Role: Manager, Offshore Operations / Based in India

Launch of first offshore dedicated center (ODC) in India for foreign client

Proposed Solution to Expand Provider Business

IBM Global Services had already executed its first project (Crawl stage) for a foreign client. It decided to propose the idea of an Offshore Dedicated Center (ODC) to the client, mid-way into the execution of its second turn-key project (Walk stage). Our founder (IBM Global Services) was chartered with the responsibility of making a strong business case for this idea. Acceptance of the idea would led to significant work being offshored by the client (Run stage).

Implementation Steps Followed

We delivered the following:

1. Conducted a series of discussions with the client on their technical strategy. It was determined that there was a need to have a fixed number of offshore engineers, allocated in a flexible manner on several exploratory areas related to 3-D graphics adapter technology.
2. A business case was developed for an ODC. Primary selling point was the continuity of skills in an ODC, whereas in turn-key projects engineers may move from project to project.
3. A monthly planning cycle was designed, with the client owning the requirements, and IBM Global Services, owning the deliverables.
4. In parallel success of the first project fueled the client's demand to start off the ODC early.
5. A visit to India by the client wrapped up the discussions and launched the ODC.

Results Achieved

Benefits of an ODC, 2003 article read more

IBM Global Services achieved the distinction of establishing the first ODC in India, for a foreign client in 1993. This ensured an overall commitment of work equivalent to 35 persons for 1 full year, and signficantly boosted the revenues of the company.