December 21, 2009
Essential No. 2: Redefine Your Market
In early 2008, as I was preparing for a global keynote speech and workshop tour across Asia, sponsored by Lloyd Adams, vice-president of marketing for SAP (SAP) Asia Pacific and Japan, I was challenged by him to tailor The 7 Essentials for audiences from different countries and cultures. Identifying a global success pattern would serve as an additional and even more powerful indicator that the management and financial fundamentals needed to achieve exceptional growth are universal; independent of economic cycle, industry, and country and culture.
So I asked myself, "Where could I find a billion-dollar company example in Asia that meets all the criteria?" Fortuitously, during a presentation and discussion that I made at SAP Labs in Silicon Valley a few months later, I met Anubhav Saxena, HCL Technologies' global vice-president of marketing, who excitedly told me that HCL's CEO, Vineet Nayar, had launched a growth initiative called "The Blueprint" in July 2005. (He had named and launched his initiative without any knowledge of my work, but I took the similarity as a good sign.) I checked it out, and HCL Technologies was following The 7 Essentials. I had the example I needed!
India-based HCL Technologies entered the global IT outsourcing market in 1999 following its initial public offering and has since become a global leader in IT services, achieving $1.7 billion (U.S.) in revenue early 2009, up from revenues of $118 million in 2000. It has become one of the leading IT outsourcing companies in the world and has been ranked by BusinessWeek as one of the world's top 20 most influential companies along with the likes of Google (GOOG), Wal-Mart (WMT), and Toyota (TM).
So I asked myself, "Where could I find a billion-dollar company example in Asia that meets all the criteria?" Fortuitously, during a presentation and discussion that I made at SAP Labs in Silicon Valley a few months later, I met Anubhav Saxena, HCL Technologies' global vice-president of marketing, who excitedly told me that HCL's CEO, Vineet Nayar, had launched a growth initiative called "The Blueprint" in July 2005. (He had named and launched his initiative without any knowledge of my work, but I took the similarity as a good sign.) I checked it out, and HCL Technologies was following The 7 Essentials. I had the example I needed!
India-based HCL Technologies entered the global IT outsourcing market in 1999 following its initial public offering and has since become a global leader in IT services, achieving $1.7 billion (U.S.) in revenue early 2009, up from revenues of $118 million in 2000. It has become one of the leading IT outsourcing companies in the world and has been ranked by BusinessWeek as one of the world's top 20 most influential companies along with the likes of Google (GOOG), Wal-Mart (WMT), and Toyota (TM).