expert skills, proven process-oriented service operations that are backed by principals to ensure the world's best way of delivering IT infrastructure management solution.“ • • Mission: "To serve customers with integrity through innovative, value for money solutions, by applying thought day after day" Values: Human values , integrity, Innovation drives us

Global IT industry overview: Information Communication Technology (ICT), the
fastest growing industry of the present era, has not only captured the imagination of the people but also contributed to foster the pace of globalization and bringing together humanity as has never been before by breaking geographical, territorial and man made barriers. In the process, it has generated economic opportunities, social-closeness and contributed to the overall growth process of the whole world. Many countries have plunged into the arena to reap benefits as per their advantages. Even Asian countries like China, Taiwan and India have created a niche for themselves, the first two in the area of hardware and the latter in the area of software. Within a short span, ICT related exports has become the largest export item of India surpassing a large number of traditional products and services including dynamic ones. Information technology (IT) refers to the collection of products and services that turn data into useful, meaningful, accessible information. The information technology industry has several major facets: computer Wipro as a company going global 6

hardware, software and services. Often, telecommunications hardware, software and services are also included in the definition. Given the convergence of this technology, including the Internet, hand held devices, intelligent machines and other equipment, clear distinctions between “information technology” and “telecommunications” are exceedingly difficult. The U.S. is the world leader in information and communications technology (ICT) products and services, representing almost 40 percent of global spending. U.S. spending on ICT has increased almost 21 percent since 2000, to almost $1.13 trillion in 2005. Between 2000 and 2005, ICT in the U.S. has achieved a compound annual growth rate of 4 percent, compared to 6.3 percent for all global economies. This comparison is somewhat misleading, however, given that many countries began the millennium with a very small installed base of information technology. To put U.S. ICT spending into context, member nations of the G-8 experienced CAGR of 4.5 percent for the same years. At $3,800, the U.S. is also one of the world’s largest per capita ICT spending nations. The business community has responded the Information Technology Industry is the fastest growing segment of the Indian economy. The Information Technology Sector has grown in size from Rs. 5,450 crores in 1994-95 to about Rs. 64,200 crores in 2001-02 contributing 0.59% and 2.87% to G.D.P. growth respectively in the corresponding periods. The composition of Hardware and Software exports is estimated as follows: Description 1994-95 Rs. 5450 crore to 2001-02 Rs. 64200 crore Software and Service Exports 28.3%and 57.4% respectively Domestic Software and Services 17.9% 17.3% Hardware peripherals and networking 48.4% 22.3% Training 5.5% 2.9% The country wise Indian Software Exports in 2000-01 was as follows: Country USA UK Japan Rs. in crores Percentage 17336 3355 1021 61.15 11.84 3.60

Wipro as a company going global


Germany Singapore Canada Netherlands Switzerland

900 540 425 360 340

3.20 1.90 1.50 1.27 1.20

The NASSCOM estimates the global market and the opportunity for Indian Exports to a level of US $700 billion and India's exports form about 5% of the global market by 2005. The NASSCOM review paper also indicates that the Internet subscribers base will grow from 5, 11,376 persons in 2001 to 56, 33,322 persons in 2006.

WIPRO’s Strategic Business Unit’s (SBU’s):
Wipro Infrastructure Engineering - Wipro Infrastructure Engineering offers worldclass hydraulic cylinders and truck hydraulic components and represents the Kayaba, Kawasaki, Sun Hydraulics and Teijin Seiki range of hydraulic products in India. With state-of-the-art manufacturing facilities and extensive product development and testing facilities, Wipro Infrastructure Engineering has emerged leader in the hydraulic cylinders and truck tipping systems market in India. Wipro Infotech India - Wipro Infotech is the IT services, solutions and products division of Wipro. It operates in the geographies of Asia-Pacific and the Middle-East. Wipro Infotech is one of the leading manufacturers of computer hardware and a provider of systems integration services in India. The company manufactures a popular line of desktops, notebook PCs, data servers and offers a range of technology services. Wipro infotech, the company’s middle east and Asia Pacific IT services and products business, recorded revenues of Rs 2.70 billion, an increase of 68 per cent over the same period last year. Its PBIT grew by 48 per cent to Rs 135 million. Wipro infotech accounted for 15 per cent of revenue and three per cent of PBIT for the quarter ending June 30, 2004.

Wipro as a company going global


Wipro Lighting –Vision: innovative range of cleanroom luminaries, clean & pure Wipro Lighting manufactures and markets the Wipro brand of luminaires, lamps and accessories. Wipro Lighting caters to both institutional and retail consumers, offering lighting solutions across various application areas such as commercial lighting for modern work spaces, manufacturing and pharmaceutical companies, designer petrol pumps and outdoor architecture. Wipro consumer care Products - At WIPRO, the consumer care and lighting division, which precedes the mainstay IT services, made news recently with its aggressive moves. It gobbled up Hindustan Lever's dormant brand Glucovita in the glucose drinks segment and then upstaged Marico Industries to take up the distribution of Chandrika soap. And there are no pauses, as Vineet Agrawal, President of Wipro's Consumer Care and Lighting division, is betting on further acquisitions to help the business leapfrog to new highs. Wipro Technologies: Wipro Technologies is the No.1 provider of integrated business, technology and process solutions on a global delivery platform. Wipro Technologies is a global services provider delivering technology-driven business solutions that meet the strategic objectives of our clients. Wipro has 40+ ‘Centers of Excellence’ that create solutions around specific needs of industries. Wipro delivers unmatched business value to customers through a combination of process excellence, quality frameworks and service delivery innovation. Wipro is the World's first CMMi Level 5 certified software services company and the first outside USA to receive the IEEE Software Process Award

Strategic alliances: In its sixth acquisition in seven months, Wipro on Thursday said
it has acquired the Finland-based Saraware Oy in an all cash deal worth $32 million. Just a week ago, Wipro took over Enabler, an EU-based retail service provider for $53 million.

Wipro as a company going global


Saraware, a 21-year-old company, is a leading provider of design and engineering services to telecom companies. This acquisition adds expert domain competencies in the areas of radio networks and secure mobile platforms. Saraware has nearly 200 specialists in these domains based out of Finland. Close to 50% of global market share in wireless infrastructure domain is dominated by major players in the Nordic belt. Sudip Nandy, Chief strategy officer, Wipro Technologies said "Over the past few months through acquisitions in Europe we have added local work force in Portugal , Austria, France, and Germany. Saraware gives us a local work-force in the Nordic region through a presence in Finland. This is in line with our drive to transform ourselves into a truly global company with global workforce. Wipro’s R&D arm, the product and engineering solutions (PES) division, is more than twice as large as that of its closest competitor, Tata Consultancy Services (TCS), India’s largest software exporter. It generates 35% of its turnover and 60% comes from software services. Wipro sees that changing by 2010, when both would be in equal proportion. Wipro’s expertise in the domain of Consulting: • Business consulting- Wipro provides quality business performance and helps its clients to leverage the strengths of IT to get the most from their business processes. • Process consulting- Wipro provides process improvements and implementation of packaged applications to their clients through this. • Quality consulting- By deploying six sigma methodology and programs and process Improvement tools, Wipro helps in setting up quality frame works that deliver measurable value for the businesses concerned. • Technology consulting- Wipro covers from package and technology assessment to large-scale systems integration, and envisions, architects and builds robust Solutions tailor-made for organizations.

Wipro as a company going global


European market perspective: (for Wipro) (1) Fragmented market: • • Distinct streams of customer behavior across Europe High cultural and linguistic diversity

(2) Regulated market: • • • • • • • European Union and country-level regulations Global Delivery Model adoption is lower

(3) Demographic profile: Ageing work force Decline in computer science graduates in Western Europe High adoption of telecom technology

(4) Customer uniqueness: More detailed and demanding on service delivery IT groups focusing more on business value and Return on Investment

IT Market statistics:
Projected IT Services Spending (Bn Euros)

140 120 100 80 60 40 20 0 24.3 10.9 17.1 2006 24.9 11.9 25.4 13.2 56.3 59.2 62.3 65.6 69.1

Project Based Services Infrastructure Related Outsourcing

25.9 14.7

26.3 16.6

BPO Application Outsourcing 11

20.2 18.5 Wipro as 2007 2008

22.3 a company 24.8 global going 2009 2010

• • • • • •

Improving IT efficiency continues to be a priority Infrastructure consolidation continues to be a focus area Preference towards ERP packages vis-à-vis custom built applications Increasing interest in Integrated BPO+IT solutions Regulatory changes adding to IT budgets Outsourcing contracts getting shorter

Wipro gears up for mega global deals: Tech major Wipro seems to have enhanced significantly its delivery capabilities through its series of acquisitions, building multiple domain expertise and readying a bouquet of service offerings. The company says it is now ready to venture into deep waters to contest for mega deals, in the range of $250 to $500 million, with top global players like IBM, Accenture and EDS. Suresh Vasvani, president, Wipro Infotech, told The Times of India, ‘‘All the investments we have done so far towards enhancing our service lines have started yielding results. This has given us immense strategic edge. As a result, we currently have a pipeline of several $100 million deals and many mega deals of international size. We started experiencing this trend in the domestic market a couple of quarters ago by winning work orders from HDFC and Dena Bank worth $80 mn and $70 mn respectively. Most of these mega deals are going to be in the areas of offshoring, infrastructure management and business process outsourcing.” Wipro’s integrated services approach seems to have worked well for it. It has brought all its services; consulting , infrastructure management, software applications, systems integration, data centre, BPO services and PC business under a single package. "Customers are looking at companies that can provide integrated services. total outsourcing proposition strategy has been effective in the last six quarters,". Wipro has Wipro as a company going global 12

strengthened its consulting business that has 250 vertical-specific consultants who evaluate clients’ businesses, and suggest strategies for profitability and cost reduction.

SWOT Analysis of Wipro in the current scenario:
Strengths Large Employee Base: (42000 as on 2005-06 with low attrition rate) Lack of focus on Consumer durables and Large number of Bluechip Clients like Nortel, Compaq and Seagate Small size of Balance sheet to make a deal and Operating profit margins at 32.3% lower than its peers. Global partner with GM, Nike, JP Morgan, Franklin Templeton, ABN Amro, GM, Boeing and GE, and 300 others Global delivery model: Market leader in Offshore, consulting and business process outsourcing business. Global Diversified company with a strong R&D division twice as large as TCS and Infosys. Opportunities IT Sector is booming Innovations of latest Technologies Good scope for expanding business Threats Increase in English speaking people in china. Emerging Small IT companies Unrelated diversification of other multinational acquire new profitable companies as compared to TCS and Infosys. Engineering products. Weaknesses High reliance of US and European markets.

Wipro as a company going global


worldwide(liberalization, Globalization, Privatization) Number of SEZ and STP’s are increasing.

companies such as TATA Elxi, L&T Infotech,TITAN

While strengths and weaknesses of the Indian software sector have been an outcome of the past decisions and initiatives, what lies ahead is well captured in the opportunities and threats. While India’s share in the global technology marketplace continues to remain miniscule (at 1.8%), this presents an opportunity for Indian software companies to increase their penetration into newer markets and newer domains. Further, as more global companies are looking towards outsourcing their tasks to Indian software companies with a view of becoming more cost competitive, the imperative for the former (Indian software companies) lies in moving rapidly up the software value chain, into high-end domains like telecom and banking services. In this initiative of moving up the value chain, Indian companies are then likely to benefit from the scale advantages of the selling and marketing expenditure that have been made in the past. Talking about probable threats to the fortunes of these Indian tech companies, the most serious being the ‘successful’ replication of the Indian offshoring model by the global tech biggies like EDS, IBM and Accenture. While, at present, most of the managements of Indian software companies are of the belief that it would be rather difficult for these global giants to completely replicate the Indian model owing to the changes that they would have to make in their revenue and cost structures, as and when these MNCs are successful in the replication process, it would pose tough times for the Indian companies. Finally, Indian software companies, in retaliation to increasing pressure due to global economic slowdown, have reengineered their business models and widened their service base through moving up the software value chain. Not only have these changes helped these companies in improving their financial performance, even the stock markets have rewarded them as seen by the rally that these stocks have been

Wipro as a company going global


witnessing since their April 2003 lows. However, there have been several bouts of volatility in between this rally and the rapid rise witnessed in the month of November raises some serious questions regarding the sustainability of this rally.

Comparative analysis:

It is clear that valuations (based on our FY04 earnings estimates) for most of the Indian software majors now look stretched. And this is a result of the ‘irrational exuberance’ displayed by market players on stocks of these companies time and again. The main concern lies in the fact that nothing so ’revolutionary’ seems to be happening with the software companies that vouch for their prices rising so rapidly. While the overall environment certainly has shown signs of improvement, investors need to practice utmost caution from rallies of these kinds as they take along with them even those companies that have destroyed capital in the past. Temptations are definitely very hard to suppress but we believe, fallacies resulting from such temptations in the past must have made investors more wise and introspective in their investment decisions.

Wipro as a company going global


Past strategies: Growth has four faces: organic; acquisitions; diversifications and joint ventures. Premji's growth strategy over the past years shows a marked change from earlier patterns. Between 1966-2000, Wipro grew through diversification, partnerships and organically, through innovations it pioneered. Today, growth is also through acquisitions and borrowed ideas, and there are fewer partnerships. Interestingly, Premji's entry into the BPO (business process outsourcing) was remarkably late in coming, and seems to be a somewhat knee-jerk reaction to slowing growth rates in his core businesses. In July 2002 Wipro acquired Spectramind in a Rs4320mn deal. The takeover caused a few rumblings amongst analysts who felt that Wipro overpaid for India's largest non-captive call-center (GE's operations in India are estimated to be larger) but Spectramind is already a growth driver, contributing about 4% to Wipro's total revenues. Moving up the value curve is another growth strategy. It is no secret that Premji would like Wipro to join IBM and Accenture in the sophisticated and lucrative tech consulting business, helping customers design their IT systems, and not labor in the lower level space of offshore coding. Moving towards this goal, he bought NerveWire Inc, a financial services consultancy located in Newton, Massachusetts, for Rs912mn.

Wipro as a company going global


The next shot in the arm was the November 2002 acquisition of American Management Systems Inc, a Boston based 100 person energy practice, for Rs1152mn. Today research led consulting represents 7% of Wipro's revenues, up from zero two years ago. Enroute he has made some impressive gains: in April 2002, Wipro won a contract to provide tech services to the Scandinavian TeliaSonera, beating world leaders like Oracle Corp on their own turf. Recent strategies: IT Services and Products segment accounted for 69% of the Company's revenue during the fiscal year ended March 31, 2006 (fiscal 2006). Wipro provides its clients customized IT solutions in the areas of enterprise IT services, technology infrastructure support services, and research and development services. The Company provides a range of enterprise solutions primarily to Fortune 1000 and Global 500 companies. Wipro addresses the banking and financial services segment, the manufacturing sector, and the retail, energy and utilities industries through its range of service offerings. The Company's enterprise solutions division accounted for 63% of its IT Services and Products revenues in fiscal 2006. Wipro Technologies is expanding its portfolio of IT services by offering high value services such as IT consulting and systems integration, bringing it into direct competition with global IT consulting giants like Accenture. Wipro's strategy revolves mainly around three points: Service line expansion - Wipro will build a full port- folio of technology services. The company has already added a number of new services such as package implementation, infrastructure outsourcing (including remote network management), business process outsourcing and so on. Quality leadership - Wipro has been well-known for embracing cutting-edge quality standards such as six sigma. It has also begun six sigma consulting in an effort to become a global six sigma leader. Wipro as a company going global 17

Investing in human capital - Wipro Technologies is investing a lot in training, not only on the technical side but also on teaching its engineers how to be consultants. The company's employees, who several years ago were basically "code cutters", have demonstrated the ability to take on large, complex projects and run them out of India. Now, they must be able to develop a peer-like relationship with customers, persuading customers instead of just accepting direction and doing a good job of execution. The Company develops strategies and implements solutions for its clients to manage multiple sources of data for use in their decision-making processes. Wipro uses its expertise in package software to architect, implement and maintain client-specific solutions. The Company also provides consulting services. Wipro provides offshore testing services. The Company's service portfolio in testing covers the entire gamut of user needs from product concept to deployment, across the stages of the product/application life cycle. Effective as of July 1, 2005, the Company reorganized the Global IT Services and Products segment into two operating segments: IT Services and Products, and BPO Services. In December 2005, Wipro acquired mPower Software Service Inc. and its subsidiaries. Pursuant to the terms of this acquisition, the Company also acquired MPact India, a joint venture between MasterCard International and mPower Software Services Inc. In December 2005, Wipro acquired BVPENTE Beteiligungsverwaltung GmbH and its subsidiaries (NewLogic Technologies AG), a European system-on-chip design company. In April 2006, the Company acquired cMango Inc., a provider of business service management (BSM) solutions. In May 2006, Wipro acquired, subject to completion of certain closing conditions, Enabler, a Europe-based retail solutions provider. In the same financial year, Wipro Technologies announced yet another acquisition — Finland-based Saraware Oy, a wireless network infrastructure provider. The € 25 million (approximately Rs 147.5 crore) deal included upfront cash payment and debt takeover. In

Wipro as a company going global


addition, there are earn-outs on achieving targeted financial conditions over an 18-month period. This is Wipro's third acquisition this financial year. The company has spent over Rs 400 crore on the acquisitions and added around 1,600 employees In May 2006, the Consumer Care and Lighting segment acquired North-West Switches business from North-West Switchgear Ltd, an Indian company engaged in the business of switches and sockets. Wipro competes with Accenture, EDS, IBM Global Services, Cognizant, Infosys, Satyam and Tata Consultancy Services. Wipro GE Medical Systems Private Limited is a joint venture with General Electric. General Electric holds 51% of the equity in the joint venture and Wipro holds 49%. The joint venture provides customers in South Asian markets after-sales services for all GE Medical Systems products sold to them. Products offered in this market consist of GE Medical Systems products manufactured worldwide and portable ultrasound equipment manufactured in India by this joint venture for the global markets.The Company competes with Hindustan Lever, General Electric, Philips, Hitachi Ltd., Hyundai Motor Company, UT Limited (India), Danfoss Group, Komatsu Ltd. and Siemens. Strategy for Middle East: Middle East forms a critical component of our global strategy,' says Wipro. Being a rapidly growing IT services market, Middle East forms a critical component of our global strategy,' said Suresh Vaswani, President, Wipro during his visit to the region. 'Wipro is extremely committed to building a strong customer base in the Middle East and will continue to provide value to our customers through our global experience, understanding of various technology domains and bringing customized solutions to our customers in the region.' Wipro Limited successfully implemented Oracle 'database migration' and 'forms upgrade' using Oracle product tools for the core exchange application at Al Ansari Exchange, UAE. Al Ansari Exchange had selected Wipro for this critical project to facilitate user friendliness of the application and offer scalability to support the business growth of the Exchange. Wipro Limited

Wipro as a company going global


(NYSE:WIT), the Global IT Services Company, has further consolidated leadership position and has extended its commitment in the region by implementing two projects in Qatar. Wipro announced the successful completion of two projects in Qatar. The company has successfully completed the Engineering Consultancy and IP Telephony testing project for Qatar Petroleum for the proposed QP Complex and also implemented an Enterprise and Desktop management suite for College of North Atlantic-Qatar campus. "Wipro is delighted to have completed these leading edge projects across the region. Successful projects like these go a long way in reiterating our commitment for delivering high levels of customer satisfaction. We look forward to adding value to our customers' technology initiatives through our expertise in global delivery and knowledge of technology domain. Wipro had also been selected by Qatar Petroleum (QP) to provide Technology Consulting Services for their prestigious Ras Abu Aboud Development Project as a consequence of QP's objective to explore the use of convergence for the new QP complex. This 11-month project involved Wipro consultants working on designing, architecting and testing the solution in Qatar Petroleum. The IT major implemented the project on time and within schedule. Furthermore, the company also implemented HP Openview Enterprise Management suite for College of North Atlantic in Doha, Qatar. The College as a part of a larger consortium had selected Wipro. The IT major implemented HP Open View Service Desk and Altiris Client Management Suite - the desktop management tool from Altiris. These tools will provide proactive management of the IT Services in College of North Atlantic thereby enabling higher level of services to the students and faculty of the college. Wipro started its operations in Middle East region in June 2001. In the subsequent years it expanded its operations in the region to Kingdom of Saudi Arabia, Oman, Qatar, Bahrain and Kuwait. Today it has built a strong customer base in Middle East. Some of its customers in the region include-Doha Bank, Gulf Insurance Company, Sharjah Electricity and Water Authority, Dubai Metal and Commodity Center, SPC and Dubai Municipality among others. Wipro delivers high end IT services and consulting services to its client in the Middle East region through its two

Wipro as a company going global


regional offices. One in Dubai Internet City handling operations in UAE, Qatar, Oman and Kuwait, and the second at Al Khobar catering to Saudi Arabia and Bahrain.

Strategy for west Asia: WIPRO sees a tremendous synergy in the Indo-Gulf markets and it aims to further strengthen this relationship in the years to come, according to Mr Rajat Mathur, Vice-President, International Operations. Speaking at the recentlyconcluded India-Gulf Partnership Summit in Dubai, Mr Mathur said that West Asia and the Gulf were moving into higher value services as IT was increasingly relied upon to drive business momentum. He said this region formed a critical part of Wipro's global business strategy. "Wipro as a company is extremely committed to building a strong customer base in the UAE and across the region. We are confident that our efforts in bringing best practices will spur healthy growth of ICT industry in UAE,". In 2004-05 alone, Wipro had year-on-year growth of 85 per cent in APAC/Middle East region. In Q2, 2005-06, the company had a growth of 28 per cent in the Asia Pacific/Middle East region. In Q2 ending September 2005-06, Arab National Bank, Saudi Arabia, selected Wipro as its partner for managing the data centre operations of the `Disaster Recovery Centre'. In addition Manso Group, a diversified business group in KSA, having interests in petrochemicals, steel, laminates and transportation business has chosen Wipro to Implement Enterprise Application Platform - SAP Enterprise Version.

Wipro's strategy for future growth: Wipro, a leading India based provider of IT services, has drawn up its strategy to become a world leader in the field. The company has stated in its latest annual report that the markets addressed by it are undergoing rapid change due to the pace of technology development and change in business models. It believes that these trends provide significant growth opportunities.

Wipro as a company going global


Wipro expects to significantly grow its global IT services business and the percentage of its total revenues and profits contributed by this business over the next few years. It hopes to achieve this objective by identifying and developing service offerings in emerging growth areas as separate business opportunities, such as infrastructure support services, business intelligence services and telecommunication, internet and application service providers. It is also planning to aggressively develop the research and development services by focussing on high growth markets such as telecommunication, mobile communication and the internet and high growth technologies such as embedded software. Also, the company will be leveraging its experience in providing IT services in the Indian market and its access to existing clients outside India to provide global support services. The intention is also to increase the number of clients through a dedicated sales team focussed on new client acquisitions and increasing its presence in Europe and Asia. The goal is to make every new client account earn over $1 million in annual revenues within twelve months. Also the company intends to increase its share of business with existing clients by expanding its range of IT solutions and by increasing its knowledge of industry segments and individual client businesses to allow it to better understand client requirements. The focus would be on improving operating margins by increasing the revenue per IT professional by providing higher value added services, increasing the number of productised services and increasing the proportion of the company's fixed price contracts. In India, the growth plan includes offering a full service technology solution including systems integration, support services, software and networking solutions along with branded hardware products which the company hopes would enhance profitability significantly. The company is also planning to pursue selective acquisitions of IT service companies that would allow it to expand service offerings and acquire additional skills. This would strengthen its relationships with clients and allow the company to realise higher revenues from them. In pursuing acquisitions, the focus would be on companies where a significant portion of their work can be moved offshore

Wipro as a company going global


to India to leverage the company's low cost offshore delivery model and realise higher margins. Traditional business: The Company has been in the consumer care business since 1945 and the lighting business since 1992. The consumer care business has historically generated surplus cash for the company to be able to grow in other businesses. The strategy is to maintain a steady growth in operating income through efficient capital utilisation, strong brand name recognition and expanding nationwide distribution network Wipro expects to close at least one acquisition in 2007. This is in line with Wipro's strategy of acquiring a string of companies across different verticals that either fill up their technology gaps or a ready customer base. It has put through half a dozen acquisitions over the past 12 months.

Wipro Limited is a leading provider of IT solutions for customers across Americas, Europe, Asia, Australia and the Middle East. Started as a ground nut crushing unit in 1947, Wipro has grown into a multi business multi location conglomerate. Wipro has grown from a India centric consumer products manufacturing company to a global company providing comprehensive service portfolio, an adaptive, value-driven engagement model and our quality leadership in every aspect of service delivery. The depth and width of the services that it provide is perhaps unmatched by any other company. In its non-IT businesses, Wipro has a significant presence in Consumer Products and in Infrastructure Engineering. The company has a significant presence in toiletries and

Wipro as a company going global


lighting products and solutions. It is the preferred suppliers to OEMs supplying to the growing infrastructure industry globally. Wipro, Ltd. operates through a handful of subsidiaries, namely Wipro Technologies, Wipro Infotech, Wipro Consumer Care and Lighting, Wipro Fluid Power, Ltd. and Wipro GE Medical Systems, Ltd. The firm has 37 offices across North America, Europe and Asia. Wipro Infotech is responsible for technology operations in the Indian, Asia-Pacific and Middle-East markets. Wipro's Consumer Care and Lighting business segment accounted for 5% of its revenue in fiscal 2006. Wipro Consumer Care and Lighting focuses on niche markets and offers a mix of consumer products including soaps and toiletries, light bulbs and fluorescent tubes, lighting accessories and hydrogenated oil. Its umbrella brands include the Santoor and Wipro Active lines of soap and talcum powders, as well as the Wipro Baby Soft line of infant and child care products. The Fluid Power division develops hydraulic technologies for Indian mobile equipment manufacturers, while Wipro GE Medical Systems, in conjunction with GE, produces and exports electronic medical equipment. In December 2005, Wipro Technologies purchased NewLogic, an Austrian semiconductor design firm, for $56 million. This acquisition will greatly enhance the company's hardware design arm, adding 120 semiconductor specialists and access to 25 new patent filings. Wipro offers medical and educational assistance, sabbaticals for higher studies, interest-free and contingency loans, an on-site cafeteria and transportation to its development centers.

In a vision exercise that Wipro went through in mid 2000, Wipro Technologies expected to generate annual revenues of US$4bn by 2004. Half of these revenues were to come from organic growth and the other half from acquisitions. The company is still far from this goal: revenues in 2001/02 amounted to US$470m. However, Mr. Paul emphasizes that the US$4bn figure was not meant to be a target but a vision that was used as a rallying cry for the entire organization to think big. The statement also forced management to think through a number of fundamental issues such as how to Wipro as a company going global 24

successfully scale recruiting, induction, quality systems, and delivery mechanisms. Moreover, if the company is going to grow to the point where a majority of staff have been employed for less than two years, it will be important to be able to "scale" the Wipro culture and instill Wipro values. Like many other Indian IT services companies, Wipro Technologies has also been trying to diversify away from the US market, which in 2001/02 accounted for 57% of the company's revenues. It has been targeting particular industries in Europe such as telecom and utilities. As a result, the share of Europe in revenues, about 36% in 2001/02,is relatively high compared with many other major Indian software exporters. Japan has also emerged as a significant market. The Company's India and AsiaPac IT Services and Products business segment, which is referred to as Wipro Infotech, is focused on the Indian, Asia-Pacific and Middle-East markets, and provides enterprise clients with IT solutions. The India and AsiaPac IT Services and Products segment accounted for 16% of Wipro's revenue in fiscal 2006. The Company's suite of services and products consists of technology products, technology integration, IT management and infrastructure outsourcing services, custom application development, application integration, package implementation and maintenance, and consulting. In addition, Wipro provides its domestic customers with access to its range of global IT services, including enterprise solutions, and research and development services. The acquisition of Saraware would help in positioning itself in the GSM/WCDMA wireless network market, which stood at $32 billion in 2005. Wipro's near-shore presence in Europe has been fortified by this acquisition. It would also help Wipro prepare for the 3G evolution and give it access to the mobile security (public radio systems used by police) domain. The acquisition of the Austrian chip design firm NewLogic would strengthen Wipro's presence in Bluetooth and the wireless local area network (WLAN) space in the global market. Acquisition would help the company create a strong footprint in Europe and enhance the local delivery capability. NewLogic has three design centres in Europe at Lustenau (Austria), Sophia Antipolis (France) and Munich (Germany). The

Wipro as a company going global


NewLogic acquisition is a significant step in the plans to be the leader in the Wireless IP and RF technology space. It will position Wipro as a complete SoC solution provider to its customers. The acquisition also helps to consolidate its position as leaders in this space and more particularly provides a solid base for addressing the large market in Continental Europe.

Impact in the wipro’s share price in the Indian stock market after it had bought New Logic and other foreign acquisitions in 2005:

NewLogic is ranked number one in wireless interfaces, WLAN and Bluetooth IP according to Gartner report of April 2005. NewLogic has 10 per cent global market share each in WLAN and Bluetooth IP space.

Wipro as a company going global


With New Logic’s buyout, Wipro said it is aiming to become number one in communication standards based semiconductor IP category in the world in three years. Wipro shares gained 3.25 per cent on Monday to close at Rs 455.80 on the BSE

Financial analysis of Wipro
WIPRO Ltd's net profits grew by 97 per cent over the corresponding quarter last year to Rs 214 crore. Revenues grew to Rs 798 crore, an increase of 28 per cent year-on-year, a performance backed by cost cutting, and strategies that seem to have paid off. However, results showed a negative growth vis-a-vis the previous quarter. Total revenues in Q4 last year was Rs 938 crore and PAT was Rs 217 crore. The company has been following a three-pronged strategy -- of going after the large $ 100-billion systems integration and technology infrastructure market competing with global players; entering the APAC and Middle East regions through Wipro Infotech and following the Six Sigma processes and eprocurement as strategies to cut costs. Wipro Technologies, which contributed a major chunk of revenues at 65 per cent, has shown a growth in offshore realisations of 3.4 per cent and onsite realisations of 2.6 per cent. Wipro Technologies also contributed 93 per cent of the PBIT. Revenues from the Global IT arm were Rs 521 crore for the quarter and PBIT was Rs 190 crore. Operating margins went up to 36 per cent for the first quarter this year as against from 31 per cent in Q1 ended June 2000, and 35 per cent in Q4 last year. The increase was primarily due to increase in offshore realisation by 15 per cent and onsite realisation by 16 per cent. In the quarter, Wipro's R&D Services contributed 52 per cent of the Global IT services revenue, Enterprise Solutions contributed 42 per cent and the remaining 6 per cent, was contributed by Technology Infrastructure Services. Continuing its derisking strategy, the company has brought down the percentage of its

Wipro as a company going global


revenues from the US from 65 per cent to 60 per cent compared to the corresponding quarter last year. Europe has moved up to 33 per cent from 27 per cent and Japan is 6 per cent. Wipro Infotech, accounted for 20 per cent of the revenues and 4 per cent of the PBIT. PBIT grew by 26 per cent to Rs 8 crore. Operating margin expanded from 3.8 per cent for the quarter ended June 2000 to 5 per cent for the three-month period ended June 2001, driven by growth in services and solutions business by 24 per cent year-on-year. In its first quarter of operations in Asia Pacific and the Middle East, the business won two marquee customers and generated good interest among prospect base.

For 3rd quarter ended on December 31, 2006:

Wipro Limited Revenue increased by 45% Year on Year (YoY) to Rs. 39.79 billion (Rs. 3,979 Crores) Profit After Tax (PAT) grew by 41% YoY to Rs. 7.65 billion (Rs. 765 Crores) Global IT Services & Products Revenue was Rs. 28.76 billion (Rs. 2,876 Crores), a 35% increase YoY Global IT Services & Products Profit before Interest and Tax (PBIT) was Rs. 6.96 billion (Rs. 696 Crores) and grew by 32% YoY; Operating Margin was at 24.2% Global IT Services & Products added 37 new clients in the quarter Wipro’s India, Middle East & Asia Pac business recorded 56% growth in PBIT YoY. Revenue grew 76% YoY

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Wipro as a company going global



Wipro as a company going global


Wipro as a company going global


Wipro as a company going global


Wipro as a company going global


Road mapping: ‘Understanding the dynamics of competitors within an industry is critical for several reasons. First, it can help to assess the potential opportunities for a business enterprise, particularly important if it is a new venture. It can also be a critical step to better differentiate a firm from others that offer similar products and services. Globalization, outsourcing, innovative organizational structures, a far-reaching regulatory environment - these are just some of the profound trends affecting the way businesses work today. Roadmapping is an established technique that brings discipline and rigor to the product and technology planning process. Popularized by Motorola and Corning in the 1980's, today, industry leaders like Honeywell, Medtronic and Philips rely on roadmaps to dynamically connect product and technology plans across the company and strategically map them to market opportunities. Leading innovative companies use roadmaps to visualize innovation efforts across the enterprise, allowing them to better plan for and make decisions about the future. Through the process of roadmapping, organizations can exchange up-to-date strategic planning information about emerging technologies, customer needs, market demands and competitive information. Today, many companies are using roadmapping software to streamline the information collection process, providing more accurate and current data to roadmapping participants. Because planning information is often stored in static Word, Excel, and PowerPoint documents on multiple desktops, key strategic planning information often resides in different functional silos. With roadmapping software, this data is maintained in a central database, providing participants with the ability to easily access, share, update, and integrate information throughout the organization. With roadmapping software, companies are able to optimize visibility into innovation efforts across multiple business units and departments, providing a collective truth about R&D capabilities, projects and resources. Roadmapping software can help companies effectively discipline ad hoc innovation and planning processes, improve communication and collaboration throughout the planning process, and help align cross-functional participants who need to stay on top of information as it dynamically changes.

Wipro as a company going global


Roadmap of IT sector:

Wipro as a company going global


BCG matrix of Wipro’s SBUs:

The strategic business units of Wipro are, Wipro infrastructure,Wipro infotech,Wipro ligtining and Wipro consumer durables and Wipro Technologies.

Wipro Infotech: It falls under

Question Mark.

Question marks are growing

rapidly and thus consume large amounts of cash, but because they have low market shares they do not generate much cash. The result is a large net cash comsumption. A question mark (also known as a "problem child") has the potential to gain market share and become a star, and eventually a cash cow when the market growth slows. If the question mark does not succeed in becoming the market leader, then after perhaps years of cash consumption it will degenerate into a dog when the market growth declines. Question marks must be analyzed carefully in order to determine whether they are worth the investment required to grow market share.

Wipro as a company going global


*Source: Wipro Infotech had a good third quarter this fiscal. The arm recorded revenues of Rs 700.8 crore, a growth of 76% Y-o-Y and a PBIT of Rs 58.7 crore, a growth of 56% Y-o-Y. The services business contributed 32% to the total revenues and grew 49% Y-o-Y, while the products business grew 91%. The division’s contribution to Wipro’s total sales stood at 18% in the third quarter as against 15% in the previous two quarters. Wipro Infotech’s share of Wipro’s PBIT was 7%.

Wipro Technologies: It falls under Question Mark. *Source: Europe has been one of the fastest growing markets for Wipro. For the fiscal year 2005-06, Revenues from Wipro’s the European operations delivered 48% growth rate and contributed more than 32% to Wipro’s IT Services revenues. Wipro consumer care & lighting: It falls under Question Mark. *Source: Wipro's Consumer Care and Lighting division will be firing on several cylinders in the current year. It is buoyed by the 20 percent plus top line growth achieved in two successive years(2003-05). When the FMCG industry as a whole has been moving forward at 4-5 percent. Wipro's lighting division, set up in 1992, has been catering to specialised niche segments within the institutional sector, such as software companies, banks and landscaping. The organised lighting industry is estimated at about Rs 500 crore, and Wipro, Philips and Bajaj are among the leading players.

Wipro as a company going global


Wipro infrastructure engineering: it also falls under Question Mark.

*Source: Azim Premji addressing the analysts for the quarter ends 31st dec, 2006. Azim Premji addressing to the investors in AGM: The infrastructure business is a big growth driver for us. Even if you look at our last quarter performance, the performance was 20% less sequential growth. At last quarter we've grown roughly 80% year-on-year. So it is a high growth business and a big growth driver for us globally as well as a big differentiator for us globally.

Wipro as a company going global


Future Road Map of Wipro:
The software industry is anticipated to grow at 25% a year over the next five years as per the McKenzie Nasscom report, and the BPO industry is expected to grow in excess of 30% a year. On a sum total, we will grow ahead of the industry going forward. Wipro as per current financial data , Revenue increased by 30% to reach 10,626 crores; Profit after tax grew 27% to reach 2067 crores. Revenue from our combined IT business crossed two billion dollars landmark. Global IT services business grew 33%; and Wipro Infotech, the India, Middle East, and Asia Pac business, grew 22%. R&D business as well as the Europe Geo reached half a billion dollar mark in this fiscal. And employee strength reached about 53,000 crossing the 50,000 mark. In the coming years the company will grow by more than 30% in terms of revenue and profit because of more overseas acquisitions and demand in the IT Market. Coming to the point of consumer care durables and engineering products,Wipro is implementing aggressive promotion and advertising cost so that we can predict the demand and can increase the market share of consumer cares. In other terms the rise and booming of Retail sector, Wipro can take the advantage of extending its consumer care product lines and can have joint ventures with several Branded Retail like WalMart, Big Bazaar and reliance like oranic Retail stores to sell its product and hold and continue to increase the demand for its consumer care products.

IT software and services industry in India accounted for 2.4 per cent of the country's GDP and 16 per cent of exports in 2002-03. - By 2008, the Indian IT software and services industry is projected to account for 7 per cent of India's GDP and 35 per cent of total exports.

Wipro as a company going global


Suggestions and Recommendations:
1. Product Diversification: It can move to related-diversified towards telecommunication and Mobile handsets in India, which is a 3rd largest user for Mobile phones. and other emerging countries 2. Strategic Business Units which are right now in question Mark (BCG Matrix) should increase their market share by implementing long term strategies to become in the star mark(BCG Matrix). It should strengthn the domestic market as well by taking the advantages of liberlisation and Globalisation. 3. Establish presence in emerging markets such as Brazil, china, korea, where there is a huge potential for further growth. Since being the first player in the market results in market leadership in subsequent years when the market is more open and attractive for other investors. 4. Wipro should try to improve in net profit margins to improve its valuations in the coming years. 5. Wipro can take the strategic advantage of growing market demand of retails which is booming in Indian Market by having strategic alliance with different Retail Companies.

Wipro as a company going global


BIBLIOGRAPHY: www.wipro.com Business Today magazine
www.wipro.com/webpages/index.htm Data Quest Magazine www.Quickmba.com www.hinduonnet.com Business Line www.marketresearch.com/product www.dqindia.com

Wipro as a company going global