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.
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 EFFECTIVENESSFRAMEWORK
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.
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Management Team
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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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 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.
