INTRODUCTION AND OBJECTIVES India has come out as the best ever growing IT centre in the globe, its

development conquered by Information Technology software and services which has resulted in global recognition. The objectives of this report are to: Review the IT industry after 1991 liberalization Highlight the statistics of growth in the IT industry and factors responsible for development Understand how IT industry has impacted business to business marketing.

BACKGROUND AND INDUSTRY GROWTH India did not see a development in the IT Industry during mid 70s and this period was not so effective due restrictive imports of the computer peripherals, high import tax, strict foreign exchange and regulation act. A notable turning point in the IT Industry occurred when Rajiv Gandhi became the prime minister in 1984. The major policy reforms were: To recognize software as a industry To invest and make it eligible for incentives as other domestic industries To reduce import tariffs To compete globally and to capture a share of global software exports

THE YEAR 1986 In 1986, when all state owned banks were standardizing banking processes, there came a need of using UNIX over MS-DOS which created a puzzle for local vendors to shift towards UNIX based platforms and make India become UNIX Country. THE YEAR 1989 GEs chairman Jack Welch visited India in 1989 which led to GEs technology partnership with India THE YEAR 1990 In 1990, department of electronics (DoE) introduced the concept of Software Technology Parks (STPs) in India. STPs were allowed with basic infrastructure, dependable power supply, tax exemptions and also given 100% ownership for the foreign firms.

THE YEAR 1991 During this period India saw dramatic changes in heavy investments on higher education and booming privately funded engineering collages which made India ready with technical manpower resources. High investments on higher education and formation of prestigious engineering collages, policy reforms to allow foreign investments in 1991enabled for significant growth in development. From just programming and documentation work, India emerged to implementation, R & D, outsourcing and diversified itself to hidden depths of IT industry. This helped India to become a global hub for software and IT enabled services. IT INDUSTRY STATISTICS India has been exporting IT-ITES to about 95 countries around the globe. More than 61% of IT products and services are exported to North America, which is followed by Europe at 26% and by Japan and others at about 11%. Normally export contributes about 65% of IT revenue. IT-ITeS sector in India ha segregated revenues of USD 88.1 billion in FY-2011. Out of 88.1 billion, export revenues (including hardware) has reached USD 59.4 billion in FY-2011, while domestic revenues (including hardware) of about USD 28.8 billion

HOW IT EFFECTS INDIAN ECONOMY According to NASSCOM report every rupee spent by IT sector will result in Rs.2 output in the economy and will create four jobs in the economy. IT Sector is recognized as one of the fastest growing sector in India when compared to other sectors. 5.2% is the total amount industry has contributed to the national GDP. At 52% CAGR, India is already marching successfully in this sector and has been able to get world recognition as well. By 2015 IT sector is expected to generate revenues of USD 130 billion (NASSCOM) which will create a transformational impact on the overall economy. IT spending is expected to significantly increase in verticals like automotive and healthcare, while the Govt. with its focus on e-governance will continue to be a major spender. FACTORS INVOLVED IN B2B MARKETING WITH RESPECT TO IT INDUSTRY PRICING: It involves the pricing processes which may vary across businesses, industries and functional areas (marketing sales and finance) in large organizations, but the basic pricing process is the same across industries and selling channels.

The process breakdown is as follows:

Determine Price: It is the process of setting up the pricing guidelines after analyzing the market based on business specific policies. Typically this is spread across functions, geographies and currencies Establish Price: This process involves setting up the list price with key inputs (customer, product and price attributes). For example make-to-order and configure-to-order Stock Keeping Units required engineering calculation based pricing logic to be executed in the pricing systems. Communicate Price: This process involves communicating prices to the customers and distributors through price pages or price books. They contain the pricing information for each SKU, along with the terms and conditions. They can be send to customers either physically or electronically. Deviate Price: This process involves negotiating prices through quotes, contracts and special bids with individual customers. Any deviation from the list price needs to have approval based on business policies. Refunds: This process involves receiving and processing of customer/promotional rebates and adjusting payments to channel partners. Analyze Price Opportunities: This process involves understanding price leakage, determining the price opportunity and making necessary improvements by adjusting the pricing logic

MANAGIN IT TO PRICE MANAGEMENT COMPONENTS IT solutions can be designed to manage the pricing process. Because of the lack of the popular packages, non-standard industry processors and other issues, most organizations in the 1990s choose to build custom components. Now, available CRM solutions have price management capabilities as well. Thus for an IT industry the most challenging and time consuming part of the solution involves arriving at common process blueprints across various business sectors. Segmentation Technology

CONCLUSION The near future of Indian IT industry sees a significant rise in share of technology spent as more and more service providers both Indian and global, target new segments and provide low cost, flexible solutions to customers. However to achieve this growth, the sector has to continue to reinvent itself and strive for that extra mile, through new business models, global delivery, partnerships and transformations. A collaborative effort from all stake holders will be needed to ensure future growth of Indias IT-ITeS. We will need to rise up to the new challenges and put in dedicated efforts towards providing more and more of end-to-end solution to the clients, to keep the momentum going.

REFFERENCES Sarala V.Nagala Indias story of success. Stanford journal of international relations. Ashok Jhunjhunwala. Can information technology help transform India? IIT Madras. www.ibef.org- The India brand equity foundation. www.nasscom.org- National Association of Software and Service Companies. Govt. of India, Ministry of Communication and Information Technology, Department of Information Technology. Task force on meeting the Human resources challenge for IT and IT enabled services(ITES). Sankaran Krishna. India: Globalization and IT development. South Asian Journal.