Why Enterprise Tech Decisions Look Different Today

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

I am a global senior strategic sales and transformation leader with over 24 years of experience in strategy alignment, modernization agendas, large deal execution, and value-led business transformation for enterprises and technology firms.
My track record of driving multi-country transformation programs of $25M–$100M+ spans across multi-sector wide space (infrastructure, BFSI, manufacturing, public sector, and information technology), where I have managed and orchestrated transformational initiatives – aligning platform economics, operating model evolution, and partner ecosystems with the priorities of the CEO/CFO/CIO.
I have held leadership roles across ServiceNow, IBM Consulting, Accenture, Tech Mahindra, KPMG, Microsoft, and TCS.

Q2. What is the one shift in enterprise platform buying that has materially changed decision-making in large deals today — and why does it matter now rather than even two years ago?

Until two years ago, large platform deals were very much justified by their narratives around digital transformation, supported by a technology roadmap and the lead system integrator's capability to stitch solutions and integrate with disparate vendor ecosystems. For many years, capital deployment was not regarded as a problem, provided the…