Maurice Boon, CEO, Quint Wellington Redwood interacts with Zia Askari from ChannelDrive.in about the company’s strategy for India and its future plans.
Please introduce yourself to us and tell us about some of the key focus areas that Quint is focusing on today?
My name is Maurice Boon. I am the CEO of Quint Wellington Redwood a consulting and training firm which was established in 1992. We are with a close to 300 consultants and training, serving our customers on a global scale.
Our key focus areas are helping our customers which are end customers- banks, telcos, insurance companies in their digital transformation journey. We do that by applying our sourcing advisory service. We connect them, we help them to create innovative ecosystems to create partnerships with companies like the IT companies in India.
We help them to set up the IT governance, the demand-supply governance structures and processes to govern their IT and Technology. Next to that, we help IT department and ITD companies to optimize their IT delivery using IT service management- Lean, Agile and DevOps kind of concepts.
Do you have any customers in India as of now?
We have multiple customers in India. Most of our customers are IT companies.
What are your plans with regards to business opportunity in India? How you plan to grow this opportunity?
We see a big need, a big appetite for helping the Indian companies to improve their search integration capabilities, to start working in ecosystems where they are not the sole provider of IT services but one of the partners of an end user where they have to lift and may be even manage an eco-system on behalf of that partner.
So, search integration becomes more important. We think that we can help those partners with changing if they think their growth culture much more – we call it Lean Management point of view- where they improve the way they are able to work from customer focus not the IT user focus but real end customer focus point of view.
What are your plans for India? Do you have any offices?
We have an office in Delhi and we have an office in Bangalore. We want to build a balanced customer base between IT vendors and end customers. Because, we do see that also in India there is a need for local customers, local banks, telcos. So, we want to build the business both sides.
Is there any plan to expand your operations here or invest in India?
If our company does well in India yes, we will expand and invest.
When it comes to your offerings and services, what are some of the innovations you are bringing to the market?
We are extending our portfolio into the DevOps, Agile and Service Integration Management areas. And next to that, we are also expanding our portfolio in the digital strategy which is much more end customer focused area as well.
Today, how do you look at the Indian market? You have traditionally very strong IT companies like Wipro, TCS, Infosys, and you also have fast emergence of web scale players in India like Flipkart, Ola or Amazon. They exist on the digital side only. So, how do you place yourself in this kind of scenario?
We like to be the middleman. We don’t compete with Amazon or with Infosys. I think we are the ones who are able to connect these solution partners or service partners with the end customers in Europe, US and the Latin America. Because we really understand the needs of our customers, which at the end should be their customers.
I think we do see a change in the market from a single vendor sourcing to multi-vendor sourcing. We see a lot of our customers start using Amazon, Microsoft or Google in combination with the more traditional vendors. And that’s the future.
What is your go-to-market strategy for India? How do you plan to engage with your customers here?
I think the best way to serve our customers is to start with training their own employees. We are not here to deliver a service and do it ourselves. We are here to teach, to learn, to coach our end customers and doing it themselves.
Next to that, we are able to assess companies, assess client relationships, so we can use the feedback of that assessment to focus on the improvement areas. And then we want to use what we learnt, what we trained in the class to really see if we can improve in those improvement areas.