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

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.

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.

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.

Amit Kulkarni | Zinnov

Amit Kulkarni
Partner

Amit leads end to end strategy consulting engagements across organic and inorganic revenue growth areas for fortune 500 companies. With more than a decade experience in advising C-level executives, Amit has extensive experience in driving and executing go-to-market strategies at vertical /account level, Buy side M&A, Corporate and Innovation Strategy. He practice areas include Media and Communication, Software & Internet, banking and automation domains.

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, focusing on long-term value creation for tech companies, enterprises, GSIs, and ISVs.

Amita Goyal | Zinnov

Amita Goyal
Partner

Amita heads the Global Center of Excellence (GCoE) practice at Zinnov. With over a decade of experience in globalization strategy, change management, engineering transformation and project management, Amita has extensive experience leading cross-cultural teams. Prior to Zinnov Amita worked at Canon Inc., Tokyo. She holds a MBA degree from IE business School, Spain and MS from University of Delaware, USA. She has several publications and patents to her credit.

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.

Amlan Mitra | Zinnov

Amlan Mitra
Principal

Amlan has deep expertise in helping technology solution providers increase their market share, improve operational efficiency and uplift financial performance. His 10 years of experience spans across providing go-to-market strategy, profitability improvement, process optimization and automation for large global companies. Prior to Zinnov, he was a part of business consulting practices at EY and IBM.

Nischay Mittal | Zinnov

Nischay Mittal
Principal

Nischay brings more than 12 years of global consulting experience, and currently leads the global charter for Automation and AI at Zinnov. He is working with the leading platform companies and Fortune 500 enterprises to advise them on their Digital strategy and enable growth. He has spearheaded multiple engagements across Cloud, AI/Cognitive Computing, Automation, and Low Code No Code domains.

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.

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.

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.

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.

Nikhil Vishal Bagde | Zinnov

Nikhil Vishal Bagde
Principal

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.

Kingsley Samuel K | Zinnov

Kingsley Samuel K
Principal

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

Anand Kalra | Zinnov

Anand Kalra
Principal

Anand leads the investment banking segment at Zinnov. He has prior experience of around 13 years at HSBC and Deloitte and has expertise in public and private sell-side and buy-side M&A, Joint Ventures, Partnerships, Corporate Finance, and Corporate Strategy. His work is focused on software verticals, automation, and IT services.

Jeffrey Czischke | Zinnov

Jeffrey Czischke
Principal

With 20 years of experience in IT Financial Services, Jeff Czischke is an Automation Practitioner at Zinnov. He is based out of Chicago and has worked with many large financial institutions including, JP Morgan, Northern Trust, UBS, etc. He has extensive experience implementing various applications within Financial institutions with an emphasis on legal and compliance systems.

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.

Neelika Bhargava | Zinnov

Neelika Bhargava
Engagement Manager

Neelika has 9+ years of experience in leading digital and technology transformation initiatives. She specializes in Product Strategy, Digital Strategy, Competitive Intelligence, HR Transformation, GTM Strategy, and Innovation Roadmap Formulation. She has successfully executed multiple projects for global clients across verticals. Prior to Zinnov, she worked with Deloitte and Oracle.

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.

Biswa Prateem Das | Zinnov

Biswa Prateem Das
Engagement Manager

Biswa has more than 8 years of global experience in Corporate Strategy & Business Development, M&A due diligence, Technology Consulting, and Business Operations. He has extensive experience working across different sectors such as Oil & Gas, Metals & Mining, Construction, FMCG, and BPS. Biswa has an M.E. in Aerospace Engg. (IISc) and an MBA from IIM Kozhikode.

Manali De Bhaumik | Zinnov

Manali De Bhaumik
Engagement Manager

With over 11 years of experience, Manali has rich insights in conducting primary and secondary research analysis, competitive landscaping and benchmarking, authoring market intelligence white-papers and research reports, across global markets. At Zinnov, Manali will be focusing on the ER&D and IoT landscapes. Prior to Zinnov, Manali’s has worked for Information Services Group, Hewlett Packard and IDC.

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.

Debajyoti Endow | Zinnov

Debajyoti Endow
Engagement Manager

Deb has been driving strategy consulting and technology transformation initiatives at various organizations for 11+ years. He specializes in growth strategy, cost transformation, and M&A due diligence across a range industries. At Zinnov, Deb works closely with Internet and Software service providers specialising in organic and inorganic growth strategy. Prior to Zinnov, he has been a consultant with firms like Strategy&, Cognizant and Wipro. Deb holds an MBA in Finance & Operations from Indian School of Business.

Rakhi Deshpande | Zinnov

Rakhi Deshpande
Director - Talent Acquisition

Rakhi specializes in building team in dynamic, fast-paced organizations across the globe. With an award-winning career spanning over 20 years, Rakhi has proven success in developing and executing a variety of talent strategies to bring on board excellent talent, recruitment marketing, and talent delivery. Prior to working with Zinnov, Rakhi has worked with a range of firms including Fortune 500 and Product Engineering companies. Some of Rakhi’s accolades include Outstanding Woman Leadership Awardee and Top 100 Tech HR Minds.

Dushan Garg | Zinnov

Dushan Garg
Engagement Manager

Dushan has more than 8 years of consulting experience, working across diverse industry sectors including BFSI, Utilities, Energy and G&PS. In his current role, he spearheads a team of technology architects responsible for process mining & discovery, automation implementation & COE setup for Enterprises & GCCs, in collaboration with various ISVs. Prior to Zinnov, he has worked with firms including Accenture, PwC, Cognizant Technology and Infosys.

Prankur Sharma | Zinnov

Prankur Sharma
Engagement Manager

Prankur comes with deep experience in the digital and hi-tech space, advising IT/Business Services companies and Technology Product companies across the Automation, AI, and IOT segments. He has executed several strategic engagements to enable growth, increase market visibility, and expand into newer segments.

Anand Khajanchi | Zinnov

Anand Khajanchi
Financial Controller

With a tenure of 20+ years, Anand has a wealth of experience in business controllership, accounting, tax, FP&A, compliance, control governance, audit, and management advisory. Prior to Zinnov, Anand has worked at Dell, EMC, HP, and Ernst & Young, working closely with clients on M&A, change management, process design and system implementation for various business processes. Anand’s solutions-focused, result driven & collaborative style leadership has contributed to his proven track record of solving complex business problems with ease and efficiency.

Saroj Joseph | Zinnov

Saroj Joseph
GCOE - Head Branding

Saroj joins Zinnov as Head – Branding, GCoE, working closely with our clients on their brand positioning and communication charters. Over her 15-year career, Saroj has specialized in working with a range of organizations in the ITeS, Aviation and Retail sectors, creating attractive brands that remain top-of-mind for consumers. Prior to Zinnov, Saroj has helmed senior communications positions at Air India SATS, AB inBev GCC and LUSH cosmetics.

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