Developing countries as a market for software exports: the view from India

Abstract

The developing countries constitute a significant growth markets for computer systems and software. Analyzing the needs of this market and the difficulties they present, we find that they require problem analysis, systems design, hardware and software integration, training and facilities management. India has some advantages as a base for meeting these needs. Competition with established firms will however require a distinctive strategy. The possible advantages of "not relying on IBM" are reviewed. Successful operations will require a commitment of personnel on site for short and long periods. This places a premium upon a good base in a growing home market as well as a sophisticated organization design involving a consortium of software houses.