Zinnov works with Service Providers across the globe in helping with their Growth strategy.

1. WORKING SESSION:
RECRUITMENT BEST PRACTICES
MAY 2014
MESP Offerings
20-12-2016
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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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