How Indian Companies Can Break Through in the USA and GCC Markets

This is a story of how to succeed in the US and GCC markets.  Many Indian companies find it harder and harder to win US and GCC business. 

 

In 1994, I was one of the first movers in the Indian BPO industry.  Through my company, Transcriptions International, Inc., I began the Indian Medical Transcription Industry.  Additionally, we started the first private contract call center in India, as well as starting businesses in medical billing, legal transcription, telecommunications and accounting.  We operated the largest private data circuit of any company in the World into India during 1994-95, before the commercial Internet really got started.  I was instrumental in starting Nittany Decision Services (Chennai) and Seaview Support Systems (Trivandrum), both of which went on to success. 

 

In 1998, two Indian partners joined me, and the medical transcription business became CBay Systems, Ltd.  I gave lectures in 4 Indian cities about the business, and within 18 months NASSCOM reported that 640 companies had attempted to copy our model.  Of those, about 500 companies went out of business, because they failed to understand how to access the business in the USA.  Of those remaining, most achieved a moderate living by selling to the doctor’s offices of their brothers, uncles, and cousins in the USA, but few built large businesses supporting American hospitals.  All of the companies that succeeded copied my leadership.  CBay became a public company and the largest company in the industry of 1,500 companies, with 38 production centers in India, 1 in Oman, 1 in Bhutan, and 650 clients in the USA and Saudi Arabia. 

 

The key to our breakthrough was that we melded the Indian passion for success with non-Indian marketing, customer service and business development leaders in the USA.  My non-compete with CBay is now finished and I am ready for a new challenge to do this again.  I would welcome hearing from any company that aspires to achieve this level of breakthrough success. 

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