Speaker:

Madanjit SINGH Regional Business Development Manager HP Financial Services Asia Pacific & Japan Regions

Date: Time: Venue:

16 March 2007 (Friday) 4:00 - 5:00 pm SIS NSR 2.2 School of Information Systems Singapore Management University We hope to see you there!

Learning Outcomes

The audience will get a deep appreciation of the shifts in the marketplace as regards the buying behaviour of corporates while acquiring IT infrastructure for  large  scale  projects (>US$10M).
 
1. Today the business is shifting from product - sale to solution - sale and further into contractual - sale. In some cases, revenue sharing models. All these  models for revenue share, revenue deferred  revenue models utilize a special purpose vehicle (SPV)  normally it is a leasing &  financing entity.

2. This is an emerging strategic & competitive differentiator in IT sales in developed markets across the world including APJ.

3. Case study approach with live business cases as examples will be provided.

About the Speaker

Madanjit has over 20 years of working experiences in IT industry across corporate sales, channels, regional sales management, software and software services business across Singapore (regional responsibilities), India and UAE (Dubai). He has worked the last 12 years with Hewlett-Packard Company (current employer); Lotus Development Corporation - developers of Lotus 1-2-3 & Lotus Notes - groupware (prior to IBM takeover) and Indian software companies.

He has earned an Executive MBA in General Management from University Of South Australia on a full HP scholarship and Bachelors Degree in Mathematics from St. Stephens College, India. He is the Founder of India Club (www.indiaclub.org.sg) and Asian Leasing Union (ALU).