Building Institutional Engagement in India

This is the second in a two-part series on Accucoms’ work in India’s scholarly publishing market. It highlights how India’s academic priorities, institutional structures and decision-making processes vary significantly across regions, institutions and disciplines, making long-term relationships and local understanding essential rather than optional. The piece profiles Accucoms’ India team, noting that key staff have worked in the industry since 2009, building relationships with librarians, department heads and faculty that have grown alongside the market itself.

The article explains that purchasing decisions typically originate with researchers and faculty, move through departmental leadership, and then reach the library with institutional backing — making renewals as relationship-intensive as new sales. It also covers Accucoms’ role supporting India’s One Nation One Subscription (ONOS) programme, including co-moderating user awareness webinars with INFLIBNET that regularly draw over 150 registered attendees per session, plus behind-the-scenes work like checking IP access, verifying institutional eligibility, and resolving access issues.

Read More on the KGL Accucoms website.

KGL Accucoms specializes in global sales representation, marketing, telesales, and account management for clients ranging from large publishing houses to specialist society publishers. With a strong presence in key markets, Accucoms connects publishers with libraries and other information users to help expand their reach and impact.