Account Management Maturity Index (AMMI)
Anand Jeyapaul - Submitted in previous capacity as Senior Project Manager, L&T Infotech
Sajith Thundiyil - Senior Project Manager, L&T Infotech

There is a need for Indian IT services organizations to stabilize their existing client engagements and prevent further erosion of their business. Existing client engagements can be at different levels of maturity depending on a variety of factors. Typically a new engagement will be less mature and it gets matured as time passes. Hence there is a need for evaluating all existing engagements for their maturity in order for the senior management to devote more time to portfolios or engagements which have less maturity. This paper formulates the creation of an Account Management Maturity Index which will help IT companies to evaluate their existing client accounts at a specific time.

One of the goals of portfolio management is to enable a vendor to determine if all is going well with a particular portfolio, and the areas of concern that should be addressed, if any. AMMI helps achieve such goals by determining how mature a relationship with an existing client is. It effectively categorizes a portfolio into one of the three levels of progress - Invested, Dedicated & Empowered - in a client-vendor relationship. It also identifies areas of improvement that could help a particular portfolio to progress to higher levels of AMMI. AMMI is calculated by identifying certain parameters that indicate the level of maturity of a client-vendor relationship. By applying certain rating mechanisms to these parameters, effective classification of a client-vendor relationship is attained.

CIOs, Protfolio Managers and Senior Management of organizations can benefit by identifying in which engagements they would need to proactively intervene.

About the Speaker

Anand Jeyapaul has an experience of 12 years in the IT industry. He is a PMP certified Senior Project Manager and has handled various legacy and testing projects for US and UK clients. At L&T, he headed the Program Management Office in Insurance Business Unit, and also played the Resource Manager Role there.

Sajith Thundiyil has an experience of 11 years in the IT industry. He has grown from a programmer to Senior Project Manager during the years. He has handled various clients from Asia, Europe & United states and has worked in different client sites. Currently he is working as a senior project manager in L&T Infotech.