Monday, 8 September, 2025
Proactive Pitches Drive One-Third of Renewals in Indian IT Sales Strategy Shift
Indian tech outsourcing firms are increasingly using proactive pitches—anticipating clients’ needs rather than waiting for RFPs—which now account for one-third of renewals, up from 10–15% two years ago. Coforge reports a 40–45% win rate via proactive deals, and HfS Research expects this to reach 50% within two years. While this strategy cuts churn and speeds sales, it intensifies pressure on pricing and demands.
Read full story at Economic Times