Account Management & Sales Playbooks

Account Management & Sales Playbooks

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Account Management & Sales Playbooks

Developing long term relationships with strategic customers is imperative for sustainable business growth. We enable technology providers by helping identify and address existing and new markets, new verticals, new geographies, based on their capabilities, partnerships, and investments in digital and product engineering space.

  • We enable technology providers to identify unexplored growth opportunities in existing accounts and venture into new accounts through a structured account strategy backed by solid research and analysis.
    Account Growth

    Diving deep into accounts to identify untapped opportunities

    Business Units
    Which segments? Which sub-segments? Why to sell these? Key differentiators
    • Alignment of the service offerings to company needs
    • Competency mapping and strategic intents
    • Penetration rates of services and outlook
    • Best practices and expectations
    • Demand areas and growth segments
    Opportunities
    What are the target opportunities? What areas to whom? Why to sell these? Delivery model
    • Strategic relationships
    • Gaps in terms of client expectations and end-delivery
    • Critical success factors
    • Services segmentation
    • Client engagement mechanisms
    How to win?
    Who to sell? What is the message? Why to sell these? Key differentiators
    • Identify key stakeholders to sell
    • Clear messaging and value proposition definition for selling
    • Articulation of exact service offering targeted towards the identified opportunity
    • Create points of views where applicable for proactive sales
    ACCOUNT GTM FRAMEWORK
  • We have codified our extensive sales knowledge into playbooks that lays out clear objectives, identifies measurable metrics, and provides a framework that enables the effective completion of the sales lifecycle. We support technology providers with effective sales enablement by creating customer-specific value proposition and POVs, custom messaging and sales pitch, RFP response generation, and high impact case studies.
    Sales Enablement

    Driving effective sales – jointly

    SALES ENABLEMENT AND EFFECTIVENESS FRAMEWORK
We enable technology providers to identify unexplored growth opportunities in existing accounts and venture into new accounts through a structured account strategy backed by solid research and analysis.
Account Growth

Diving deep into accounts to identify untapped opportunities

Business Units
Which segments? Which sub-segments? Why to sell these? Key differentiators
  • Alignment of the service offerings to company needs
  • Competency mapping and strategic intents
  • Penetration rates of services and outlook
  • Best practices and expectations
  • Demand areas and growth segments
Opportunities
What are the target opportunities? What areas to whom? Why to sell these? Delivery model
  • Strategic relationships
  • Gaps in terms of client expectations and end-delivery
  • Critical success factors
  • Services segmentation
  • Client engagement mechanisms
How to win?
Who to sell? What is the message? Why to sell these? Key differentiators
  • Identify key stakeholders to sell
  • Clear messaging and value proposition definition for selling
  • Articulation of exact service offering targeted towards the identified opportunity
  • Create points of views where applicable for proactive sales
ACCOUNT GTM FRAMEWORK
We have codified our extensive sales knowledge into playbooks that lays out clear objectives, identifies measurable metrics, and provides a framework that enables the effective completion of the sales lifecycle. We support technology providers with effective sales enablement by creating customer-specific value proposition and POVs, custom messaging and sales pitch, RFP response generation, and high impact case studies.
Sales Enablement

Driving effective sales – jointly

SALES ENABLEMENT AND EFFECTIVENESS FRAMEWORK

Popular Case Studies

Upcoming Event

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Confluence 2018 - India

20, 21st June, 2018 Bangalore, India

Management Team

Nilesh Thakker
Partner & Head of US Operations

Nilesh has over two decades of Executive leadership experience in technology companies and has led operations in enterprise and consumer software, Cloud Computing and Product Management.

Praveen Bhadada
Partner & Practice Head

Praveen is responsible for driving Zinnov’s Digital Transformation for Global Enterprises, in the areas of IoT, Go To Market, Business Operations and Automation.

Sidhant Rastogi
Partner & Practice Head

Sidhant has engaged with Fortune 500 companies to execute and transform their engineering global innovation strategy. He is an expert in Automotive and Automation domains.

Ananda Ladi
Partner

Ananda brings a unique combination of product development, IT Services, and enterprise IT expertise. Prior to Zinnov, he has successfully built enterprise IT systems, IT Security, Cloud in different organizations and led the Asia Pacific Business of Mindtree.

Preeti Anand
Director & Practice Head

Preeti has over 15 years of industry experience in management consulting and product engineering. In her current role, she advises MNC technology companies on their global shoring strategy, including setup and management of their global centers.

Sukanya Roy
Associate Director

Sukanya has over 12 years experience in consulting and corporate strategy. Her focus is on globalization strategy- setting up and operating global centers as well as partnering with global vendors, innovation management and start-up engagements.

Rajat Kohli
Associate Director

Rajat leads the end-to-end aspects of strategic consulting engagements focused on assisting global Fortune 500 Technology companies with respect to formulating and implementing their market expansion strategy.

Vimal Menon
Associate Director

Vimal has extensive experience in formulating GTM strategies for Globalisation. He has worked for Large Product Companies and ER&D Service Providers in Auto/Aerospace, Medical Devices, Oil & Gas.

Vijaykumar Hegde
Engagement Manager

Vijay has over 12 years of experience in strategy consulting and business
development in the areas of large account management, market expansion, and technology transformation.

Amit Kulkarni
Engagement Manager

In his current role, Amit is working on driving vertical growth strategy, best practices across presales and operations and enabling thought leadership in areas of media, online and hi-tech space

Nikhil Kulkarni
Engagement Manager

Nikhil has over 10 years of experience in strategy, consulting, and sales enablement. His focus is on collaborating with clients in strategy and execution of their pursuits in the Software & Internet Sector.

Chandan Satpathy
Engagement Manager

Chandan is an experienced strategy consultant in market expansion advisory. He has strong Product Engineering expertise in Automotive and Healthcare verticals across embedded, software and digital domains.

Akshat Vaid
Engagement Manager

Akshat has over 6 years experience in defining strategy for large global corporations as well as Service Provider strategy for their Digital Transformation initiatives

Nischay Mittal
Engagement Manager

Nischay is a part of the senior delivery team at Zinnov, and works in areas such as Advanced/ Modern IT, Cloud computing/ SaaS, Enterprise Mobility, Big Data, Small & Medium Business (SMBs) landscape among others

Nikhil Vishal Bagde
Engagement Lead

Nikhil has expertise in Media & Entertainment and Aerospace sectors and has been engaged in strategic assignments with global PES providers in advising them on Market Landscape, M&A Analysis and Compete Intelligence.

Anthony Kiran
Engagement Lead

Anthony has more than 9 years of experience in the research and consulting industry with specific focus on disruptive technologies, captive center setup and maturity assessment. Prior to Zinnov, he was associated with Cognizant & Evalueserve

Jasdeep Jassal
Engagement Lead

Jasdeep has a rich experience with Product companies as well as ER&D Service Providers in devising their Outsourcing Strategy, M&A Business Due Diligence and Market Assessment initiatives. He closely tracks Automotive and Hi-Tech space.

Senthooran K A
Engagement Lead

Senthooran has extensive experience working with Engineering R&D service providers in Medical Devices and ISV domains. He specialises in Outsourcing strategy, BU development, M&A analysis and Market analysis.

Kingsley Samuel K
Engagement Lead

Kingsley has worked with multiple service providers across GTM strategies, Vertical strategies, vendor evaluations and M&A Projects. Expertise in Industrial & Semiconductor verticals and new age technologies like Blockchain and AI