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Bangalore, Nov. 14

THE Wipro Chairman, Mr Azim Premji, stressed the need for understanding customers' issues before vendors came up with technology solutions.

Addressing IT leaders on "The Challenge for Indian IT vendors" at a client meet of Forrester, Mr Premji said "IT cannot be a silver bullet. It is important to ensure that the customer issues are clearly understood before the solution is proposed".

"After all, benefits do not come from just chasing after a goal. They come from deciding which goals to chase in the first place," Mr Premji said. Stating that many companies were only just beginning to see the potential of technologies that have emerged recently, Mr Premji said, the range was so breathtaking that many industries were transforming the way their businesses were conducted.

Cautioning Indian firms not to be trapped by generalisations about industries as they could be misleading, Mr Premji said that the firms should identify what really drives productivity in the customer organisation. Many companies with apparently lifeless IT investments may be missing one final piece of technology that needs to be found, he said, adding "This poses an interesting opportunity".

"One must have a holistic view on prioritising investments for customers and also help them find value in sunken IT investments," he said, adding that "If IT companies can help the customer in a systematic manner to find the missing link, it could lead to unleashing enormous benefits for both".

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