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The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step Ahead

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  • Venkatesh Upadrista is currently working for a large IT services company holding responsibility at a business unit level to manage multiple large client relationships.

    Managing Your Outsourced IT Services Provider teaches executives and managers of organizations how to unleash the full potential of their outsourced IT services workforce and IT-enabled business processes safely and profitably. Drawing on two decades of experience managing client relationships for global IT services companies, Venkatesh Upadrista guides outsourcing organizations around the hazards of geographic distance, linguistic miscommunication, organizational mismatch, and functional disparity between receiver requirements and provider capabilities.

  • Managing Your Outsourced IT Services Provider teaches executives and managers of organizations how to unleash the full potential of their outsourced IT services workforce and IT-enabled business processes safely and profitably. Drawing on two decades of experience managing client relationships for global IT services companies, Venkatesh Upadrista guides outsourcing organizations around the hazards of geographic distance, linguistic miscommunication, organizational mismatch, and functional disparity between receiver requirements and provider capabilities.

    Managing Your Outsourced IT Services Provider teaches executives and managers of organizations how to unleash the full potential of their outsourced IT services workforce and IT-enabled business processes safely and profitably. Drawing on two decades of experience managing client relationships for global IT services companies, Venkatesh Upadrista guides outsourcing organizations around the hazards of geographic distance, linguistic miscommunication, organizational mismatch, and functional disparity between receiver requirements and provider capabilities.

    Author: Venkatesh Upadrista
    Publisher: Boca Raton, FL : CRC Press, 2015.
    Edition/Format:  eBook : Document : EnglishView all editions and formats
    Database:WorldCat
    Summary:
    "Companies can succeed not by battling competitors, but rather by creating "blue oceans" of uncontested market space. These strategic moves create a leap in value for the company, its buyers, and its employees, while unlocking new demand and making the competition irrelevant. This book defines an approach on how one can create Blue Oceans and be recognized as a 'Consultative Seller'"--
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    Subjects
    • Sales management.
    • Selling.
    • Marketing.
    • View all subjects
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  • Currently working for India Top IT Service Provider

     

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    Venkatesh Upadrista

     

       

     

    Venkatesh Upadrista is author of several publications including his popular book named “Managing Offshore Development Projects – An Agile approach” which defines ways to execute agile projects in an Onsite-Offshore Methodology. Venkatesh personal interests has been to find out ways to improve the projects success rate plus customer satisfaction and during the course, agile SDLC has gained special interest in him as he has seen that that with agile one can see the success or failure in a project AEAP.

    His experiences have spanned into strategic consulting and sales where he believes that superior solution to enhance customer value is the key to success for any business man. He has played several management and sales roles where consultative selling has been his core breed of success. Currently he is researching further on the aspects of “Consultative Selling” and planning to speak in several events on this topic.

    Venkatesh, is also planning to complete his new book named “Design for Hybrid Agile adoption” which demonstrates a framework to execute complex agile projects in an Onsite-Offshore environment

    Managing Your Outsourced IT Services Provider teaches executives and managers of organizations how to unleash the full potential of their outsourced IT services workforce and IT-enabled business processes safely and profitably. Drawing on two decades of experience managing client relationships for global IT services companies, Venkatesh Upadrista guides outsourcing organizations around the hazards of geographic distance, linguistic miscommunication, organizational mismatch, and functional disparity between receiver requirements and provider capabilities.

Upadrista Venkatesh (Author of Distributed Agile)

Managing Your Outsourced IT Services Provider: How to Unleash the Full Potential of Your Global Workforce teaches executives and managers of organizations that are outsourcing some or all of their IT services and/or IT-enabled processes how to unleash the full potential of their outsourced workforce safely and profitably. Drawing on two decades of experience managing client relationships for global IT services companies, Venkatesh Upadrista expertly guides outsourcing organizations around the hazards of geographic distance, linguistic miscommunication, mismatch, and functional disparity between receiver requirements and provider capabilities.