Account Management & Sales Playbooks

Account Management & Sales Playbooks

Account Management & Sales Playbooks

Account Management & Sales Playbooks

We enable technology providers to identify and address current and new growth opportunities and complete the sales lifecycle effectively.

Effective account management is key to unlocking growth potential in existing accounts and penetrate and nurture new accounts, be it in new markets, new verticals, or new geographies. We enable effective sales through our playbooks that lay out clear objectives, measurable metrics and repeatable frameworks. We work with customers by leveraging our –
  • a) effective opportunity identification, qualification and targeting,
  • b) deep understanding of the players in the Product Engineering and Digital Engineering space,
  • c) proprietary frameworks, immense knowledge base and annual Zinnov Zones ratings,
  • d) extensive expertise in the Engineering R&D market landscape at a vertical and sub-vertical level of granularity.
We work with technology providers to help them understand the ER&D market landscape and outline strategies to unlock growth potential at an account as well as industry level.
  • 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
    SALES ENABLEMENT AND EFFECTIVENESS
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
SALES ENABLEMENT AND EFFECTIVENESS

Management Team

Nilesh Thakker | Zinnov

Nilesh Thakker
Managing Partner & Global Head

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 | Zinnov

Praveen Bhadada
Managing Partner & Global 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 | Zinnov

Sidhant Rastogi
Managing Partner & Global 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.

Rajat Kohli | Zinnov

Rajat Kohli
Partner

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 | Zinnov

Vimal Menon
Partner

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.

Sean Bouani | Zinnov

Sean Bouani
Partner

Sean brings 15+ years of business leadership experience in Enterprise, IoT, Cloud, AI/ML, data, digital media, mobile, and blockchain. Sean leads Zinnov’s North American digital transformation practice, where he devises strategies that result in long-term value creation for tech companies, enterprises, GSIs, and ISVs, in the areas such as Go-To-Market, Internet of Things, Business Operations, and Automation.

Amita Goyal | Zinnov

Amita Goyal
Principal

Amita has over 8 years of experience in New Product Development, R&D, Strategy, Innovation Management, and Project Management. Prior to Zinnov she worked at R&D HQ of Canon Inc, Tokyo and comes with a strong global experience in managing cross-cultural teams.

Vijaykumar Hegde | Zinnov

Vijaykumar Hegde
Principal

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 | Zinnov

Amit Kulkarni
Principal

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 | Zinnov

Nikhil Kulkarni
Principal

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.

Sangeetha Anand | Zinnov

Sangeetha Anand
Principal

Sangeetha has 20+ years of experience in the IT industry and has deep expertise in Agile portfolio management, modernization & transformation of legacy applications, building effective application delivery models, and creating high performing global teams. Prior to Zinnov, she was the Director of Delivery Effectiveness in Thomson Reuters and has a Masters in M.I.S.

Kingsley Samuel K | Zinnov

Kingsley Samuel K
Engagement Manager

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

Mohit Gupta | Zinnov

Mohit Gupta
Engagement Manager

Mohit Gupta has over 10 years of work experience and in his current role, drives the digital transformation vision for technology platform players, service providers, and tech product start-ups. He specializes in market entry strategy, GTM strategy, engagement model analysis, peer group benchmarking, etc. He has also worked in Cloud Computing, AI, IoT, and RPA.

Vikram Godbole | Zinnov

Vikram Godbole
Engagement Manager

Vikram is a seasoned strategy consultant associated with the Digital practice. He has rich experience in supporting Fortune 500 as well as Government clients in driving their strategic initiatives. He specializes in Digital Strategy, Competitive Intelligence, Market assessment, Startup M&A due diligence.

Nischay Mittal | Zinnov

Nischay Mittal
Principal

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

Sivaram Sundaramurthy | Zinnov

Sivaram Sundaramurthy
Principal

Sivaram comes with more than a decade of experience and currently heads the procurement offering. He advises procurement organizations on their strategies, while also helping them in their decision-making with regards to their day-to-day challenges that they face. Prior to Zinnov, he has worked across analyst firms and research houses wherein he has tracked IT services, engineering services, and digital services.

Vaibhav Gupta | Zinnov

Vaibhav Gupta
Principal

Vaibhav is an experienced strategy consultant specializing in corporate strategy, competitive intelligence, and digital & exponential tech strategy. He currently drives Zinnov’s Private Equity practice area for deal sourcing, commercial due diligence, and value creation.

Zeeshan Yousuf | Zinnov

Zeeshan Yousuf
Engagement Manager

Zeeshan has more than 8 years of global consulting experience working across various sectors including Health, Retail, and Transport. In his current role, he is responsible for driving digital transformation engagement across industries.

Rishav Khemka | Zinnov

Rishav Khemka
Engagement Manager

Rishav has worked with Fortune 500 companies to design and execute their growth and expansion strategies. He has more than 7 years of global experience in Strategy, Go-To-Market, Product, and Sales roles working with large companies, start-ups and VCs. Rishav has an M.S. in Computer Engineering and an MBA from Carnegie Mellon University.

Nikhil Vishal Bagde | Zinnov

Nikhil Vishal Bagde
Engagement Manager

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.

Deepesh Agarwal | Zinnov

Deepesh Agarwal
Engagement Manager

Deepesh has deep expertise in working with IT/R&D Services companies and Private Equity firms across Market Expansion, Strategic Due Diligence, R&D Outsourcing, Digital and Go-To-Market Strategy engagements with a focus on digital transformation and global innovation strategies.

Senthooran K A | Zinnov

Senthooran K A
Engagement Manager

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.

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