Birlasoft restructures service offerings

Mid-size IT services firm Birlasoft has restructured its service offerings to focus on demand-heavy areas.

The company has started declaring revenue breakdown for its three core service lines – business and technology transformation, enterprise solutions and Cloud and base services.

The business and technology transformation business will focus on end-to-end digital solutions and consulting.


With Enterprise Resource Planning moving to the cloud, it is now being integrated on Software as a Service (SaaS) solutions, and the enterprise solutions business will focus on this.

The third unit is cloud and base services for infrastructure application support and maintenance.

“The objective is, how can we upgrade people from the base service, either into enterprise solutions or into the business and technology platforms,” said Dharmender Kapoor, CEO and MD, Birlasoft.

Talent management will also be aligned to the new service offerings, he said.

For the first quarter of the ongoing fiscal year, the three verticals contributed 37.1%, 43.1% and 19.8% to revenues, respectively.

Last year, the company had already created a new enterprise solutions channel, and is seeing an improvement in the pipeline on the enterprise side.

The other advantage is that the company is now approaching clients with a full stack of solutions.

There is a lot more scope to grow through cross-selling, said Kapoor.

The company has identified the top 30 accounts it will focus on and intends to have maximum growth through cross-selling, he said.

While signing on net new clients is important, the challenge is that these deals take time and all new engagements come at a higher cost.

“So, from that perspective, we must have a very good balance of cross-selling as well as the net new net clients,” said Kapoor.

The company has increased the proportion of business from existing clients to 70% from 51%, with an upside potential going forward.