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.
In this letter to the leaders of India GCoEs, Zinnov’s CEO, Pari Natarajan shares his thoughts on what the leaders need to prioritize for 2022 and beyond.
In this letter to the leaders of India GCoEs, Zinnov’s CEO, Pari Natarajan shares his thoughts on what the leaders need to prioritize for 2022 and beyond.
Hyperpersonalization has increasingly become critical for leaders to not only attract, but retain top talent, in a hyper-competitive talent market.
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.
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.
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, focusing on long-term value creation for tech companies, enterprises, GSIs, and ISVs.
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.
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
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.
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.
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 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.
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.
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.
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.
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.
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.
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.
Lakshmi Narasimha Maringanti Engagement Manager
Lakshmi has 15+ years of experience in driving digital transformation initiatives. He specializes in COE set-up, digital transformation and has worked with top tier digital service providers globally, across various industry verticals. At Zinnov, Lakshmi works on formulating Growth & GTM Strategy for Service Providers and participates in Business and Practice development. Prior to his current role, Lakshmi has worked with Infosys, LTI and Tech Mahindra. He holds an MBA from IIM Bangalore.
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.
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.
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.
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.
Atul Srivastava Engagement Manager
Atul Srivastava has more than 9 years of global consulting experience specializing in industry verticals including Electronics and Semiconductors. He specializes in areas of Market Assessment, GTM, Competitive Landscape, Customer Benchmarking, and Product Innovation. Atul has executed several projects for Fortune 500 companies with a focus on AI, Cloud, Cyber, and IoT. He is also a Program Management and Innovation Certified Professional from Harvard Business Review. Atul holds a PGDM in Marketing & Operations from ITM Business School and a B.Tech in Electronics & Telecommunications from UPTU. Prior to Zinnov, he has worked with MarketsandMarkets and Deloitte.
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 Head-Talent Acquisition, GCoE
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 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 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.
Abhijeet Gogoi Engagement Manager
Abhijeet has more than 10 years of experience helping technology platform players drive various digital transformation initiatives to scale their businesses. He specializes in areas of Market Assessment, Product , GTM and Partner Strategy. At Zinnov, Abhijeet works closely with technology platform companies to drive their digital transformation journeys. He has executed several projects for some of the largest technology companies globally with a key focus on Cloud, AI and Automation. Abhijeet has an MBA in Marketing and International Business from Amity University (India).
Prashant Nair Engagement Manager
Prashant has 14 years of experience in strategy planning and implementation, mergers and acquisition and management consulting. At Zinnov, he works closely with a global roster of clients on creating robust GTM strategies, strategy roadmaps and help drive organic and inorganic growth. Prior to Zinnov, Prashant worked for Ricardo Strategic Consulting, Spark Minda Group, and Evaluserve. He holds an MBA in Finance and Marketing from ICFAI University (India) and Engineering in Electronics and Telecom.
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.
Hani Mukhey Head of People Success Practice (PSP)
Hani is a seasoned Human Resource Professional with 14+ years of deep experience in various domains of HR functions across strategic and operational roles, customer relationship management roles. She currently leads the people success partner team, responsible for high degree of ownership in driving dynamic solutions, change management and talent strategy in people culture. Prior to Zinnov, she has worked with Genpact and Accenture. She holds a PGC in Human Capital Management from XLRI.
Manikandan PK Head of Learning and Development, GCoE
Manikandan PK has more than 12 years of extensive experience and in his current role, drives the end-to-end Learning & Development portfolios for our Engineering Excellence clients. He is a Certified Executive Coach from International Coaching Federation (IFC). His thought leadership articles have been published in People Matters & Time. Prior to Zinnov, he has worked with Equiniti India and Cognizant Technology Solutions. He holds an M.Tech from SRM University and B.Tech from Anna University.
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.
Fazal Sarkar Engagement Manager
Fazal has more than 11 years of global experience in successfully driving Growth Strategy, GTMs, Revenue Potential, and Business Plans for Fortune 500 companies. He has extensive cross-industry experience across sectors like FMCG, Defence & Infra, TMT, HSW. At Zinnov, Fazal is responsible for executing end-to-end client engagements, relationship management, business development and team management. Prior to Zinnov, he has worked with EY, Tata, LatentView and Infosys. He holds an MBA from IIM Lucknow.
