Tata Consultancy Services: Selling Certainty Case Solution

This case provides an opportunity to examine the growth of offshore services from the perspective of the company’s largest IT services and ancient India. Focusing on Tata Consultancy Services (TCS) at this stage of development provides a window into the process of modernization of an industry that has historically participated on the basis of low prices, as TCS also hopes to compete on a promise of superior quality. The case also provides an opportunity to discuss the international expansion of emerging companies focused on the market and the changing geography of the IT services industry in the context of the expansion of TCS in Latin America and the western expansion of IT services business in India.
Pankaj Ghemawat,
Steven A. Altman
Source: Pankaj Ghemawat
32 pages.
Release Date: May 6, 2011. Prod #: PG0004-PDF-ENG
Tata Consultancy Services: Solution Sales Case certainty

Tata Consultancy Services: Selling Certainty Case Solution
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