DALAL   or   Broker:   This   gentleman  is  boon  to  the  Indian  IT  industry.  In  past   few   years,   he   has   created   a  wonderful,   amazing   and   insane  web   of   like   minded   thugs   and  spearheads   that   gang   of   tech  vendors,  Sis  and  consultants.  He  is  best   at   negotiating   with   various  stakeholders  on  behalf  of  customer  (which   is  most  of   the  time   lie)  and  consultants   and  then  strike  a  deal.  Amongst   various   infamous   delas,  he   is  known  for  his  most   infamous  deal,  where  his  gang  siphoned  of  5  Cr+.    

Give  a  big  round  of  Applause  to  Mr  Manish  Gautam  of  Array  Networks  

 

Haan,   main   chore   hun!!!!!   To   kya  huya,   its   an   art.   This   is   the  attitude  this  lovely  person  carries.  In  past  often  he  has  played  deputy  gang  leader  to  the  DALAL.  He  was  instrumental   in   bringing   the   like  minded   thugs   on   one   platform  that  was  then  knit  into  web  by  Mr  DALAL   (Manish   Gautam).   He   is  known   for   his   notorious   actions  during  when  he  was  working  with  safenet.   He   fixed   almost   every  single   consultant.   Not   only  siphoned   off   money   for   himself,  but   also   shared   handsomely   with  consultants.    

Please  give  a  round  of  applause  to  Mr  Neelesh  kumar  of  Veritas  

Praesent    congue  sapien  sit  amet  justo.  Manish  Gautam  

Array  Networks  

Integer  egestas  orci  quis  lorem  feugiat  adipiscing.  

   

Manish  Gautam  Array  Networks  Neelesh  Verma  

Veritas  

J  P  Singh  

Deloitte  His   most   favorite   anecdote   is   “Adey  wich  saada  ki  hai”  means  “What  is  in  it  for  me”.  

This  pot  belly  gentleman  will  not  move  either  his  butt  or  punch   the  key  of  his  laptop   till   he   is   very   clear   that  what   is  he   going   to   get   for   the   specifications  he  is  putting  in  the  tender.  

He   is   extremely   clear,   whether   or   not  customer   requires   something,   he   will  only  put  the   items  where  he   is  getting  his   share.   His   favorite   vendors  comprise  of  Array  Networks,  Riverbed,  Bluecoat.  

Amongst   various   deals   he   made    money  in  ,  in  one  major  one  he  claimed  to  make  1  Cr  in  cash.  

 

 -­‐  Donec  vehicula  mauris  in  est  

Rupesh  Kumar  Trend  Micro  

“Bhai   sabka   bhala   hona   chahiye”,  “There   should   be   win   for  everyone”.   He   is   such   a   versatile  guy.   Whether   he   is   in   SI   sales,  Technology   vendor   or   consultant,  he   is   immensely   successful  relations  with   govt   customers   and  industry  peers.  

He  is  such  a  noble  hearted  guy  that  he   not   only   negotiates   for   his   cut  but  also  takes  care  of  other  players  in  syndicate.  

Like  a   lighthouse,  he  connects   the  struggling   tech   vendors   with  customers  and  other  stake  holders  for  a  little  fees,  i.e  10%    of  the  deal  vaule.  

Pankaj  Jha  E&Y  

“Sirji,   advance   ke   bina   kaam   hani  hota,  aap  samajhiye  to”,  “Sir,  work  cant  be  done  till  the  money  is  paid  in  advance”  

The   darkest   spot   in   Indian   IT  consulting   title   goes   to   this  gentleman.  

He   is   also  man   of   commitment,   if  he   has   taken  advance,   it   is   limited  to   getting   the   specs   in   till   RFP   is  out,   if   there   is  pressure  to  change,  then  that  is  additional  job  requiring  additional  compensation.  

 

Dilip  Srivastava  Bluecoat  Systems  

“Yaar,  customer  ka  isme  kuchh  hai,  wo   zara   cash   mein   de   dena”   This  was  the  comment  he  used  to  make  since   his   Radware   days.   From  channels   he   matured   to  Government   head   at   Bluecoat,  now  same  anecdote  continues.  

His   infamous   relationship   with   his  one   of   the   prime   distributors   of  Bluecoat,  is  doing  wonders  not  just  for  Bluecoat  but  for  him  as  well….  

Personal  Wealth   increasing  day  by  day…..  

 

Gaurav  Jindal  Wipro  Liited  

This   large   sized   beast   is   no   less  than  Salman  Kahn  of  the  industry.  

He  handles  large  bids  in  Wipro  and  till   he   has   complete   setting   with  the  vendor,  even  Premji  cannot  put  that  product  in  the  RFP.  

Like   Salman   Khan,   if   he   commits  something,   no   power   can   roll   that  decision  back,  means   if  he  says  he  will   need   10%  of   the   billing   as   his  commission,   no   one   can   influence  his  decision.  

With   the   way   Wipro   is   winning  government  bids,  he   is  soon  going  to  be  the  richest  sales  guy  in  Indian  IT   business….atleast   someone   can  afford  to  buy  onions  now.  

Namit  Sinha  Oracle  

“Khamosh….”,   this   is   true   Bihari  babu  and  undoubtedly  no  less  than  Shotgun  in  Indian  IT  Industry.  

Despite   the   fact   that  Oracle   sacks  their   Public   sector   teams   every  now   and   then,   this   gutsy   Shotgun  is   still   undeterred   and   not   only  allows   customers   to   make   money  but  he  also  makes  good  money  for  himself.  

We   just   heard   that   he   sold   few  hexadata   systems   to   a  customer….where   the   boxes   are  lying   gathering   dust   for   months.  What   a   great   sale….how   much  money  did  he  make….shhhhh  such  things  are  not  to  be  spoken  Income  Tax  wale  sunn  lenge  

Ranjit  Menon  PWC  

If   we   have   to   look   for   the   real  Charles  Shobhraaj  of  Industry,  then  “THIS   IS   IT”.   This  man   carries   the  attitude,   “Hum   Chori   Karte   hain,  aur   seena   thok   ke,   ko   ukhaadrna  hai  ukhaad  lo”.  

In   past   few   years   in   PWC,   this    wonder   man   has   been   like   an  Alchemist.   Virtually   made   money  out  of  shit  as  well.  

Anything  you  want  to  get  into  RFP,  there   is   a   cost   to   it,   you   bear   that  cost,  pay  him  and  the  job  is  done.  

Whether   or   not   customer   require  it,   that   is   immaterial,   important   is  that   it   should   give   material  benefits  to  this  gentleman.  

 

Sameer  Lal  Symantec  

What  is  great  about  this  guy  is  that  he  really  works  hard  on  the  ground,  cracks   the   deal   and   since   he   work  single   handedly   strongly   believes  that  he  needs   to  have   his   share   in  that.  

Right  from  his  fortinet  days,  he  had  laid  the  standard  policy  of  claiming  ¾   of   the   deal  margin   of   course   in  the  name  of  the  customer  and  ¼  to  the  resellers.  

People  may   think   what   he   does   is  bad   or   wrong,   but   guys   seriously  what’s  wrong   in   it,   this  man  works  hard   aur   apni   mehnat   ka   khata  hai…..  

 

Som  Satsangi  HP  

Undoubtedly   one   of   the   most  successful   sales   guy   in  contemporary   times.   This  experienced   young   chap   has  successfully   built   relationship   with  large   Sis   and   mid   tier   Sis.   Every  deal  he  does  is  structured,  where  an  SI  wins  and  then  places  an  order  on  intermediary  and  then  intermediary  places  order  on  disti.  

Strangely,   the   largest   indian   IT  company  when  wins  the  order  from  Department  of  Posts,   finds   it  wiser  to   place   the   order   on   the  intermediary  and  not  on  disti.  

Simple   logic  100  Crore   is  cost   from  HP,  order  placed   is   for   200  Cr,   100  Cr   is   generated   in   Cash   and  distributed   amongst   all   stake  holders.