“Companies cannot afford to be generalists anymore”
Puni Rajah, vice president, Research at IDC Asia-Pacific talks to Prashant L Rao and SHIPRA ARORA on the changing dynamics of the Indian and global IT industry, the direction in which offshore services are headed, how Indian companies can gain entry into total outsourcing where billion dollar deals are commonplace and whether Nasscom’s ambitious target of software exports hitting $50 billion by 2008 can be achieved

The new role of account managers
Balancing the short-term need to close a sale quickly to the long-term goals of understanding and matching a customer’s needs with solutions offered is vital if customers and service providers are to build an enduring relationship, says Paras Rastogi