Strategic Outsourcing Services | Account Management And 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.

Account Growth
Sales Enablement

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.
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.

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.

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.

Driving effective sales – jointly

SALES ENABLEMENT AND EFFECTIVENESS FRAMEWORK