Podcast with Sahana

The discussion focuses on enterprise sales in the technology sector, emphasizing Global Capability Centers (GCCs) in India. It features Sahana, a senior leader with 25 years of experience in GCCs, and Sankara Srinivasan, exploring the dynamics of enterprise sales and GCCs’ evolving role. Sahana’s Background Sahana’s career spans IT, GCCs, and leadership roles. She has worked in BFSI (18 years) and manufacturing (5 years), specializing in ERP and supply chain. Currently, she leads infrastructure, cybersecurity, and group functions at Daimler Truck Innovation Center, India, managing a team of 3,000. GCC Evolution Initially cost centers focused on IT and back-office support, GCCs have transformed into strategic hubs for digital innovation and enterprise transformation. Today, they contribute to decision-making, experimentation, and end-to-end technology projects. The future points to deeper integration with parent companies, focusing on innovation and strategic partnerships. Key Challenges in GCCs Building Credibility: Establishing trust in early stages through talent acquisition and seamless work transitions. Talent Retention: Maturity demands a shift to empower employees with accountability and ownership. Complex Projects: Managing transformations requires collaboration across teams, handling resistance, and ensuring smooth execution. Technology Transformation Trends AI and IoT: Using predictive maintenance and real-time supply chain visibility. ERP Modernization: Shifting from legacy systems to platforms like SAP. Centers of Excellence: GCCs set up CoEs in domains like master data management to drive innovation and skill-building. Cybersecurity Cybersecurity has shifted from reactive to proactive measures, focusing on threat detection, Zero Trust models, and strong cyber hygiene. Future trends include quantum-resistant encryption, secure IoT ecosystems, and advanced cloud security. Infrastructure Modernization Modernization aligns with strategy, emphasizing data-centric approaches, cloud adoption, AI-driven automation, and “security by design.” Trends point to hybrid multi-cloud adoption, IoT integration, and greater reliance on AI. About Sahana : 2:01 About Daimler truck: 4:46 KRAs: 6:15 SI journey – 17:11 to 19:45 SaaS procurement – 20:01 to 21:08 Important Digital transformation projects executed by GCCs – next gen tech lot of modernisation 21:47 to 24:30 Centre of excellence 23:49 Cyber security 26:00 Next 5 years how cyber security will evolve 30:39 IT modernization 33:00 Tech products procurement – even recommendation how does it hapen 40:25 to 43:11 Eligibility of a tech product to consider looking at 45:05 to 48:42 Vendor and Startup Engagement Vendors must establish credibility and relevance by showcasing domain-specific case studies and success stories. Proof of concepts (POCs) tailored to enterprise needs help demonstrate value. System Integrators (SIs) SIs need deep organizational understanding, collaborative approaches, and robust playbooks to manage risks and execute transformations effectively. Careers in GCCs Working in GCCs provides ownership, in-depth domain expertise, and fosters innovation. However, initial roles may involve limited decision-making power, creating retention challenges. Success requires establishing value, taking responsibility, and nurturing an entrepreneurial mindset. Conclusion This discussion underlines the critical role of GCCs in enterprise sales and technology transformation. It highlights opportunities in cybersecurity, infrastructure modernization, and partnerships. Vendors, startups, and employees can succeed in GCC environments by focusing on relevance, collaboration, and continuous value creation. Sahana’s insights offer practical guidance for navigating GCC dynamics and building impactful careers or partnerships.