SPIN Selling : HCL with CBA

IT Industry

Amrita School of Business, AmritapuriNeenu V NairP PawanPriyanka V PRoshan ESabith A

Contact person: Mr. Vaidhyanathan S

Work experience: 8 years

HCL, Director- Business Development

IT Industry

it is the application of computers and telecommunications equipment to store, retrieve, transmit and manipulate data, often in the

context of a business or other enterprise.

HCLit is the application of

CBAit is the application of

CBA Deal with HCL

• Broke up with EDS.

• CBA changed its strategy from single to multi vendor.

• Then they floated out RFI(request for information)

• HCL was one among them.

• As a result HCL received RFP.

• Then the big deal process started- war room

• 20 members team involved.

• They prepared effort estimate(man days)

• From ball park estimates the “SPIN” starts.

“ SPIN”

• Situation

Template:

• How many applicants do they have?

• How many users will be there in 3 years?

Problem:

• Current issues that company is facing.

Implication:

• Do you think if more people are employed in web based application then maintenance problem will be solved?

Need payoff:

• different offers are provided in the template.

• Delivers value for different solutions.