W i p r o : V e n d o r P r o f i l e S e r i e s f o r C l o u d P r o f e s s i o n a l S e r v i c e O f f e r i n g s

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1 V E N D O R P R O F I L E W i p r o : V e n d o r P r o f i l e S e r i e s f o r C l o u d P r o f e s s i o n a l S e r v i c e O f f e r i n g s Gard Little Rebecca Segal I D C O P I N I O N Global Headquarters: 5 Speen Street Framingham, MA USA P F One of cloud computing's antecedents is grid computing, and due in large part to its engineering services heritage, Wipro as been able to leverage its experience with grid computing to develop professional service skills not only for infrastructure as a service (IaaS) but also for the platform (PaaS), application (SaaS), and business process (BPaaS) layers of the cloud. And in a new effort, Wipro is developing cloud services it can OEM or provide directly to customers. IDC believes: Wipro is hedging its bets on how to generate the most revenue by focusing on the twin tracks of being both an OEM-style cloud service provider and a systems integrator helping others to build enterprise cloud services. OEM in this context means that Wipro owns the software or intellectual property rights for a service that is white labeled by another software or service provider. Wipro's value proposition for cloud is evolving to match its twin track strategy; Wipro's traditional client base of Fortune 2000 clients still see Wipro as a systems integrator for cloud, while a larger set of newer clients value Wipro's ability to help them understand how to virtualize business processes. Wipro faces significant challenges on both tracks but is addressing them coherently. For example, IaaS is rapidly commoditizing so Wipro has developed professional services for all layers of the cloud; Wipro's credibility to become more of a business advisor is bolstered by the consulting services organization started in On the other track, OEMs must always remind potential customers of the superiority of their solutions to dissuade customers from either building their own solutions or buying from a competitor. And here Wipro's investments in developing infrastructure tools, coupled with developing cloud services (e.g., mortgage origination, midsize hospital management, carbon accounting, microfinance banking, or hosted document management) will be put to the test. I N T H I S V E N D O R P R O F I L E This IDC Vendor Profile describes Wipro's capabilities with respect to its cloud professional service offerings. IDC examines Wipro's overall cloud professional services strategy and marketing messages, major cloud investments and new developments, cloud professional services portfolio, major methods and tools used in cloud engagements, and key competitive differentiators, strengths, and challenges. Filing Information: November 2010, IDC #225615, Volume: 1 SOA and Cloud Services: The Professional Services Opportunity: Vendor Profile

2 This document is part of a series of vendor profiles that highlight various approaches to the sales and delivery of cloud professional services. M e t h o d o l o g y This document is based primarily on information gathered from Wipro via interviews (including written responses to questionnaires), additional IDC primary research, secondary research, and discussions with end-user organizations that have consumed cloud professional services. IDC has used public-domain information and Wipro company presentations in conjunction with discussions to aid in the analysis published in this document. S I T U A T I O N O V E R V I E W C o m p a n y O v e r v i e w Wipro Technologies, the global IT service business of Wipro Ltd., provides end-to-end technology solutions to large enterprises across the world, primarily in the United States and Western Europe. Its services portfolio consists of a range of offerings including IS outsourcing, business process outsourcing, IT and business consulting, architecture, application development and management, enterprise application, legacy migration, security, testing, IT infrastructure and support, and research and development services. Project-based services are Wipro's traditional strength (IDC estimates Wipro's revenue for custom application development and systems integration represented 42% of its total 2009 services revenue). Wipro has formed a discreet cloud solutions unit, called the Productized Solutions Group (PSG), which is responsible for defining and expanding the organizationwide strategy and road map. Cloud is one of the technology themes at Wipro focusing on emerging service opportunities; the others include green, information management, collaboration, mobility, social computing, and open source. All opportunities are incubated under one senior manager because each has a high potential impact on the rest of Wipro. C o m p a n y S t r a t e g y Cloud Professional Services Vision and Strategy Wipro offers a full range of professional services to its clients, from IT advisory and consulting services to business consulting, system integration, application development, and cloud migration services. Wipro's cloud services portfolio revolves around three key objectives: Help its customers build and operate enterprise private cloud computing environments 2 # IDC

3 Help its customers adopt and integrate cloud services into their IT portfolio and manage IT as a service across on- and off-premise infrastructure and applications, leading to hybrid cloud models Offer a portfolio of Wipro-branded cloud services to its customers The sales team is supported by cloud subject matter experts in the PSG group, service line presales experts, domain experts, and centers of excellence across the organization. Cloud solutions are incubated with the help of clients' CTO organizations, and centers of excellence are set up along with service lines and industry verticals to build proof of concepts and assets for reusability. The key service lines include Technology Infrastructure Services (TIS), Enterprise Application Services (EAS), and Business Technology Services (BTS); these service lines are also executing projects from design, through development and implementation, and into managed services, where appropriate. Wipro's Cloud Marketing Messages Wipro's marketing messages are evolving to include its move into cloud services. Traditional project-based services, to support virtualization efforts or private cloud implementations, still emphasize cost reduction and Wipro's experience as both an integrator and an outsourcer. However, with cloud services, the marketing message is about Wipro enabling things that were previously impossible. For example, using cloud-based analytics to expand oil and gas exploration search simulations by a factor of four to six times. This new messaging will be quite different from previous campaigns. Wipro plans to emphasize its advisory role with customers more, and move its discussion more toward the business domain. It also plans to highlight that it is doing more research, and hiring more architects and business experts. Major Cloud Investments and New Developments Wipro has built w-saas, a platform for rapid SaaS enablement and deployment on the cloud, using some of the commonly accepted trends in software engineering and open standards. Wipro chose Oracle (Oracle Database, Oracle WebLogic Application Server, and Oracle VM) as the deployment platform for w-saas enabled applications. The w-saas platform comprises the following components: SOA-based services framework for SaaS enablement Cloud Provisioning Fabric (CPF) to enable seamless portability between different clouds Unified Admin Console for platform services management, cloud management, and tenant provisioning Wipro's SaaS platform addresses concerns, such as vendor lock-in with a platform using proprietary language, to enable existing applications to operate within the SaaS model, utilizing existing middleware technologies in a very nonintrusive manner. Wipro has filed for a patent on the innovative mechanism used in w-saas for nonintrusive SaaS enablement IDC #

4 Separately, Wipro is investing in the concept of information as a service and developing system integration services around delivering reports and analytics on demand. Today, Wipro provides analytical services, but they are still largely customized. It is working on a standardized service that can be targeted to specific industries and offered at the BPaaS layer. Key Cloud Professional Services Offerings Wipro offers a full life cycle of services to enable an organization to adopt cloud services. Specific services provided by Wipro include: Strategy consulting. Led by a discovery services offering, the focus is to help customers identify cloud opportunities and build a blueprint to integrate cloud services into their IT portfolio across public, private, and hybrid cloud environments. System integration. The focus is to design, build, deploy, and manage both private and public cloud computing environments; for example, implement an onpremise private cloud for customers using customer-preferred technology and hardware, or implement packaged product SaaS offerings like Salesforce.com, Microsoft Dynamics and BPOS, Oracle On Demand, and NetSuite. Engineering services. Converting products from independent software vendors (ISVs) into software-as-a-service offerings involves reengineering an ISVpackaged product to be delivered as a SaaS offering to its end customers, or potentially hosting the ISV's SaaS offering in Wipro datacenters. Application development. Coding, testing, and management services for public cloud platforms include ADM Services for Salesforce.com and MS Dynamic CRM, and application development for cloud platforms like Azure and Force.com. Wipro-branded cloud solutions. Wipro is in the process of developing industryspecific solutions that will be delivered in the SaaS business model to its customers. Examples include hosted document management, carbon accounting, hospital management, microfinance banking solution, car dealer management, retail ecommerce, and mortgage origination. The size of Wipro's cloud professional services projects depends on the type of cloud service being delivered. For example, a typical packaged SI implementation is staffed with 6 people for about three to four months. This expands for setting up virtualized environments/private clouds where the typical team size would vary from 8 to 12 people and the project would span six to eight months. The top 3 workloads Wipro sees clients asking for help to move to the cloud are migrating development and test environments, CRM applications, and document management. Given the newness of these workloads in the cloud, Wipro believes these will continue to be the top 3 workloads moved to the cloud over the next three years. As more organizations migrate these workloads to the cloud, Wipro believes this will highlight issues around provisioning and security, which will make cloud management and managing the consumption of cloud services a higher priority. 4 # IDC

5 Key Methods and Tools Wipro has divided its cloud offerings into four main stages: advisory, assessment, implementation, and sustenance. Its approach includes: Discovery. These consulting services use tools via interviews and workshops to identify applications suitable for migration to the cloud; deliverables include a readiness blueprint with maturity analysis. Advisory and assessment. After the discovery stage, Wipro takes a deep dive into each of the identified portfolios of cloud workloads and performs a TCO and ROI analysis to prepare a business case for each of them, justifying why they should or should not move to the cloud. Design and plan. Wipro designs the architecture for migration to the cloud and plans for the deployment. Implementation. Wipro provides deployment of solutions for migration to the cloud. Wipro also provides a transition plan along with federation services. Managed services. Wipro delivers policy enforcement, and monitors SLAs, billing, security, and capacity management. To productize its services, Wipro has built a clear set of deliverables for each phase and has built tools and techniques to achieve these deliverables with optimized efforts. Virtualization and private cloud offerings are following a well-defined productization road map. Testing as a service is another cloud offering that has been successfully productized. Among SaaS offerings, a billing and metering tool is in the pipeline and is becoming an important productized cloud solution. Wipro's tool investments for IaaS started in 2008 because key cloud tools (e.g., for self-discovery, self-sensing, and automated provisioning) were not yet available in the industry. These investments yielded early insights with partners that Wipro used for systems integration, as well as capabilities to deliver cloud services. For example, Wipro has been able to decrease the server provisioning cycle from 46 days to 35 minutes. Wipro is applying the same investment strategy to tools at the PaaS layer, working with Azure and Force.com. It hopes this will lead to more early insights, with Microsoft and Salesforce.com, that give Wipro a time advantage over competitors. Competitive Differentiation Wipro rightly notes that because cloud is a relatively new area, clients' need for strategic advice is high (akin to what happened with the emergence of global sourcing in the 1990s). With Wipro's traditional client base of Fortune 2000 clients, Wipro positions itself as a systems integrator for cloud, while with a larger set of newer clients, Wipro positions itself to help them understand how to virtualize business processes. Wipro was one of the early providers of R&D and engineering services, and these competencies, which are not related only to cloud, position Wipro as more than just an IT service provider. As Wipro's ambitions move up the cloud stack toward BPaaS, its experience with R&D and engineering services will be a differentiator for some clients IDC #

6 F U T U R E O U T L O O K IDC believes Wipro will continue to move up the cloud stack toward more BPaaS offerings across verticals, seeking new revenue streams in response to the commoditization of IaaS. But Wipro will not abandon its current efforts because it sees huge revenue opportunity over the next few years spread across all the layers of the cloud. Even with 60% of today's opportunity coming from IaaS (especially setting up and managing enterprise private cloud environments and SaaS system integrations), Wipro estimates phenomenal growth rates over the next two to three years. Staffing up to deliver services related to private cloud will be a challenge, and IDC predicts Wipro will have to make several acquisitions, as well as grow organically, to keep pace with the demand. Further, IDC believes Wipro will continue to expand its cloud services offerings to grow revenue. This will include improvements to existing offerings and more acquisitions, such as Gallagher Financial Systems in 2008 for its mortgage origination platform. E S S E N T I A L G U I D A N C E A d v i c e f o r W i p r o To move up stack toward BPaaS, Wipro needs to pick a few key industries where it can develop a critical mass of deep skills and expertise. Ideally, Wipro should focus on areas where its cloud service offerings and professional service capabilities can complement one another. Wipro has noted that incumbent service providers usually win the work to build and/or implement cloud services for customers. To gain market share, Wipro will need to best its competition with a combination of more experienced staff and more effective cloud services. With OEM prospects, Wipro must put more emphasis on the value of its offerings compared with those of its competitors, or compared with a customer building offerings on its own. Wipro must target specific OEM prospects, with a tailored go-tomarket approach, and emphasize that its offerings are more easily integrated than anyone else's with the prospects' technology. Wipro should spend more time educating customers on the service economics of standardized versus customized or semi-customized solutions so they are aware that nonstandard offerings may approach the cost of pre-cloud-era IT solutions. L E A R N M O R E R e l a t e d R e s e a r c h Wipro Partnership Helps F500 Hi-Tech Company Demonstrate the Business Impact of Transformational Application Management (IDC #224198, August 2010) 6 # IDC

7 Worldwide and Regional Public IT Cloud Services Forecast (IDC #223549, June 2010) Survey: Virtualization Management Maturity A Prerequisite for Cloud (IDC #223671, June 2010) U.S. Cloud Professional Services Forecast (IDC #223382, May 2010) Wipro on Track in Europe (IDC #Q59S, May 2010) Wipro's Manufacturing Approach Geared Toward Outcome-Based Models (IDC #MI222941, April 2010) IDC's Worldwide Services Taxonomy, 2010 (IDC #222046, February 2010) U.S. Professional Services Opportunities Related to Cloud Services (IDC #221260, December 2009) Evolution of Business Consulting: Wipro Enhances Business Consulting with Execution (IDC #220934, November 2009) Wipro Testing Services: Integrated Solutions and Customer Focus Drive Growth (IDC #218896, June 2009) C o p y r i g h t N o t i c e This IDC research document was published as part of an IDC continuous intelligence service, providing written research, analyst interactions, telebriefings, and conferences. Visit to learn more about IDC subscription and consulting services. To view a list of IDC offices worldwide, visit Please contact the IDC Hotline at , ext (or ) or sales@idc.com for information on applying the price of this document toward the purchase of an IDC service or for information on additional copies or Web rights. Copyright 2010 IDC. Reproduction is forbidden unless authorized. All rights reserved IDC #