Selling IT

Sandip Mukhopadhyay is an associate professor at the Institute of Management Technology, Ghaziabad, India. His research interests include digital platforms and ecosystems, social media analytics and selling technology, and IT solutions. He has published widely in different international journals and authored multiple case studies. Before academia, he worked for IBM, Ericsson, Reliance and Siemens for about twenty years, focusing on selling and deploying technology solutions. He received his PhD from MDI Gurgaon, India, specialising in business models for digital platforms. Prior to that, he received his PGDM (MBA) from IIM-Calcutta and studied engineering at IIEST, Calcutta, India.Srinivas Pingali has close to 30 years of varied experience in product development and innovation and sales and marketing in multinationals and entrepreneurial companies. He is currently a professor of practice at the Indian Institute of Management, Udaipur, India. His areas of expertise include strategy, digital transformation, entrepreneurship, and innovation. He is a chemical engineer for Osmania University, College of Technology, India, and holds an MBA degree in marketing from the University of Illinois at Champaign–Urbana, USA. He is an executive fellow in management (doctoral equivalent) at the Indian School of Business.Amitabh Satyam is chairman of Smart Transformations and a former managing partner of SAP. A graduate of IIT Kanpur with an MBA from Fisher College of Business, USA, he led Global Telecom Consulting at IBM, where he also set up the global IoT practice. His earlier roles include managing director at MobiApps, vice president at Siemens, national head of operations at Reliance Infocomm, and financial advisor at Morgan Stanley Smith Barney. His book, The Smart City Transformations (2017), is an established global reference book on the topic. In the United States, he taught for four years at Ohio State University and Rider University.

• Introduction 1. Understanding IT market 2. Business value of IT 3. IT project management essentials 4. Sales and bid management process 5. Buying IT 6. Client and account management 7. Marketing and sales enablement 8. Leading with digital 9. Selling cloud to enterprises 10. Careers in IT: Today and tomorrow