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Grow GCCs In Your Garden This Summer

 

I watered this plant for the last few months on non-rainy days. Twice a day. I talked to this plant and others daily. Finally, i have the first flower coming up.

I found it worthy of sharing it with you. Could we use these learnings to build your presence for the GCCs, growing your brand, and running demand generation campaigns to them.

Here is my experience by selling a mature product to the existing GCCs.

GCCs have a good culture and process of selecting products. This might apply to large GCCs.

They choose quality over quantity.

1. GCCs really demand mature product that checks a lot of requirements. In my last 15 deals to GCCs, we have been rejected twice. One of them had come back a year later and found that our product had matured.

2. GCCs have a culture of providing feedback. They do provide feedback.

3. GCCs pay well.

4. They are not willing to make compromises.

5. ONE difference that i clearly see is that when i talk to GCCs – They have done more homework (than other Non-GCC companies) before approaching us for demo/discussions.

|| Focus on getting the pilot/proof of concept right.

Here are some observations.

1. They always have a buyer sitting in the headquarter country. This is true for large deals and most of the deals. In other words, HQ has good say in decision making.

2. Selling to a GCCs does not mean selling to the HQ. You will have to make separate efforts to do that. Good news is that your champion in the GCC will help you there.

3. Getting the pilot done is no easy task. You will put your best resources hoping to win the customer at the global level in long term. Conversion to the HQ level is not easy, takes long time.

GCCs do feel the pressure fast.

GCCs in India are no sleeping cells. They are ambitious, advanced, well-funded captive with great culture, and pride.

1. The pressure of building, innovating, and creating does exist. AI wave hits them equally hard as it does hit the company (headquarter level) or another startup in the AI race.

2. The GCCs will always get affected while pressure to cut costs is there. The Covid time was not easy for them. Layoffs were not uncommon at these GCCs. It also affected vendors (me too).

3. GCCs are as demanding as the Indian clients are. GCC customers buy product for more reasons than just need- for peer pressure as well, to help them be seen as innovative.

Find a GCC champion.

Best Case Scenario: your Indian buyer ends up being your champion. It will take a few months to get to that stage. You have to incorporate his/her goals as part of your success as well.

Learn from my mistakes: Unearth the names of global decision makers early. Build relationship with them early.

Identify their hidden goals: Map extended team of buyers/users (at the GCC) with their emotional/social/work related goals when you approach them.

I found out that some of our users were engaged with us because It was one of the KPIs to work on an innovative projects.

Join My Whatsapp Group

I moderate a Whatsapp group to discuss GCCs in detail. Please join ONLY if you are serious about selling to GCCs or do want to explore GCCs seriously.

Here is the link: WhatsApp Group Link

Please join only if you are targeting GCCs or intend to target or you are evaluating.

Previous Editions of the Newsletter

Episode 1: GCC 101

About OceanFrogs:

Well, I am building GCC Intel for last 7 years. Automation Anywhere (AA) had asked us to identify their technology usage for their Competitive Intelligence (CI) studies. Salesforce challenged us further by asking us to increase their coverage, get contacts in shared services, Center of Excellences (COEs). Infosys asked us to know their footprint (locations) in India. CSS asked us to provide their technology investment, hiring trends.

There are many marquee clients along the way (large and small). SaaS companies such as New Relic, LambdaTest, BrowserStack, Jombay. US Based Strategy departments of companies such as Deloitte, Accenture have also planned their strategies using OceanFrogs’ GCC Intelligence.

Still learning daily.

Author Details

Picture of Vinay Mehendi

Vinay Mehendi

Vinay Mehendi, PhD focuses on customer engagement, alternative data, technographics, and CRM data management. he was listed as Top 20 B2B Marketer by Ruth Stevens in 2020. He is a Clemson graduate.
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