NASSCOM. I Association Overview I Membership Profile I The Year in Review I Member Companies ANNUAL REPORT. I Executive Council

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1 NASSCOM ANNUAL REPORT I Executive Council I Association Overview I Membership Profile I The Year in Review I Member Companies

2 CONTENTS Message from the Chairman Message from the President Executive Council Association Overview The Year in Review NASSCOM Member Companies

3 Message from the Chairman Dear Friends, As we enter 2013, it does appear that the global economic crisis is bottoming out creating a sense of cautious optimism. Global IT-BPM spend is expected to grow by 6 per cent in 2013 to touch USD 2 trillion. More importantly, the rate of introduction of disruptive technologies will continue to be faster; SMAC (Social, Mobility, Analytics, Cloud) technologies is expected to increase to over USD 1 trillion by Technology is reshaping everything around us businesses, consumers, countries creating opportunities that never existed before. IT is shifting from traditional process automation to strategic BI, collaboration, customer facing technologies and future of technology is beyond just services -- a complete blend of services, solutions, products and platforms. The industry in India is positioning itself to address current and emerging opportunities. IP based platforms, reinvented business models, customer centric solutions and blended delivery is helping the industry emerge as a strategic business partner to global customers. Reflecting this change, two forums at NASSCOM have initiated an exercise to rebrand the industry sector. The Captive Forum representing about 750+ companies are now positioned as Global In-house Centres (GICs) and the BPO industry is being repositioned as Business Process Management. The vibrant start-up ecosystem in the country is creating innovative products and solutions that are targeted at the global and Indian market; enterprise and the SMB user. NASSCOM is creating a focused program to support these startups and encourage greater entrepreneurship in the country. It has been my pleasure to chair NASSCOM in the past year and work with the Executive Council and NASSCOM Secretariat on various initiatives. Exploring new markets in Africa, Asia including China and Japan has been a strategic thrust. At the same time, we are building thought leadership on how technology can be a key enabler for India creating an additional 2 per cent GDP impact by As we look ahead and work towards helping the industry to realise its 2020 vision, we have also created a high-powered committee that is looking at NASSCOM in 2020 and how will it internally build capabilities and programs to align with the needs of the industry. NASSCOM is a unique association which has evolved with the growth of the industry. Its success has been enabled by the leadership and support provided by the industry. On behalf of NASSCOM I would like to thank all the members for their support to NASSCOM. N. Chandrasekaran Chairman, NASSCOM 1

4 Message from the President Dear Friends, The year 2012 was a year of uncertainty with the global economic slowdown, lower GDP growth in India, slower technology spending and a volatile currency. The industry in India however maintained its growth momentum registering a double digit growth and clocking revenues of USD 108 billion in the fiscal year. NASSCOM focus and priorities in the year were focused towards a three pronged approach create programs that meet the diverse membership that NASSCOM represents; focus on addressing business and regulatory issues and continue to position as a key destination for this industry. NASSCOM maintained an action packed agenda, expanding its portfolio of events, conferences, and workshops and rolling out specific initiatives for different industry segments. The Emerge community remained a focal point for NASSCOM and witnessed the scaling up of the employee health insurance plan, MOU with SIDBI for access to funding and regional programs. At the same time, several mentoring sessions and focused initiatives were launched for product companies to help them get on the growth path and increase visibility. IP4Biz and NASSCOM AWSME Survey were launched to help product companies connect with enterprise users and SMBs in the country. Focused research reports were published in the year to highlight growth opportunities and showcase the industry s transformation initiatives. During the year, NASSCOM continued to actively engage with the Indian government, making recommendations to remove some of the irritants in the area of policy that were impeding industry growth. Ease of doing business was the key priority which includes an action plan of building an entrepreneurship mission in the country. Strategic initiatives around cyber security were undertaken with the government announcing a public private partnership on critical information infrastructure. NASSCOM Education initiative was formally launched as the IT-ITeS Sector Skill Council under NSDC and is now working on building detailed occupational standards in the country. NASSCOM played the role of an influencer in global markets where it took up matters related to legislation (including visas, immigration and trade barriers) with policy makers in the US, Canada, Europe and Australia. NASSCOM continued to invite overseas delegations and organise Indian delegations to other nations, with a view to creating awareness about new markets and showcasing the business opportunities for foreign players in India. India was the featured country at CeBIT Australia in 2012 and helped showcase the potential of Indian companies in this market. Overall, NASSCOM continued to strengthen its connect with member companies reaching out to them through its various Forums, including the Engineering Forum, BPM Forum, GIC Forum, Gaming Forum among others. NASSCOM s Annual Report provides you with a detailed look at the year that was and the key initiatives that shaped the association s work and focus. Som Mittal President, NASSCOM 2

5 EXECUTIVE COUNCIL ( ) OFFICE BEARERS CHAIRMAN N. Chandrasekaran CEO & Managing Director Tata Consultancy Services VICE CHAIRMAN Krishnakumar Natarajan CEO & Managing Director MindTree PRESIDENT Som Mittal 3

6 CHAIRMEN COUNCIL Harish Mehta Chairman & Managing Director Onward Technologies N.R. Narayana Murthy Chairman Emeritus Infosys F. C. Kohli Former Deputy Chairman Tata Consultancy Services Ashank Desai Co-founder & Former Chairman Mastek K. V. Ramani Founder & Former Chairman Future Software Saurabh Srivastava Chairman CA Technologies India Raj Jain Chairman & Managing Director RS Software India Atul K. Nishar Founder & Chairman Hexaware Technologies Phiroz A. Vandrevala Non-Executive Director, Tata Consultancy Services and MD & Vice Chairman, Diligenta Jaithirth (Jerry) Rao Founder & Former Chairman MphasiS S. Ramadorai Vice Chairman Tata Consultancy Services Lakshmi Narayanan Vice Chairman Cognizant Technology Solutions Ganesh Natarajan Vice Chairman & CEO Zensar Technologies Pramod Bhasin Non-Executive Vice Chairman Genpact Harsh Manglik Former Chairman Accenture India Rajendra S. Pawar Chairman & Co-founder NIIT Group 4

7 EXECUTIVE COUNCIL MEMBERS Anand Deshpande Founder, Chairman & Managing Director Persistent Systems Aparup Sengupta Managing Director & Global CEO Aegis Arun Seth Non-Executive Chairman BT India Avinash Vashistha Chairman & Geography Managing Director Accenture B.V.R. Mohan Reddy Founder, Chairman & Managing Director Infotech Enterprises Bhaskar Pramanik Chairman Microsoft Corporation India C.P. Gurnani Managing Director, Tech Mahindra & CEO, Mahindra Satyam Deep Kalra Founder & CEO MakeMyTrip Ganesh Lakshminarayanan President & Managing Director, Dell India and VP Global Consumer & SMB Services, Dell Jai Menon Group CIO & Group Director Innovation & IT Bharti Enterprises Kiran Karnik Former President NASSCOM Mukesh Aghi Member of the Board & Chief Executive, Services Cluster L&T Infotech Neelam Dhawan Managing Director Hewlett-Packard India Pankaj Chandra Director IIM Bangalore R. Chandrasekaran Group Chief Executive, Technology & Operations Cognizant Technology Solutions Rajan Anandan Managing Director Google India 5

8 EXECUTIVE COUNCIL MEMBERS Rajesh Nambiar General Manager, Global Services Integration Hub East IBM Corporation Raman Roy Founder, Chairman & Managing Director Quatrro Global Services Roopa Kudva Managing Director & CEO CRISIL Sangita Reddy Founder & Managing Director, Apollo Health Street and Executive Director Operations, Apollo Hospitals Sharad Sharma Non Executive Chairman Movico Technologies Srinath Batni Member of the Board & Head Delivery Excellence Infosys T. K. Kurien CEO, IT Business & Executive Director Wipro V. K. Mathews Founder & Executive Chairman IBS Group 6

9 ASSOCIATION OVERVIEW About NASSCOM National Association of Software and Service Companies (NASSCOM) is the industry association for the IT-BPM sector in India. A not-for-profit organisation funded by the industry, its objective is to build a growthled, sustainable, technology and business services segment in the country. Established in 1988, NASSCOM s membership has grown over the last 25 years and currently stands at over The member organisations represent 95 per cent of industry revenues and have enabled the association to spearhead initiatives and programmes to strengthen the sector in the country and globally. NASSCOM members are active participants in the new global economy and are admired for their innovative business practices, social initiatives and thrust on emerging opportunities. NASSCOM is headquartered in New Delhi, India, and has offices in seven other cities Bengaluru, Chennai, H y d e r a b a d, K o l k a t a, M u m b a i, P u n e a n d Thiruvananthapuram. Vision To be an effective and engaging global trade organisation, complimented by the pillars of trust and credibility. Mission NASSCOM s mission is to deepen the IT-BPM industry s footprint in its core markets and beyond, building strategic partnerships with its customers. It seeks to establish India as a hub for innovation and professional services. NASSCOM s mission is also to expand the country s pool of relevant and skilled talent and harness the benefits of ICT to drive inclusive and balanced growth. Transform Business, Transform India is the overall objective of NASSCOM and its member organisations. Members NASSCOM members are organisations in India engaged in the business of IT Services, BPM, Software Products, Engineering Design, Internet, E-commerce and Gaming. Organisations that provide services to the IT-BPM industry are institutional members of NASSCOM. India headquartered organisations, multinational service providers with an India presence, and global inhouse centres (GICs) of foreign corporations are equally represented in the membership of NASSCOM. Activities NASSCOM undertakes several initiatives and works with multiple stakeholders within the global IT-BPM ecosystem: > Policy Advocacy NASSCOM collaborates with the Government of India at the centre and states to build a policy framework that is conducive to the growth of the IT-BPM industry in the country. > Membership Engagement NASSCOM works closely with its member organisations, encouraging them to share best practices and experiences, and mentor smaller organisations that are still on the learning curve. > Industry Development NASSCOM undertakes several development initiatives to spur the growth of the sector. Research It conducts industry research, surveys, and studies on emerging IT-BPM trends and sector performance to provide factual perspectives on the industry and the growth opportunities ahead. Events It organises national and international events to showcase new opportunities, collaborate, build thought leadership and facilitate networking. Forums Industry Forums launched by NASSCOM cater to the needs of diverse segments and build specific programmes that can help these sectors to realise their potential. The Forums at NASSCOM include:? Business Process Management (BPM) The Forum focuses on the high-growth BPM industry, finding solutions for the policy, people and process challenges it faces, identifying new growth opportunities and showcasing value addition opportunities. 7

10 ??? Engineering Services (ER&D) The Forum works with the industry to devise strategies that will drive the Engineering Research and Design (ER&D) sector, enabling it to emerge as a hub of global innovation. Gaming With gaming emerging as a growth opportunity, the Forum works with stakeholders to enhance visibility for the sector. Global In-house Centres (GICs) NASSCOM continues to build strategies for the growth of what were earlier referred to as captives. The Forum focuses on sharing best practices and value addition frameworks to help GICs emerge as strategic centres. > Workforce Development Enhancing employability and access to a skilled talent pool is a critical enabler for India s competitiveness. NASSCOM is engaged across a broad spectrum of academia, industry and governments to devise policies, curriculum and assessments to achieve the above objective. > Domestic Market, E-governance Use of technology and business services is gaining increased adoption across governments, corporates and small and medium businesses (SMBs). NASSCOM s focus is to engage with these stakeholders and build initiatives that promote publicprivate partnerships and standards and recognise excellence in IT adoption. > Enabling Environment?? Remote Infrastructure Management (RIM) RIM and Managed Services are going to emerge as of the biggest markets for the industry going forward. NASSCOM is working through this forum to define the areas of growth within the segment and work with the industry to address challenges in these spheres. Quality This Forum keeps NASSCOM members abreast of the developments taking place in the quality space, benchmarking practices and building leadership on standards development. > Global Trade Development Expanding partnerships in existing markets and building opportunities in new markets is a key priority for NASSCOM. This is enabled through an effective engagement with international stakeholders, the government, customers and associations to collaborate on international policy, business partnerships, MoUs and business delegations. > Entrepreneurship NASSCOM is committed to promoting and nurturing small-and-medium companies within the IT-BPM industry. It does so through its Emerge Product Group, a one-stop-platform that uses online and offline sessions to promote mentorship and help members evolve winning sales and marketing, partnership and funding strategies. > Sustainability > NASSCOM in partnership with the industry has created specific programmes and awards that encourage innovation, security best practices and development of tier 2/3 cities. In order to promote balanced growth across India and build a sustainable IT-BPO industry, NASSCOM engages with its members on critical issues related to corporate social responsibility (CSR), enhancing diversity, inclusive growth and Green IT. In order to enhance the employability of the talent pool in the country and build a secure database of employees, NASSCOM has initiated two specific programmes: National Skills Registry (NSR) NASSCOM in partnership with the industry has developed a unique initiative the National Skills Registry (NSR), a national database of registered and verified knowledge workers in the industry. This database is managed and run by NSDL Database Management. (NDML), a fully owned subsidiary of National Securities Depository Limited (NSDL). NSR aims to build a robust and credible information repository on the knowledge professionals in the IT- BPM sector. The benefits of NSR flow across to clients, service providers and employees. NSR has enhanced the value proposition of the Indian IT- BPM sector and raised the bar on security standards in pursuit of excellence and client satisfaction. 8

11 NASSCOM Assessment of Competence (NAC) NASSCOM Assessment of Competence (NAC) is an assessment and certification framework that ensures a steady supply of quality professionals to meet the present and future requirements of the IT-BPM industry. NAC aims to create a robust and continuous pipeline of talent through standard assessment and certification. It also helps to provide insights into the training and development needs of talent and helps governments and universities craft customised talent development initiatives and programmes. This framework is available to the IT industry (NAC-Tech) as well as the BPM sector (NAC). Andhra Pradesh. The key objective of the organisation is to catalyse development of E- governance in the country. Affiliated Organisations NASSCOM has contributed to the development of three organisations aimed at focusing on data security, corporate social responsibility (CSR) and E-governance. > Data Security Council of India (DSCI) The Data Security Council of India (DSCI) is a not-forprofit organisation established in 2008 with the key objective of building a credible and committed body to uphold data privacy and security standards. The mission of DSCI is to build the trustworthiness of Indian organisations as global sourcing service providers and to send out a message to clients worldwide that India is a secure destination for outsourcing. Its aim is also to reiterate that in India, privacy and protection of customer data is enshrined in the global best practices followed by the industry. > NASSCOM Foundation (NF) NASSCOM Foundation (NF) was set up as a trust in It was instituted with the aim of using information and communication technologies for development (ICT for D), and to catalyse corporate social responsibility (CSR) initiatives within the Indian IT-BPM industry. By implementing a diverse range of programmes, NF is taking information and communication tools to underserved communities across the country. It is also channelising the immense potential of the IT-BPM industry towards socio-economic development of the nation. > National Institute for Smart Governance (NISG) Incorporated in 2002, the National Institute for Smart Governance (NISG) is a Section 25 organisation set up in public-private partnership with NASSCOM, the Government of India and the Government of 9

12 Profile of Member Companies Member Distribution by Size 65% 11% 10% 11% 42% 30% 12% 22% 68% Large Medium Small Institutional IT Services BPO Product Engineering Development R & D, Embedded Others Percentage of member companies working in each segment Large: Companies with gross revenue of over 200 Crores Medium: Companies with gross revenues between? Crores Small: Companies with gross revenues of less than? 50 Crores Institutional: Companies that provide support services to the IT-BPM sector? Citywise spread of Membership Membership Strength % 10% 21% 20% 4% 6% 14% 9% 12% Bengaluru Chennai Hyderabad Mumbai Pune Kolkata NCR Others Dec-06 Dec-09 Dec-12 10

13 THE YEAR IN REVIEW GOVERNMENT POLICY ISSUES NASSCOM has been working closely with both the union and state governments of India to create a regulatory climate that is conducive to the growth of the IT-BPM industry in the country. The highlights of its key engagements with the government and their outcome are as follows: Union Budget Proposals NASSCOM submitted its budget memorandum to the Ministry of Finance, making recommendations on key direct and indirect tax issues impacting the IT-BPM industry. The budget proposals were compiled in close consultation with member organisations. The pre-budget recommendations were centred around five broad policy imperatives: 1. Rolling out strategic initiatives on cyber security, and IT-led interventions to bridge development gaps and address societal needs around healthcare, education and governance 2. Enabling entrepreneurship through the National Mission, easing the Compliance Burden, removing dual levy VAT and Service Tax, TDS on Internet downloads, and tailoring incentives for the sector 3. Enhancing India s competitiveness by ensuring that existing SEZ operational difficulties were addressed by modifying the rules and issuing clarifications, rationalising transfer pricing assessments and safe harbour, providing APA guidance, extending expense deduction benefits to training and R&D expenses, allowing legitimate tax deductions under the various tax incentives, making available refunds and rebates as offered under various export promotion schemes, and aligning the definition of royalty with international standards 4. Building India into an innovation hub by extending the benefits available to IT services to R&D services and extending R&D promotion and support schemes for the software sector 5. Coming up with new Service Tax rules and regulations relating to the treatment of R&D services as export, classifying BPM services as intermediary, and detailing transactions between head office and branch office as well as the new service tax refund formula for SEZs 6. Meeting growth and development goals by helping develop tier 2 and 3 cities, encouraging domestic adoption of technology, and creating a favorable environment for repatriation of profits Tax Policy and Tax Administration Constitution of the Rangachary Committee to review Taxation of Development Centres and the IT Sector In an effort to bring clarity and transparency into the taxation of Development Centres and the IT sector, the Prime Minister constituted a committee under the former Chairman of the Central Board of Direct Taxes (CBDT), N. Rangachary, to review and expedite the required changes. NASSCOM engaged very closely with the committee, discussing industry issues and global practices and making recommendations, with the active support of the industry. The issues that were raised with the committee included those related to Transfer Pricing, Safe Harbour provisions and Direct Taxes, which focused on denials of legitimate tax exemptions provided for in the IT Act under various incentive packages offered by the government.? Transfer Pricing NASSCOM was at the forefront requesting for Safe Harbour notifications and rolling out of an Advance Pricing Agreement to address uncertainty and disputes in Transfer Pricing assessments. Recommendations were made pertaining to Safe Harbour for the sector, and also for rationalised assessments that needed to be used to arrive at Safe Harbour margins. Business models and nature of R&D services and software development were detailed, and it was recommended that the profit split method be avoided.? Denials of Tax exemptions The Government of India has in the past offered several tax incentives for exports under the STPI scheme, the SEZ Act and the FTP. Contrary to the provisions made by the government to allow tax exemptions to the IT sector as an incentive, tax assessors have been denying previously granted exemptions after much scrutiny and delay. The pretext for denial are several from onsite services being classified as deputation of manpower, to not acknowledging the importance of Statement of Works in the hierarchy of agreements, to classifying 11

14 R&D services as distinct from software development, etc. NASSCOM has been in close contact with the CBDT (Central Board of Direct Taxes) in all matters related to Direct Taxes. In addition, for International Tax, NASSCOM is working closely with the team of DGIT (Director General of International Taxation) sharing industry concerns pertaining to arbitrary and inconsistent Transfer Pricing assessments and the need for practice guidelines. NASSCOM has also made recommendations on the essential elements of rationalised assessments. Negative List of Services The industry this year came up with a new negative list tax regime for service taxes. While the implications and benefits are yet to be realised, there were several hiccups related to the rules framed, as the existing systems migrated. NASSCOM actively provided inputs to the CBEC (Central Board of Excise and Customs) on possible difficulties and suggested changes to be incorporated so that the operations of BPO, R&D testing services and SEZ operations did not face difficulties. Service Tax Refunds While the new rules on Service Tax were welcome, legacy issues like delay/rejection of service tax refunds continued to create problems. NASSCOM represented the issue on refunds of Service Tax on input services used for providing output services in exports. The issue has been causing undue hardship to exporters for many years. Taking into account the proposal submitted by NASSCOM, a trade notice was issued for the NCR region and a regional advisory group formed in Karnataka to specifically resolve the deadlock of mounting delays and rejections in Service Tax refunds. Industry meetings with tax officials were organised in all the regions and face-toface discussions on the issue facilitated by NASSCOM. Advisory Groups on International Tax and Indirect tax The Government had constituted two Advisory Groups, one on International Tax and another on indirect tax earlier in the year, after the industry had raised alarm bells on certain provisions proposed in the budget. NASSCOM, the only sectoral association, was invited to be on both the Advisory groups chaired by the Revenue Secretary. These groups were largely dormant and following repeated requests, were activated in December, NASSCOM will use this platform to engage with the government on tax policy and administration. Multi-level TDS on Packaged Software Distribution The clarifications issued on the definition of royalty had direct impact on payments from the sale of software. NASSCOM, along with software industry product leaders in India and ISODA (Infotech Software Dealers Association), took up the issue of multi-level tax at every stage of the distribution network and associated cash flow constraints. The Government recognised the difficulty and issued clarifications to remove the multi-level TDS. While this has offered relief, there are implementation issues that need to be addressed, which are being taken up with the Tax Policy and Legislation unit of the Ministry of Finance. E-commerce The working group on online payments constituted by the Ministry of Finance under the Chairmanship of Kiran Karnik submitted a report identifying issues related to technology infrastructure and charges for online payments. Taking note of the lower risk in debit card transactions as pointed out in the report, the Reserve Bank of India reduced the MDR (Merchant Discount Rate) on debit cards by 0.75 per cent for purchases up to? 2000, and fixed at 1 per cent for purchases above that, from the prevailing rates of 2-3 per cent. This has become effective from September, Continuing the initiative in this area, a partnership with IDRBT (Institute for Development and Research in Banking Technology), Hyderabad has been proposed and it is expected that with the participation of banks and the industry, the online payment processes will be analysed and made more robust to improve the user experience. Funding for start-ups The DeitY (Department of Electronics and Information Technology), Government of India under its 12th Plan recommendations and also the draft IT policy is looking at a fund of? 1000 crore for small companies. NASSCOM is working with the DeitY on the specific modalities of how this funding can be executed. SEZ Act Current operational issues There are several operational difficulties in SEZs that companies face from time-to-time. NASSCOM organised an industry meeting with the Additional Secretary, Department of Commerce, Government of India and subsequently submitted several representations to the department highlighting the concerns and the need for action. The issue for implementing simplified Softex (Software export declaration) approvals in SEZ in line with STPI was 12

15 discussed for instance. NASSCOM shared the STPI experience with the Department of Commerce and with the support of DeitY (Department of Electronics and Information Technology) vouched for the efficacy of the new approach. The SEZs have now been asked to implement it across the country by the RBI. Industry participation in framing ISO Standards for ITeS / BPO On behalf of the Bureau of Indian Standards (BIS), NASSCOM hosted the first ISO/IEC JTC 1/SC 7 Plenary in India in 2009 and since then has been offering support to the India Mirror Committee (IMC) of SC7 (Sub- Committee Seven) under the JTC 1 (Joint Technical Committee One) of ISO and the IEC, responsible for the elaboration of Information Technology standards. SC7 is involved in Standardisation of processes, supporting tools and supporting technologies for the engineering of software products and systems. As a participating country, India has been actively involved in framing standards in addition to responding to specific suggestions. The IMC has been meeting regularly and industry participation has increased steadily. The IMC also interacts very closely with the Indian Standards body and participates in the BIS meeting of the LITD division in relevant committees. With the industry attaining global status, NASSCOM has been involved with the International Standards Organisation (ISO) and encouraging more and more member organisations to participate in different Working Groups. NASSCOM will continue this strategic initiative, enabling the Indian IT industry to transform into standards setter, from being a follower. Labour issues The IT industry in Karnataka, which had previously been granted a blanket exemption from the Industrial Employment (Standing Orders) Act 1946, was asked to comply with the legislation by December 31, 2012, with exemptions given on a case-to-case basis. NASSCOM, in consultation with members, drafted model standing orders and with the support of the state IT department requested for their implementation. The draft makes the model sector specific. It replaces for instance, workers with employees. NASSCOM has proposed that companies list out the deviations from the model standing order in their submissions. While the time given to IT companies to submit the model standing order has been now extended to March, 2013 much work remains to be done in this area. Approvals for Telecom R&D Services R&D service providers for telecom have been facing difficulties in receiving approvals for experimental licenses and the import of equipment. NASSCOM took up the issue with the Secretary and the Wireless Advisor of the Department of Telecommunications. While many issues remain to be addressed, the Department clarified that for every additional import request, a fresh application had to be made. Companies have benefited from the notice even though it has added to the cost of operations. The sector is also struggling with environmental regulations that are applicable on the import of used equipment and NASSCOM will engage with the government on these issues in the coming year. Planning Commission Committee on Angel Investment and Early Stage Venture Capital NASSCOM is a member of the Committee on Angel Investment and Early Stage Venture Capital appointed by the Planning Commission. The committee, under the chairmanship of Sunil Mitra, former Revenue Secretary, Government of India studied the issues in detail and made wide ranging recommendations in a report that were related to creating a vibrant ecosystem for entrepreneurship and angel funding in the country. GLOBAL TRADE DEVELOPMENT Over the years, the focus of NASSCOM s Global Development Trade (GTD) Programme has been to engage with a wide variety of domestic and international stakeholders such as governments, customers and associations, to create regulatory frameworks that foster trade with the Indian IT-BPM industry, position India as a trade partner and promote global sourcing in emerging markets and verticals. Under this Programme, NASSCOM has also been spotlighting India s edge as an outsourcing destination and the unmatched value proposition offered by the country s IT-BPM service providers. It has been doing so by reaching out to influencers including legislators, elected officials, associations, think tanks, academic institutions, customers, regulators, Indian embassies and the media. In 2012, NASSCOM continued to strengthen India s credentials as a key global IT-BPM hub by initiating the following activities: Issues with legislation targeted at the Indian IT Industry by the US Numerous bills and amendments have been proposed in the US that intend to to curb outsourcing to countries such as India and penalise Indian IT companies by making them pay more towards US visa costs, thereby hurting their competitiveness. NASSCOM continues to work with its alliance partners to thwart legislative attempts that have negative implications for the Indian IT industry. 13

16 Issues of increased visa rejections by the US Consulates in India NASSCOM continues to work with the administrative regime to work out solutions for the problems related with the adjudication process. EU-wide ICT (Intra-company transferee) visa/directive NASSCOM has been working towards an EU-wide ICT visa. In March, 2012 a NASSCOM led delegation visited Brussels to meet with key stakeholders to have a broader adoption of the ICT directive. NASSCOM s outreach activities to build consensus on this key issue continues. Data Security norms of the European Union NASSCOM and DSCI have been using the window of opportunity presented by the India-EU FTA negotiations to get India declared a data-secure country. By rough estimates, such a step will increase revenues from EU to the extent of USD 7 billion per annum by way of increased offshoring and cost savings to companies leveraging India in their business model. Issues of restrictions on UK visas NASSCOM has been working towards a liberalised visa regime in the UK for technology industries. Until now, its efforts have kept strict measures at bay such as cap on visas, etc. for the visa category that is used by the industry to transfer skilled workers to the UK. NASSCOM is also contemplating a detailed report that could highlight contributions of the sector in the broader UK economy by way of job creations and competitiveness. Visa issues with Canadian authorities NASSCOM had made a detailed submission on the visa problems faced by the industry in Canada, which had been taken up and addressed through welcome changes in the country s visa adjudication process. NASSCOM also launched its Canada chapter with more than 17 companies on board and nominated Country Council members to iron out mobility issues. NASSCOM continues to steer services side negotiations for India- Canada FTAs. Negotiation of a Social Security Agreement (SSA) with Canada NASSCOM has been instrumental in concluding negotiations for an Indo Canada totalisation treaty. The effective date is yet to be announced. A separate SSA needs to be signed with the province of Quebec as it is not covered under part of the SSA. Indo German Totalisation treaty and Immigration issues The current agreement between Germany and India allows for exemption to visiting employees (posted workers) from contributing towards the local social security system. However, Germany has changed the interpretation of its immigration law restricting access to specialist visas by Indian technology workers. Due to these changes, there are some 5,000 Indian technology workers who are being denied some benefits of the India-Germany Social Security Agreement. NASSCOM is working with the Ministry of Overseas and Indian Affairs and the Employees' Provident Fund Organisation (EPFO) to address the issues with the German authorities. International Workers norms revised by Employees' Provident Fund Organisation (EPFO) in India NASSCOM has been instrumental in sorting out problems related the treatment of International Workers and their tax liability with EPFO. There have been many circulars issued to post NASSCOM s intervention, for instance, for the taxation of International Workers treatment, German Certificate of Clearance issues, amongst others. NASSCOM continues to work closely with the Ministry of Overseas and Indian Affairs and the EPFO, ironing out issues related to various totalisation treaties. Dealing with visa issues in India NASSCOM has written to the Ministry of Home Affairs suggesting the introduction of norms governing visas of interns and trainers. Suggestions also include improving the registration process for foreign expatriates. Mobility issues and FTA negotiations with Australia NASSCOM has been working very closely with the Ministry of Commerce to address issues related to the formal negotiations of the India Australia FTA. A detailed submission to the Department of Commerce was sent on behalf of the industry demanding liberalisation of visa issues, increase in allowances permitted to be part of salary and an increase in the industry s share of the government procurement sector. Sessions on Exploring Africa for Business Opportunities These sessions were organised as a part of NASSCOM s initiative to explore new geographies. Over the past couple of years, Africa has been one of the faster growing markets worldwide in terms of adopting ICT and communication technologies and is becoming one of the most important markets for the Indian IT industry. The liberalisation of Africa continues and most countries have established regulatory bodies to ensure 14

17 a fair, competitive and enabling environment. A series of knowledge session were organised in the cities of Mumbai, Chennai and Bengaluru in July, 2012 for member companies. Sessions on Opportunities in Canada for Indian IT and BPM industry Knowledge sessions focusing on the ICT sectors of the Provinces of Québec and Ontario were organised in Mumbai, Bengaluru and Delhi in August, The sessions talked about the ICT opportunities in these regions for business and innovation. Canada has created a culture of technology innovation through its people, research and development infrastructure, knowledge and opportunities. It has more than 30,000 ICT firms that generate over USD 140 billion in revenues. This coupled with Canada s geographic proximity to the US, political stability, superior workforce, quality of life and similar business culture make Canada a preferred destination for doing business for international ICT companies. VISITING INTERNATIONAL DELEGATIONS Business and Government Delegation from Cologne, Germany NASSCOM hosted a high-level business delegation from the city of Cologne region in Germany. The objective was to promote our common endeavour to enable sustainable trade and economic development between the two countries. The delegation was led by the Mayor of the City of Cologne, Jürgen Roters and drew 25 visitors from various companies and the government. INDIAN DELEGATIONS GOING OVERSEAS Delegation to Australia: India as partner country for CeBIT Australia 2012 India was the partner country for CeBIT Australia 2012 held in Sydney from May 22 24, It was prestigious to be the partner country and there was a great opportunity to showcase the strength of India in the IT sector in Australia and to all the other participating countries and patrons at the event. The delegation was led by the Minister of State for Communications and IT, Sachin Pilot. There were 54 Indian companies and over 90 delegates which made this the largest Indian contingent to participate at CeBIT Australia. This was an effort to try and position India and Indian companies as innovative and entrepreneurial rather than just outsourcing hubs. The message was about partnership and about also exploring India as a market. The inaugural NASSCOM Innovation Student Awards were presented by Hon. Sachin Pilot, Minister of State in the Ministry of Communications and Information Technology, Government of India; Hon Greg Pearce, Minister of Finance, NSW and Paul Toole, MP and Parliamentary Secretary to the Deputy Premier and for Asia-Pacific Trade at the CeBIT ICT Celebration Dinner on May 23, 2012 at Sydney. The awards were given under the categories IT Innovation and IT enabled Business Innovation. Delegation to Germany NASSCOM organised a delegation to Cologne, Germany from June 13-14, The delegation visited Germany at the time of the BITKOM NASSCOM Conference in Cologne. It was also invited to the Annual Meet of the Indo-German Chamber of Commerce in Düsseldorf. A significant number of German companies already doing business or looking for partnerships with Indian companies were present at both these events. The key objective of the delegation was to expose Indian companies to the ICT environment in Germany, create for them networking opportunities with companies in Germany and explore business and M&A avenues. Delegation to China (Shanghai and Nanjing) NASSCOM in association with the government of India organised a business delegation to China (Shanghai and Nanjing) from September 5 7, The delegation was led by Krishnakumar Natarajan, Vice-Chairman, NASSCOM and MD and CEO, MindTree. Representing the Indian government was Dr. Anita Bhatnagar Jain, Joint Secretary, Department of Electronics and Information Technology, Ministry of Communications and Information Technology, Government of India. There were approximately 15 member companies that were a part of the delegation. Apart from various roundtable discussions and one-to-one meetings, the delegation also participated in the 8th China (Nanjing) International Software Product and Information Service Trade Fair. Its key agenda was to have focused meetings with the Chinese government and industry to facilitate higher market access for the Indian industry, as well as reduce non-tariff barriers. Delegation to Africa (Nigeria, Uganda and Kenya) NASSCOM organised its third delegation to Africa from September 16 21, The emphasis of the delegation was on creating awareness among local companies about India, identifying potential companies for partnership and building a long term engagement programmme. Most Governments in Africa have committed to use ICT in most of their activities in order to 15

18 facilitate rapid socio-economic development. The delegation visited Nigeria in West Africa and Uganda and Kenya in East Africa. Nigeria is the second biggest economy in Africa and the largest in terms of its population and opportunity. Kenya is the most aggressive ICT economy in the eastern region with the government being proactive and willing to invest in the sector, closely followed by Uganda. In Uganda the delegation participated in an East African conference where it met with representative of other countries like Rwanda, Tanzania and Malawi. The NASSCOM delegation had representatives of 15 companies and was led by the President, NASSCOM. The visit provided delegates with an excellent exposure to the African continent. Business delegation to the World Congress on Information Technology (WCIT), Canada NASSCOM organised its first ever business delegation to Canada from October 22 25, 2012 led by the President, NASSCOM. Over the years, WCIT has become the world's leading information technology gathering, featuring prominent speakers, leading thinkers, and business leaders from all over the world. Besides attending the conference, NASSCOM also took up issues that affected Indian investments in Canada with policymakers. NASSCOM additionally launched its Canada Chapter with almost 20 members, which included Indian, global and Canadian companies. MoUs SIGNED MoU with Belarus HTP (Belarus High Tech Park) NASSCOM signed an MoU with the Belarus HTP. The HTP is one of the leaders among innovative IT clusters in Central and Eastern Europe. The Belarusian software services sector has been developing at a rapid pace. The country's reputation for scientific and IT excellence, complemented by the competitive labour market has attracted the interest of numerous IT-intensive companies. MoU with BPAP (Business Processing Association of the Philippines) On the occasion of the visit of the Vice President of Philippines, H.E. Jejomar Binay, BPAP and NASSCOM revisited the MoU signed in 2006 to promote development and growth of the global IT-BPM industry by rendering mutual assistance and co-operation. Some of the points included in the 2012 MoU are as follows: 1. Conducting a joint study to show the positive impact that outsourcing has on the respective economies of India and the Philippines and the rest of the world; and also how it has created value in alternate business models by delivering innovation, building capabilities, and driving process excellence. 2. Working together for the development and sharing of world-class management practices, a code of conduct, and quality standards to ensure growth and global competitiveness of their respective members. 3. Creating a Joint Positive Impact Campaign which helps to create a positive image of BPM as an aspirational career choice. RESEARCH REPORTS The IT-BPO sector in India: Strategic Review 2012 The report reviewed various aspects of the Indian IT-BPO sector performance, providing details on service-line trends, assessing the key components of India s value proposition and providing a projected outlook for the global and Indian IT-BPO sector. Deconstructing the Cloud: The New Growth Frontier for the Indian IT-BPO sector The report tracked the Cloud opportunity for the industry across existing service lines, articulating what service providers must do to remain competitive in the new order. India s Tech Industry in the US A first-of-its-kind report, India s Tech industry in the US quantified the benefits that India based IT-BPM firms investing in the US were bringing to that country. Innovation Report 2012: Enhancing India s Value Proposition through Innovation and Transformation This report used a case-study centric approach to understand the drivers and transformational impact of innovation and defined the way forward for the IT-BPM industry. 16

19 INDUSTRY INSIGHTS Quarterly Industry Reviews These reports provided a regular, in-depth analysis of the IT-BPM industry to NASSCOM member companies. The reports covered key parameters and insights on the sector performance and the global outsourcing landscape. The analysis covered the top public listed companies, and provided an overview of the state of the industry on a quarterly basis. Hub and Spoke Operating Model The Whitepaper provided a complete understanding of the evolution of the hub and spoke model in the global sourcing industry, its key characteristics and benefits and the factors critical to its success. Cost Competitiveness of Global In-house Centres (GICs) This study covered the following dimensions: State of the GIC model with growth and adoption trends The current cost savings of GICs taking an operating cost and total cost of ownership (TCO) view Sustainability of the cost savings of GICs and the impact of wage inflation and exchange rate fluctuations on these firms Additional operational levers available to GICs to further optimise costs GlC Conclave 2012: Co-Creating Value This report covered the changes that GICs in India have undergone, and the way forward for them. Re-aligning the compass: Location strategy for Global In-house Centres This Whitepaper on the strategy for location assessment of GICs aimed to provide a consultative approach to location selection by these firms. The idea was to offer them insights on key business imperatives throughout the sourcing lifecycle in order to deliver business results. Union Budget Proposals NASSCOM presents its Budget Wish list to the government every year, with a view to creating a policy and institutional environment that is conducive for doing business in India. The budget proposals have addressed many issues around transfer pricing and service tax refunds. Value AdditionToo Big an Opportunity to Miss This report dissected key value addition areas and showcased case studies of successful value addition by GICs based in India. In this way, it provided a complete perspective on the extent of value addition currently offered by select GICs, and their road map ahead. The OSPD Industry in India Delivering Competitive Differentiators The report highlighted and substantiated with case studies the evolution of the OSPD (Offshore Software Product Development) segment in India, It discussed its current market size, demand-supply drivers, pricing models, impact of emerging technologies, growth strategies and the challenges it faced. Alternative Business Model This brief research paper explored the need for Alternative Business Models, how to choose the right markets for these models and how to build winning models, in addition to illustrated case examples. The Custom Application Development and Maintenance Market This report provided a comprehensive deep dive analysis of the state of the application development and maintenance/management market. It presented the evolution of CADM (Custom Application Development and Maintenance) as a service line, spotlighting transformative CADM engagements across key markets by leading IT-BPM organisations. India s IS Outsourcing Market: Adapting to Megatrends Reinventing Business The report focused on the market size, emerging growth opportunities and competitive landscape, and proposals for winning in the global and local markets. Relevant case studies highlighted the value propositions offered by service providers, while focusing on shifting customer needs and preferences, the impact of disruptive technologies and the changing competitive landscape. The study also provided insights on how companies could adapt their strategies, business and operating models to the rapidly changing market dynamics. An Overview of the Retail Market: Analysing Opportunities This report provided a comprehensive deep dive analysis on the global retail industry from a demand (retailers) and supply (IT-BPM service providers) perspective. It offered a detailed assessment and analysis of how technology players were transforming 17

20 retail operations for global retailers and the key opportunity areas for IT-BPM players such as SCM optimisation and legacy modernisation across the retail value chain. Big Data: The Next Big thing The report highlighted the opportunity in offering services around Big Data implementation and analytics across industries. It also highlighted India s play in the Big Data space, the current market size and future projections and key trends within the industry. Verticalisation: Industry evolution for a better value proposition This report provided a comprehensive understanding of the need for verticalisation within the IT-BPM industry. It provided an assessment of the extent of verticalisation in the industry, key trends, and major benefits derived from verticalisation. The case studies highlighted successful verticalisation efforts and the key learnings from them. It also presented a detailed look at the evolution of verticalisation and factors industry players needed to consider while creating a sustainable verticalised structure. Marketing Analytics: An opportunity for India to lead The study highlighted the pivotal role of Marketing Analytics and the opportunities, challenges and future trends associated with it for Indian service providers. Global ER&D: India s Maturing Ecosystem The report traced the growth of the global ER&D market over and provided a detailed analysis of evolving trends across 11 key verticals Aerospace, Automotive, Computer Systems, Consumer Electronics, Construction, Energy, Heavy Machinery, Industrial Automation, Medical Devices, Semiconductors and Telecom. It also analysed the drivers of the global offshoring opportunity (over ) and charted India s ER&D growth both in the exports and domestic market over this period. Business Process Management: India s Success Story The report highlighted the future roadmap for the industry and its transformation from piecemeal outsourcing to complete business process management solutions (Rebranding from BPO to BPM). It also spoke about how the new era of BPM would drive service providers towards building deep expertise and achieve business excellence. BEST PRACTICES The Indian IT-BPO Industry: New Normal for HR This Whitepaper put forth a set of best practices and identified the next practices that would serve as industry standards, going forward. The endeavour was to identify a set of themes, based on insights garnered through the NASSCOM Exemplary Talent (NExT) Practices Awards 2012, and highlight relevant practices that would serve as guidelines for the rest of the HR industry. EMERGING MARKETS Emerging Markets Series: Latin America and the Caribbean (LAC) The report analysed the LAC region, highlighting the landscape, opportunities and challenges it offered to the IT-BPM sector. It also identified certain key action items for respective governments and industry to encourage investments and growth in the sector. EVENTS NASSCOM EMERGEOUT Conclave Kolkata The 9th edition of the EMERGEOUT Conclave was held in Kolkata on January 12, The theme of the conclave was Sustain Your Business, which focused on customers, employees and competitors. The conference drew participation from over 160 delegates representing 74 companies, and 27 speakers. The EMERGE East showcase identified and honoured emerging IT companies of the Eastern region that were redefining the benchmark of excellence for the next generation of SMEs. A pre-emergeout workshop on Making the sales process more predictable, sustainable and high performance was held on January 11, It drew participation from 42 participants representing 30 companies. NASSCOM India Leadership Forum The 20th edition of NASSCOM s flagship event the India Leadership Forum 2012 was held in Mumbai from February 14-16, It was centred around the theme of Hyper Specialisation. During 2012, the Forum set new benchmarks in terms of exposing the industry to thought leaders. Delegates participated in break away sessions like Master Classes, Idea Incubators, and Gurukul, which addressed the specific needs and issues related to the sector. The conclave drew a healthy mix of industry and non-industry leaders, academicians, 18

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