Wipro

By fiscal year 2020 (ended March 31, 2020), Wipro Limited generated IT Services revenue of $8.26 billion with approximately 175,000 employees. Despite this scale, Wipro consistently underperformed peers Infosys and TCS in organic revenue growth and large deal win rates. The sales organization was structured around seven Strategic Business Units and nine geographic regions — a configuration that produced overlapping coverage on global accounts, with multiple Wipro teams pursuing the same clients with competing proposals. Large deal win rates were low; Wipro rarely appeared on shortlists for transformational engagements above $500 million in total contract value. The company had not previously reported large deal bookings as a formal investor metric, reflecting its weak position in high-value deal capture. Prior CEO Abidali Neemuchwala resigned in February 2020 amid shareholder pressure over persistent growth underperformance relative to peers.

Thierry Delaporte, appointed CEO on July 6, 2020, initiated a fundamental restructuring within his first six months:

• Strategic Market Unit reorganization (effective January 1, 2021): Replaced the seven Strategic Business Units and nine geographic divisions with four SMUs. Americas 1 and Americas 2 were organized by industry vertical (Healthcare, Consumer Goods, BFSI, Manufacturing, Hi-tech, Energy, and others) to concentrate domain expertise by sector; Europe and APMEA retained country-level structures. Two Global Business Lines — iDEAS (Digital, Engineering, and Application Services) and iCORE (Cloud Infrastructure, Operations, Risk, and Cybersecurity) — were created to deliver specialized capabilities across all SMUs, eliminating the previous service-line silos.
• Chief Growth Office: Created a dedicated Chief Growth Office (CGO) to centralize large deal pursuit resources — solution architects, pricing specialists, sales excellence, partner relationships, and marketing — into a single coordinating function. Stephanie Trautman was appointed as Wipro's first Chief Growth Officer.
• Senior leadership overhaul: Approximately 75 Senior Vice Presidents and 300 General Managers exited the firm in the first year of the restructuring, replacing legacy sales management with new talent experienced in enterprise deal capture.
• Top account focus: Installed dedicated account executives on key accounts with explicit cross-sell and wallet-share expansion targets, reviewed at the CEO level on a monthly basis.