Whose risk is it anyway?
Today our customers are facing one of the toughest challenges of economic slowdown. In these demanding times, we need to innovate and come up with new pricing models focusing on flexibility, innovation and greater “skin in the game”.. This invokes the need for service providers to offer value-addition and demonstrate commitment by linking the pricing with customer's business outcome.
NEM pricing models would assist customer in reducing risks by sharing their objectives with us and wanting us to pick up stakes in the initiative. This definitely needs thorough understanding of client’s business, market segment and industry and it also gets mapped to the success/failure of the client's business initiative.
It is time for us to reach out to our clients and truly ‘partner’ with them using these New Engagement Models.
Author: Asha Kurup, NEM Deal Consultant, Infosys Technologies[Asha_Kurup@infosys.com]
