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This presentation covers all the marketing strategies for TCS.
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Marketing Strategies – Tata Consultancy Services
SMBA – 16
Mitul ParikhNitin ChaudhariMeena SalviMohini PatwardhanRamdas TarkarChetan PoojariPhinsy ChariyathRahul Aiah
VISION, MISSION & VALUES…
To create value by leveraging our co-innovation network in a manner that has an impact on the customers ecosystem
To be among the top 3 companies worldwide by 2011; Culture of accountability, delivering certainty to customers.
Their values – integrity, leading change, excellence, respect for the individual, and fostering an environment of learning and sharing.
BACKGROUND… It began in 1868 as the "Tata Computer Centre", for the
company Tata Group whose main business was to provide computer services to other group companies.
One of TCS' first assignments was to provide punched card services to a sister concern, Tata Steel (then TISCO).
In the early 1970s, Tata Consultancy Services started exporting its services.
In 1981, TCS set up India's first software research and development centre, the Tata Research Development and Design Center (TRDDC) in Pune.
In 1999, TCS saw outsourcing opportunity in E-Commerce and related solutions and set up its E-Business division with ten people. By 2004, E-Business was contributing half a billion dollars (US) to TCS.
On 9 August 2004, TCS became a publicly listed company.
AS OF NOW POSITION… Tata Consultancy Services Limited
(TCS) is a global IT services, business solutions and outsourcing company
It is the second-largest India-based provider of business process outsourcing services.
In 2011 it has billed a total revenue of $7.21 billion.
Total employee strength is 2,26,751. Key People: Subramaniam Ramadorai(Vice
Chairman), N. Chandrasekaran (CEO & MD)
AS OF NOW POSITION…
TCS has been ranked #20 in the list of top companies, by Fortune India 500.
TCS has 142 offices across over 47 countries and generates around 20% of India IT exports.
TCS Maitree has been a unit in TCS which is developing itself bigger than the organisation.
Revenue Breakup
ETHICS & TCS TCS has its own Values
and principles defined for employees.
It was aiming global so the ethical values defined are across all Tata groups.
They have around 25 code of conducts maintained.
ETHICALLY SOUND
A senior executive at the Vice President level is designated as Ethics Counselor.
The LECs and the corporate ethics team and its responsibility.
Policies related to the TcoC are reviewed from time to time and changes if any are communicated appropriately across the Company.
At the Board level, the Ethics and Compliance Committee oversees TCS’ compliance to the Codes of Conduct to be followed by the Directors, Officers and other employees.
Monthly Reports are sent to the Committee on matters relating to the Insider Trading Code and the CoC.
CORPORATE STRATEGY…
Strategic Technological Changes.
Innovative Strategy
Strategies for long term
sustainable growth
•TCS is also developing solutions in Healthcare, Retail and Government sectors.•Targeting Small and medium enterprises and rural and cooperative banks of India
•Consulting to products, providing solutions and implementations to support.25 per cent of TCS’ revenues came from newer services like BPO, Infrastructure, Assurance and Asset Leveraged Solutions, reflecting theeffectiveness of this strategy.
•Acquisitions that are strategic in nature•Strengthen gaps in services portfolio•Easier market access in specific segments, techonlogy expertise and specific domain.
TCS’ unique Global Network DeliveryModel (GNDM™) enables a seamlessdelivery of services from a network ofdelivery centers distributed across India, China, Europe,North America and Latin AmericaTeams working in geographicallydistributed delivery centers can collaborate on projects,with seamless hand-offs and leverage all the organization’sassets, ensuring a ‘One Global Service Standard
•Built a customer-centric, domain-led organization, backed by excellence in execution
Career Development
TCS caters to the employees aspirations, motivating employees to realize their potential and providing them with a predictable roadmap and necessary tools for personal growth to retain employees.
Personal Development Planning forms a central part of the annual appraisal and goal-setting process.
Even focuses on soft skills development including team building, innovative and creative thinking, cross cultural adaptation etc.
TCS keeps employees engaged and motivated by providing opportunities for continuously upgrading competencies by rotation across roles, technologies, customer and industries and geographies.
TCS has several schemes for recognizing and rewarding employees.
Employee engagement and motivation
Employee retention and motivation are greatly facilitated through closer engagement with employees and by fostering a spirit of community, through shared activities outside of work.
Developed forum for employees and their families to participate in and develop sense of camaraderie is Maitree, which harnesses their energy and enthusiasm to undertake activities for the betterment of the local communities and the environment.
TCS actively supports athletic and sporting activities at the national, regional and local level and encourages employees to participate.
Occupational Health and Safety
TCS is committed to provide its employees a safe and comfortable work environment, going beyond accidents, injuries and occupational health hazards, to general the physical and mental health and well- being of associates and their families.
TCS have implemented an Occupational Health and Safety Management System (OHSMS) and have been recommended for enterprise wide certification.
TCS have a Hazard Identification and Risk Assessment process (HIRA) to identify and analyze the levels of risk associated with the various activities at each the facility.
Supplyside Sustainability The total number of employees including subsidiaries as at March 31, 2011 was 2,54,378 (compared to 1,60,429 on March 31, 2010).
The headcount is 140,619 on a standalone basis (compared to 126,150 on March 31, 2010).
TCS has highly educated workforce whose technical skills are much valued globally and consequently.
It is a predominantly young workforce, with an average of ~28 years.
Senior Level3.7%
Middle Level31.9%
Junior Level64.4%
>50 years,0.9%
40-50 years,2.9%
30-40 years,19.9%
< 30 years,76.3%
Breakup of workforce by employee category
Breakup of workforce by age
TCS is an Equal Opportunity Employer who has been able to expand the talent pool in terms of gender, geography and academic discipline.
The growing diversity in our global workforce is reflected by the continuing increase in the number of female employees and non-Indian employees.
Non-Indian employees represent 80 different nationalities.
TCS has set up onshore or near shore delivery centers where engineering talent is easily available or where there is language barrier.
Diversity in talent pool
PERFORMANCE CRITERIA
Volume growth of 17.4% .
Gross Margin growth of 46.2%.
EBIT margin of 26.5% Gross headcount
addition of 38,063 Net headcount addition
of 16,668
MERGERS AND ACQUISITIONS – IDENTIFYING NEW MARKETS
TCS is set to report earnings growth of 16.5 percent in the year 2010-11 thanks to a healthy deal pipeline.
TCS, part of the salt-to-software Tata conglomerate, is the first private-sector company to overtake Reliance in market value. (Dec 30, 2011).
TCS was the first to start the BPO Industry.
ACQUISITION OF CITI GROUP
TCS has acquired Citi Global Services on 8 Oct 2008. Value of the deal was $505 mn.
After the acquisition of Citigroup Global Services Ltd (CGSL), TCS will be the second-largest BPO player globally, after IBM.
Citi has also signed an $2.5 billion deal through which TCS will provide process outsourcing services to Citi and its affiliates over nine-and-a-half years. This will be provided through CGSL, the release said.
ACQUISITION OF PEARL GROUP
TCS has acquired Pearl Group in Oct 2005. Value of the deal was $94.7 mn.
Pearl Group is one of the largest insurance provider in United Kingdom.
With this contract, TCS will now manage some eight million policies in UK using the same platform, increasing the company’s share of revenues earned without having to hire additional staff.
OTHER ACQUISTION
Comicrom was acquired in Nov 2005. It is a Banking BPO in Chile.
TCS Management was acquired in Nov 2006. The company provides IT Services in Australia. Value of $ 13 mn.
Phoenix Global Solutions was acquired in May 2004. The deal was of $ 13mn.
SYNERGY WITH THE MASSES…
Corporate Social Responsibility: TCS supports local communities and society at large through
(i) IT for community welfare, (ii) TCS-Maitree, our volunteer corps consisting of TCS employees and their families and (iii) the funding of philanthropic activities.
The key focus areas for TCS CSR work are: Health, Education and Environment. The programs we launch and the communities we work with are decided based on the needs of those communities
In addition to benefiting the targeted community, our CSR activities have the added benefit of giving our volunteer corps meaningful projects into which they can channelize their altruism.
Other CSR activities as TCS funded the restoration of some 274 old and rare books totaling over 100,000 pages in theUniversity Library in Mumbai.
TCS encouraged women’s empowerment, the program has now expanded to children’s education and development of local infrastructure.
TCS Maitree
TCS Maitree:• Maitree was started with an objective of
bringing TCS associates and their families closer and making them feel a part of the TCS extended family
• Soon after, with a view to carry on the TATA tradition of enabling the community, the scope of Maitree was enhanced to include socially relevant activities and endeavors.
TCS Maitree
Maitree and the TCS Community:
• Maitree was established with an intention to strengthen the bond between TCS employees and their families, as well as provide a platform to encourage hidden aspirations and talents.
• Workshops on theatre, yoga, origami, flower arrangement, chocolate making, and a host of others have allowed the employees to learn and know about things they always wanted to.
• All in all, Maitree provides everyone at TCS the opportunity to establish relationships that extend beyond work and thereby, help build bonds that makes work so much more fun.
TCS Maitree
Maitree - Even beyond the TCS Community:• In addition to working towards bringing our associates
and their families closer, Maitree also strives to enable the development of the society.
• Of the projects TCS have undertaken include working with the differently-abled, aiding under-privileged children across various schools in Mumbai, and helping rural community in Vazapur.
• Many programs initiated by Maitree, like employment opportunities for the differently-abled, HIV/AIDS sensitization, peer education, Green Audits to check the excess consumption of energy resources have now been accepted as best practices by the organization.
TCS Maitree
• With the belief that people with disabilities offer incredible reserves of untapped potential and an alternative talent pool, TCS-Maitree has recruited more than 30 differently-abled people in various branches of TCS.
• The following are some of the roles in which the visually impaired persons are working in TCS: – Infrastructure Services Management – BPO processes– Learning & Development coordinator– Human Resource Manager– Global Helpdesk– Accessibility testing
TCS Maitree
Rural Development:• Mid-day meal scheme for Balwadi kids• Computer literacy program• A state-of-the-art science lab• TCS-Maitree launched the WEP (Women Empowerment
Program) where the women of the village were taught basic arithmetic and created awareness in health and hygiene.
• More than 25 women from three villages in the area have been trained in embroidery, stitching, and other textile craftwork over the last one year with help from the Women's India Trust.
• A new Gram Vikas Abhiyaan Kendra was recently inaugurated to facilitate income generation for the women.
TCS Maitree
TCS-Maitree has also made strides in the area of health, conducting HIV/ AIDS sensitization sessions as well as health check-up camps for the villagers and school children:
• Thalassaemia Drive• HIV AIDS awareness program• The highlights of this initiative are:
– Commemorating World AIDS Day – Red Ribbon distribution at all offices – Online Quiz for creating more awareness– Removing myths and misconceptions through articles – Peer Educator Program - Communicating with
associates in their own language, through their 'peers'
TCS – GO GREEN TCS is committed to optimize its resource consumption,
minimize its ecological as well as carbon footprint with the ultimate objective of decoupling business growth and environmental impact.
TCS implemented Environment Policy in December 2009 to formalize key activities designed to minimize our environmental footprint and mitigate the impact – in terms of the resources consumed as well as our outputs.
The policy is based on the following key pillars: Climate change mitigation through commitment to reduce GHG
emissions and corresponding carbon footprint Green IT Green Procurement Reduce, Reuse, Recycle Resource Efficiency Green Infrastructure – Green Buildings
TATA CONSULTANCY SERVICESEnvironmental Target and Performances
TATA CONSULTANCY SERVICES
Greenhouses at Yantra Park, Deccan Park and Shollinganallur;use bio-fertilizers such as vermicompost and sludge from our bio-digester plant and sewage treatment plant.Kalinga Park, Bhubaneswar
TATA CONSULTANCY SERVICES
Paper Recycling Initiatives: Shredded paper waste generated from TCS offices is
sent to NGOs for recycling, instead of to municipal landfills.
Many of these NGOs make cardboard files and notepads using the waste paper and supply those back to the organization.
Yantra Park facility in Mumbai, shredded waste paper is recycled through an NGO named Stri Mukti Sangathana, working for the betterment of economically deprived women.
They purchase the waste paper for a nominal amount and supply notepads made of recycled paper.
In 2009-10, 32 sites adopted the practice and sent 69 tonnes of shredded paper for recycling.
TATA CONSULTANCY SERVICES
Employee Engagement: Employees’ buy-in is essential to the success of
Environment Management program at TCS. TCS Environmental Policy aims to create greater
awareness among employees on pressing issues like pollution, deforestation, global warming, depletion of non-renewable resources, e-waste disposal and bio-diversity awareness.
Recruits are trained on TCS’ Environmental Policy during the Initial Learning Program (ILP).
In 2009-10, over 100,000 associates and contractors participated in the classroom sessions, floorwalks, awareness campaigns and web based training.
TATA CONSULTANCY SERVICES
E-waste management: The E-waste generated at the various TCS center includes
Computers, Monitors, Servers, and allied hardware. TCS has an internal E-waste Management policy based on WEEE directive and the Government of India’s draft e-Waste Rules 2010 that mandates disposal of e-waste through specific e-waste handlers and recyclers approved by the Government of India’s Ministry of Environment and Forests (MoEF).
In 2009-10, 5,879 pieces of equipment from all centers, amounting to 100% of our e-wastes, were disposed of through authorized handlers / recyclers.
In addition, another 1,067 computers which were deemed obsolete for TCS’ purposes but in full working condition, were donated to government-run schools which often lack such equipment.
Recipients of such donations are advised to return the hardware to TCS or to authorized recyclers once they reach end-of-life, for safe disposal.
Threat of New Entrant-Low capital requirements
-Large value chain
-MNC’s
Bargaining Power of Buyers -Very high
-Large number of IT companies
-Huge decline in IT expenditure.
Bargaining Power of Suppliers-Slowdown, the job cuts, and the layoffs
-Demand and supply of IT professionals
-Availability of vast talent pool
Threat of Substitute Products-High
-Other offshore locations
-Price
Rivalry among competing
firms in industry
-Strong competitors-Low cost
-High industry growth
Porter’s Five Forces Analysis of TCS
STRENGHTS.Good working environment.
.Effective communication..Cost Advantage
.Market Share Leadership
.Strong Brand Equity.Pricing
Reputation
THREATS• Competition• Converging IT
salaries• Strong S/W
venders sales support
• Global Economic dislocations in client markets hit India disproportionately.OPPORTUNITIE
S• Innovation• Product and
service Expansion in advanced analytics
WEAKNESS-Weak
management team
-Weak damaged brand
• Commodity products, services
SWOT Analysis of TCS
Thank You
