India Inc. 2004

Keynote Address - Critical Successful Factors
Promod Haque, Managing Partner - Norwest Venture Partners

In this session, we will hear what it takes to be successful in the IT industry directly from the VC who was ranked #1 in the recent Forbes Midas List.

Marketing – Doing it right from a start up to a $1B company
Pat House, Founder & Vice Chariman - Siebel Systems

Pat House the co-founder of Siebel will take you through the details of the company’s strategy and share the secrets of how the company went from a small start up to the leader in the CRM space.

Secrets of selling big deals
Pat Quirk, VP & GM - PeopleSoft

Pat Quirk a veteran of Oracle, i2 and Peoplesoft will give you invaluable advice on how to build a strategy to win big deals and long-term customer relationships.

Panel Discussion - Sales and Marketing Best practices
Panelists: M.R. Rangaswami, Co-founder & Managing Director - Sand Hill Group
Pat House, Founder & Vice Chariman - Siebel Systems
Pat Quirk, VP & GM - PeopleSoft

The Panelists bring over 60 years of industry experience in Silicon Valley and the US. They will address the entire spectrum of sales and marketing issues – company positioning and launch to strategic selling. All the latest US techniques will also be evaluated.

Keynote Address - How does a CIO evaluate and buy IT products and services
Toby Redshaw, Corporate Vice President, IT Strategy, Architecture and eBusiness - Motorola Inc.

Toby Redshaw bring savvy insight from his experience with companies like FedEx and Motorola and describes the fascinating process Fortune 500 companies go through in making strategic purchases of IT solutions. This is the kind of information one needs to win deals at major corporations.

Technology Paradise Lost
Erik Keller, Ex. VP (Gartner Group) and Renowed Author, Consultant & Principal Founder - Wapiti LLC

What is the status of IT within large US corporations? What are US software and services providers strategies? How can Indian companies take advantage of the burgeoning US market? Renowned author and ex-Gartner VP will present insights from his research that lead to his new book.

How Can Companies Access Capital To Scale Beyond “Anchor” Customer(s)?
Pulak Prasad, Partner - Warburg Pincus

Panel Discussion: Voice of the Customer

Toby Redshaw and other IT buyers will get into the details of how they make buying decisions and whom they buy from and why. You will be listening in on a focus group of buyers and will get firsthand information on buyer behaviour.

Panel Discussion: Where should Companies focus?

The panel will provide perspective from (i) buyers who currently in the process of evaluating partners (ii) financers who are currently in the process of funding growth in the ITES segment and (iii) advisors who help buyers, financers and providers scale organically and inorganically.

Leveraging Channels
Dan'l Lewin, Vice President - Microsoft

There are thousands of VARS (value added re-sellers), distributors and third parties in the US. This is a vastly under exploited market for India companies. Learn from a US pro as to how you can do it right.

Success in the US
Ash Lilani, Head of Global Sales and Marketing - Silicon Valley Bank
Raj Judge, Partner - Wilson Sonsini & General Counsel - Infosys & Wipro

How do you get started in the US? How do you seamlessly fit into the US eco-system? How do you ensure long-term success? Ash Lilani and Raj Judge are the masters at this game. Along with a CEO from an successful Indian company they will give you tips and practical advice on how to operate in Silicon Valley and the US.

Valedictory Address - Agenda for the next year
Ken Berryman, Partner - Mckinsey & Co.

Ken Berryman of McKinsey will summarize what you need to accomplish in the next year to build a sustainable company. You will leave with a roadmap for success.