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Service Provider case studies
This presentation summarizes several case studies of how Zinnov helped various technology companies with strategic advisory and consulting services. Some key services included helping companies identify growth opportunities, define new product offerings, conduct market analysis and develop go-to-market strategies. In several cases, Zinnov's work helped companies win significant new business from key accounts worth over $100 million.
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Service Provider case studies
- 1. WORKING SESSION: RECRUITMENT BESTPRACTICES MAY 2014 MESP Offerings 20-12-2016 This presentation is solely for the use of Zinnov personnel and clients. No portion of it may be circulated, quoted, reproduced, or distributed within or outside the client organisation without prior approval from Zinnov
- 2. 2 Case Study 1:Zinnov helped US based tier-2 service provider to build an account based plan to win business in ISV/Internet and Medical Devices space Zinnov identified potential opportunities of close to USD 140 MN over a period of 24 months Zinnov identified ~60 engineering and procurement stakeholders who are key in vendor management Zinnov created a playbook of ~100 opportunities clearly mapped with key stakeholders and outsourcing activity Account Identification and Prioritization R&D and Outsourcing Spend Analysis Stakeholder mapping Sales Playbook Identified Top 6 accounts each in ISV/Internet and Medical Devices space with high business potential Analyzed R&D growth potential, current vendor spend and future prospects Identified engineering & procurement stakeholders based on current outsourcing and future outsourcing propensity Created a sales playbook with stakeholders mapped to outsourcing activity as well as potential outsourcing spend
- 3. 3 Case Study 2:Zinnov helped tier-2 service provider to evangelize its service offerings through customer workshops and round table events Zinnov authored thought leadership papers for workshops and round table events addressing customer pain points Zinnov leveraged its vast network to invite engineering stakeholders key to vendor management Zinnov conducted joint customer workshops in US with global engineering stakeholders Zinnov conducted multiple round-table events across US and India with ~15 attendees in each event
- 4. 4 Case Study 3:Zinnov provides advisory to the strategy office of a tier – 2 service provider helping them achieve there business objectives Identified target was acquired by our client resulting in one of the biggest deals in Engineering Services this year Zinnov conducted over 200+ primary interviews with top thought leaders across verticals Zinnov conducted extensive research of ~30 cities in India and Eastern Europe to filter out best location for center setup Rejigged service offerings to maximize business impact vis-à-vis top competitors Identified growth opportunity/ potential in upcoming technology such as IoT & SDN- NFV Identified targets for M&A from a database of over 300 potential firms based out of India, US and Europe Identified best location for center setup in India and Eastern Europe Offerings & Portfolio Updation Growth area identification M&A due diligence Geography led expansion Vertical Advisory Analyzed Compete Landscape, R&D footprint, outsourcing trends and differentiators for specific verticals
- 5. 5 Case Study 4:Zinnov enabled tier-1 service provider to define and market validate a whole new portfolio of service offerings to win ISV/Internet opportunities ISV/Internet Landscape Top R&D Spenders Outsourcing Footprint (Current and Future) Compete Landscape Offerings Definition & Market Validation Offerings prioritization & Portfolio Rationalization Built comprehensive database of 30000+ Software and Platform Products companies Identified top 700+ R&D spenders representing consolidated global revenue of USD 500 BN Identified top 100 companies with significant outsourcing footprint to both Indian and Global Service Providers Analyzed offerings, value proposition and key differentiators of tier-1 global and Indian players Defined new service offerings, value proposition and differentiators and refined post market validation Identified top service offerings with highest potential for near- term business opportunity Zinnov conducted 100+ Primary Interviews with CXOs and technology experts from the ISV/Internet industry Zinnov Analyzed of 250+ Deals of ISV/Internet companies signed in the past 5 years – worth over USD 12 Billion Zinnov defined ~5 new and refined ~15 existing Service Offerings with high potential for business win
- 6. 6 Case Study 5:Zinnov provided proactive pre-sales support for a tier-2 service provider for high impact sales pitch by enabling rich dialogues at scale Zinnov identified key client stakeholders and composed custom messaging to address customer pain points Zinnov created industry/customer specific point of views for proactive sales pitch Zinnov over howled sales collaterals such as pitch deck, case studies to maximize sales impact Zinnov trained sales personnel on customer specific domain knowhow for enhanced sales effectiveness Zinnov provided RFP response support to maximize sales impact and potential business win
- 7. 7 Case Study 6:Zinnov helped a tier-2 service provider define their EDT Solution offerings & built their GTM Strategy to increase penetration in 6 verticals Analyzed the the entire gamut of EDT solutions to identify 15 solutions across 5 Enterprise Digital Transformation horizontals Built out the generic architecture and solution components for the identified solutions for enabling them to work across verticals Identified the potential customer across 6 verticals through a Customer Potential Score framework Top 100 US based companies in each vertical were assessed on the framework Built out the strategic roadmap to approach potential enterprise clients for EDT through partnerships and a series of workshops Zinnov partnered with the client to host EDT roundtables and publish EDT whitepapers Zinnov analyzed 600+ companies in 6 verticals to identify the Top 10 potential customers in each vertical using CPS framework Zinnov defined 15 new Solution Offerings for the client across 5 EDT horizontals with high potential for business win Strategy Roadmap to reach potential customers Customer AnalysisEDT Solution Mapping Solution Architecture
- 8. 8 Case Study 7:Zinnov helped a tier-1 service provider in growing a global account by 10X by defining the account management and GTM strategy Zinnov conducted an opportunity analysis to identify service opportunities in target account. Zinnov also created a prioritization framework to address opportunities in short term, medium term and long term Zinnov helped define a CoE for customer that would be applicable for all products of the target account Zinnov identified potential acquisition targets for the customer in the specific vertical Account Structure and Spend Mapping Mapped organization structure, spend flow and competition (list of key vendors) at each BU level GTM Strategy Identified key stakeholders in current account to pitch and define the value proposition for the BUs to engage M&A Identified potential acquisition targets for the SP to strengthen their offerings to penetrate the account Opportunity Sizing Analyzed account BUs to identify potential growth opportunities in them basis existing capabilities & build a strategy roadmap to pursue them
- 9. 9 Case Study 8:Zinnov helped a tier-1 service provider in market fitment analysis, solution definition and GTM strategy for online video space Zinnov analyzed each of the target verticals to identify key trends and mapped the addressable market for micro- verticals, segments, geography, service lines and top spenders Zinnov identified new horizon opportunities to build capabilities from a long term perspective Zinnov drafted an investment plan outlining short term and long term investments to build recommended capabilities catering to the defined service offerings As Is Analysis Analysis of customer’s current capabilities to identify flagship offerings and capabilities Opportunity Identification Identified growth opportunities in terms of areas/ sub- segments to target for an immediate and long term focus GTM Planning and Target Account Identification Identified capabilities/ solutions to build for addressing identified opportunities Identified target accounts & built a GTM plan for each target segment Market and Compete Analysis In depth analysis of market to identify growth segments Identified a group of top 5 competitors and carried out a compete analysis
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