Digital Practice's case studies on helping companies in their Digital strategies

1. Feasibility study and formulation of a viable GTM for a service
provider looking to set up its RPA and AI practices
Problem statement
Client wanted to understand the profitability of the Artificial Intelligence and
Robotic Process Automation space and create a Go-To-Market strategy for
building both practices
Client
Fastest growing mid-tier
Indian service provider
Outcome
Client is in the process of implementing the GTM strategy provided and
building their Artificial Intelligence practice while the RPA study is still
ongoing
Analysed Forbes 500
enterprises to gauge
uptake for RPA/AI use
cases and thus prioritise
industries to target. Deal
analysis to understand key
areas of focus for firms
Study of top RPA/ AI
tech/service providers to
identify best practices.
Multiple frameworks built
to help build client’s
RPA/AI practice be
selecting the right
partners, adopting popular
use-cases etc.
Comprehensive GTM
strategy provided basis
previous analysis. Also
carried out first level of
implementation towards
forging the right start-up
partnership
Methodology
1 2 3
Start-up prioritisation framework
Segmentation & Map of AI use
cases

2. Problem statement
Client wanted to assess the cloud market opportunity in the Indian Micro,
Small and Medium businesses (SMBs) and develop a market expansion
strategy
Client
One of the largest telecom
providers in India
Outcome
Majority of the recommendations made by Zinnov were implemented by the
client, helping it expand significantly within the SMB market
Estimated the size of the
SMB cloud market in India
and the addressable
opportunity within it for
client
Analysed the consumption
patterns of the SMB’s
through primary
interactions, surveys and
other research
methodologies to evaluate
a viable approach in
targeting the market
Augmented the analysis
with a comprehensive
competitor landscape study
to understand their
approach and adopt best
practices in the overall
expansion strategy
Methodology
1 2 3
Expansion strategy-Product focus
Cloud SMB market opportunity heat
map
Assessment of the cloud market opportunity in the Indian SMB
industry for a leading Indian telecom provider

3. Problem statement
Client wanted to build a comprehensive GTM strategy targeting Indian SMB’s
and needed to identify focus geos, right product mix, partnership and
requisite market positioning
Client
Forbes 100 software provider
Outcome
Client is currently carrying out pilot projects on the recommendations made
by Zinnov with a view to implement the same in the long run
Zinnov estimated the
overall SMB market in
India and the addressable
opportunity for the client
based on extensive
analysis of the propensity
for these SMBs to digitise
themselves
Analysed current client
business and GTM
strategy which was
juxtaposed against the
consumption pattern of
digital SMBs to identify
shortcomings in the
current plan
Identified major challenges
in targeting SMBs which
was tied together with
multiple other pieces of
analysis to build a feasible
GTM going forward
Methodology
1 2 3
Chart on client current business as against
addressable opportunity
Geo-focus recommendations
Formulation of a GTM strategy for targeting digital SMBs for the
world’s leading software provider

4. Problem statement
Client wanted to understand the Big Data market landscape and analyse their
competitors in the market
Client
Leading global IT solution
provider
Outcome
Client has been able to tailor its Big Data GTM as per the industry trends
visible in the market by leveraging Zinnov recommendations
Estimation of the current
Big Data market, growth
rate as well as the
software, services and
hardware split
Conducted primary
research with senior
stakeholders in the
industry to understand the
uptake for Big Data
solutions today, use cases
being developed as well as
the future plan of top tech
providers
Provided a detailed
landscape of the Big Data
market landscape along
with few key
recommendations on how
to expand footprint in the
space
Methodology
1 2 3
Big Data market sizing
Deep dive on Big Data landscape within the telecom
vertical
Big Data market landscape study for a leading global IT solution
provider