Summary

Management consultant with ability to build and grow client relationships by executing growth strategies. Expertize in go-to-market and market entry strategies, market research, monetization of technology and new product launch. Capable of multi-tasking high profile projects simultaneously and leveraging resources efficiently, often in high demand situations

Work Experience

Independent Consultant, Irvine, US May’ 2020- Current

Independent consultant engaging with private equity firms, corporates and consulting firms

Help clients on customer segmentation, competitor benchmarking, partnership/channel strategy, developing and testing value propositions, journey mapping, recommending MVP features, market research, new product launch and commercial due diligence

Market Strategy Group, Chicago, US Jul’ 2015- Apr’ 2020

Sr. Manager

Go-to-market strategy: Assisted a Fortune 100 company to launch an enterprise digital assistant. Conducted competitive benchmarking and interviews with prospect customers to understand market needs/challenges, market landscape and desired features willingness to pay for the product. Recommended target customer segments, changes to value proposition, pricing strategy and features for launching MVP

Market sizing: Assisted multiple clients in estimating size of business/market for determining feasibility of entry. Calculated TAM, SAM and SOM for desired markets and advised on go/no go decision based on size and ability to win

Core and adjacent market growth strategy: Identified revenue growth opportunities for a data analytics software company. Worked with leadership to recreate corporate vision and identify target growth areas. Interviewed existing customers and prospects to redesign value proposition and marketing plan. Additionally, developed a go-to-market strategy for adjacent markets to improve sales. Prioritized target markets based on ability to win, cost vs benefit analysis and overall market opportunity

Business process improvement and transformation strategy: Assisted a global safety science company to improve operational efficiency and customer experience. Recommended technology transformation based on user needs, competitive research and compatibility to existing systems. Developed and managed project plan to implement strategy, recommended governance structure and successfully rolled out business processes and systems

Customer intelligence and market research: Assisted a technology solutions provider in facilities management space to develop strategy to enter new markets. Conducted market research and tested value propositions to recommend markets to pursue and re-create messaging for targeting prospects. Developed buyer personas and journey maps that address buyer needs and pain points to support sales enablement

Nomura Research Institute India Pvt. Ltd., Delhi, India Jul’ 2012- May’2014

Engagement Manager, Business Strategy Consulting Division

Entry strategy: Assisted one of the largest Japanese food processing companies to enter the B2B market in India. Interviewed target customer segments to understand their purchasing pattern and vendor preferences and recommended distribution strategy and sales team structure to enter Indian market

Regenerative medicine market study: Estimated market size, analyzed future trends, profitability and competition scenario, identified opportunities and risks and suggested potential partners to help a Japanese conglomerate enter India

Feasibility study for setting up a gas based captive power plant for Government of Japan: Benchmarked strategy and operations of power producers in India, estimated demand supply gap in power supply and assessed operational and financial feasibility for setting up a captive power plant in India

Distribution channel strategy: Redesigned distribution and promotion strategy and product mix for USD 35 billion Japanese consumer electronics company. Analyzed survey data of 400 retailers to understand market structure, competitive position of client in market, buying behavior of customers and needs of retailers and distributors

Business development: Acquired business worth USD 1 million in India along with team in Japan

HCL Technologies Ltd., Delhi, India Dec’ 2008- July’ 2010

USD 5bn Information Technology and Software Services company based in India and US

Global Executive Manager, Corporate Strategy & Marketing Team (part of CEO’s office)

Improving sales productivity: Led an initiative to increase HCL’s revenue from client accounts with high IT spend but low HCL presence. Surveyed salespeople across the globe to understand issues with the accounts. Worked with HCL sales leadership and industry experts to formulate a strategy for improving sales. Achieved increase in business worth USD 35mn

Integrating HCL BPO with HCL Technologies: Assisted in integrating sales operations of HCL outsourcing business with HCL Technologies after the merger of both entities. Benchmarked sales best practices of HCL Technologies for the outsourcing business to redefine the sales process

Ernst & Young (E&Y) Pvt. Ltd., Ahmedabad/Hyderabad, India Apr’ 2005- Jan’ 2007

Associate, Transaction Advisory Services

FDI promotion and marketing: Facilitated Government of Gujarat (Gujarat is a state in India) to sign MOUs worth USD 3.7 billion by marketing investment potential of Gujarat to foreign governments and companies. Created a marketing plan for the government to seek foreign investments. Developed marketing collaterals and connected foreign investors with the government. Authored a book “Doing Business in Gujarat” to market Gujarat to potential investors

Government advisory: Advised Government of Gujarat on setting up a 700 acre pharma/biotech park under public-private partnership model. Conducted benchmarking studies of successful parks, developed concept and operating model for the park, analyzed financial feasibility and identified private partners

Market entry and partner search for USD 60 bn pharma company: Advised client on India market entry by analyzing current trends, opportunities and risks and recommended potential partners for conducting clinical trials

Business development: Developed a market for E&Y’s services in Gujarat. Instrumental in winning projects worth USD 0.6 million; including ‘Vibrant Gujarat, 2007’, one of the largest for the government advisory practice in 2006

Kotak Mahindra Bank Ltd., Ahmedabad, India Sep’ 2003-Apr’ 2005

One of the largest private sector banks in India

Management Trainee, Retail Liabilities; First few employees of recently incorporated bank

Business development: Sourced new clients for banking services and wealth management advisory. Managed investment portfolios of high net worth clients based on their risk taking capacity and return expectation

Education and Qualifications

2007-2008

Saїd Business School, Oxford University

MBA (GMAT 700)

1998-2002

Institute of Chartered Accountants of India

Associate Chartered Accountant (ACA)

1998-2001

H.L. College of Commerce (HLCC), Gujarat University

Bachelor of Commerce, Awarded medal and scholarship for academic excellence

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