Kalra Puts Persistent Growth On Steroids

Sandeep Kalra added technology capabilities and improved go-to-market strategy to deliver industry-beating growth.

- Rukmini Rao

PUNE-BASED Persistent Systems transitioned from a promoter-run entity to bringing a professional CEO in 2019 after Sebi asked listed companies to separate roles of chairman & managing director and CEO. It could not have asked for a better gift. Though the tenure of first CEO Christopher O’Conner was short-lived, in October 2020, IT industry veteran Sandeep Kalra, who had joined in May 2019 as executive director and president of technology services unit, was elevated as CEO. He has put the IT services company on steroids by taking revenues from $480 million in FY19 to $1.18 billion in FY24.

Recalling what convinced him to take up the job when he met promoter and CMD Anand Deshpande, Kalra says the company always had technology capabilities, though its go-to-market strategy lacked a punch. “In fact, when I was talking to Anand, I made a presentation which said it’s not about a new story but a rallying cry. It’s about doubling down on go-to-market and a five-year vision for $1 billion revenue by 2024.” Persistent hit the $1 billion revenue mark in FY23.