Thursday, 19 March, 2026
Proactive Pitches Drive One-Third of Renewals in Indian IT Sales Strategy Shift
By Isha
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