Principal - Data Analytics & Strategy Consulting

12/2015 – offen

Jun 21 Onward: INDEPENDENT CONSULTANT, Gurgaon

KEY FOCUS AREAS

Providing strategic advisory to Leadership at Fortune 100 IT MNC, supporting high-visibility CXO initiatives:
· Digital & AI Agenda: drive digital, AI and data services growth priorities by developing data driven transformation strategy around market signals, competitors & ecosystem partners etc.
· Actionable Intelligence: providing on-going advisory for opportunities in digital orientations in "New IT Space"...artificial intelligence, applied intelligence, cloud, data driven reinvention, customer experience etc.
· Thought Leadership POVs: on emerging topics/ trends in AI, new technologies, innovation, data services etc.
o Building thought leadership POVs: developing compelling research and data analytics based differentiated POVs & research papers in AI, emerging technologies, innovation and data service.
o Enhancing industry communications, sales and proposals for global teams etc.
· Strategic Advisory: designing framework and GTM strategy for captive upskilling academy for Applied AI.
· Data & AI Curriculum: conducting research & designing ‘next-gen’ programs/ courses/ learning tracks aimed at talent upskilling to meet the ‘future of work’ demand viz. Fourth Industrial Revolution.
· Learning Methodologies: designing interactive approaches and pathways for on-going upskilling.
· Content Transformation: Data & AI technical literature/ content, playbooks, frameworks, case studies etc. for easy consumption across business and marketing.
· Platform/ Tool Stack Evaluation: AutoML, Low Code No Code, SLDC Automation, Experiential Learning etc.

Dec 15 Onward: INDEPENDENT CONSULTANT (Viaante Buss Solns, Integral Components Manufacturers) , Gurgaon

· Establishing ‘Centre of Excellence’ for Data Analytics and Consulting practice lines.
· Providing business research & strategic advisory (especially N 11 markets).

KEY DELIVERABLES (Sample Client Engagement Snapshots)

DATA ANALYTICS

Actionable Intelligence (Dashboards, Custom Reports & Visual Analytics):
· Product Sales analytics: (by country/ region/ cities, category, sub-categories etc.) enabled Global retail sales major to identify the leaders and laggards and optimize product offerings to increase sales, profit and margin by at least 5%. The success of this study led to additional analytics programs, including:
o Competitive marketing
o Revenue gaps & opportunities
o Supply chain & procurement
o Corporate budget Vs spending
o Regional sales and targeted store sales etc.
· Real-time performance analytics benchmarking (across regions, customer segments, item categories etc.), enabled US based Global superstore major, to improve its overall profitability by 7% and optimize inventory management by 11%. The success of this model led to its successful deployment in international outlets, further driving global efficiency and growth, ensuring consistent performance standards worldwide.
· Real-estate tracker (analyze real estate trends across regions, income groups, dwelling categories etc.) aided US-based mortgage firm to improve its loan origination accuracy by 8% and optimize its risk management strategies, especially default by 17%.
· Customer segmentation modelling (analyze cohorts and accurately predict churn) coupled with targeted retention strategies facilitated US based e-commerce player to increase customer lifetime value by 15% and reduce customer acquisition costs by 10%.
· Decision analytics modelling (analyze global startup ecosystems and identifying key stakeholders, investors and acquirers) enabled a leading PE equity firm to improve its decision-making efficiency by 18% and increase its investment success rate by 22%.
· Dispersion & decision analytics (expat wage dispersion across different visa classes, job titles etc.) assisted Europe’s leading recruitment firm to improve its wage competitiveness by 15% and reduce the risk of talent attrition due to underpayment by 21%.....

Domain Solutions
· Retail: pricing & promotion analytics, sales forecasting, marketing analytics (longevity, sales/ price mix, cohort, churn, incentives, market basket….)
· BFSI: cross-sell, up-sell, campaign analytics, fraud detection….
· Social Media: sentiment analysis, leader/ follower analysis….
· Gaming: ideal product configuration design, rake revenue optimization….
· Industrial: market share, segmentation, opportunity, forecasting….
Function Analytics
· CRM, Marketing, Finance, Risk, Retail, SCM….

Data Science
Machine Learning (Predictive Modelling)
· Government: household annual income (agri &non-agri sectors)
· BFSI: credit scoring, loan default & risk management….
· Aviation: route optimization to mitigate financial loss propensity….
· Healthcare: medical claims fraud detection, early-stage disease detection….
· Auto: rural economy potential in N-11 market….
· Auto: global volumes viz. material innovation….


Strategy Consulting Client Engagements

Providing data analysis & strategic advisory consulting support to Leadership at:

Stealth-mode IT Product Development Canadian company, supporting NPD initiatives in Health-Tech & Virtual Event space:
• Strategic Advisory: assessing clinical dermatology EMR/EHR software opportunity in target markets • Actionable Intelligence: product differentiation analysis & recommendations for creating niche value for the new clinical dermatology EMR/EHR software and future application scope to other medical disciplines • Product Development Intelligence: evaluating current technologies and tools to build a working optimal solution (Foundation & Platform) specifically for Virtual Event tech space
Fortune 100 IT transnational, supporting high-visibility initiatives:
• Strategic Advisory: conceptualizing framework and go-to-market strategy for establishing captive upskilling academy for Applied Artificial Intelligence
• Data & AI Curriculum: conducting research & designing ‘next-gen’ programs/ courses/ learning tracks aimed at talent upskilling to meet the ‘future of work’ demand viz. Fourth Industrial Revolution
• Learning Methodologies: designing interactive/ approaches and pathways for on-going upskilling across various levels
• Platform/ Tool Stack Evaluation: AutoML, Low Code No Code, SLDC Automation, Community Collaboration, Hackathon, Experiential Learning etc.
• Point of Views, Though Leadership: creating high impact papers for CXO forum Business & Marketing - specially on emerging topics & trends in AI

KEY ACHIEVMENTS

Successfully advising CXOs on high visibility initiatives - key areas include:
o Actionable Intelligence; unlocking data insights with analytics solutions (performance benchmarking, markets, peers, product development/ enrichment, policy analysis & business implications) etc.
o Thought Leadership Point of Views (POVs); crafting high impact articles/ reports/ assets/ analytics etc. for global CXO forum (Business & Marketing).
o Generative AI; tool stack evaluation & applications for real-world business challenges.
o Data & AI strategy; for LCNC/ managed ML platforms, LCNC software development, AI & digital transformation, future of work: re-skilling/ upskilling, experiential learning, grooming next gen AI Talent.

Analyse der Markt- / Wettbewerbsposition, Business Intelligence (BI), Data Analyst, Data Science, Geschäftsfeldstrategie, Marketing- / Vertriebsanalyse, Markteintrittsstrategien, Marktforschung / -analyse, Operations Research Analyst, Projektmanagementberatung, Proof of Concept (POC)

12/2009 – 12/2014

Cheers Interactive, a knowledge solutions firm offering research, analytics and B2B S&M services to global clients across industries.

Head Operations (Research & Consulting and Data & Content Management) - handled a team of 160+ (at India Delivery Center) across 3 business streams: strategic research & advisory, media intelligence and data management. Accountable for P&L profitability, client engagement, sales support to BD team for client acquisition, solution design, collateral design, project deliverables, CSAT, QA, process design & transitions/ improvements/ automation, cost control, MIS and team development.
KEY RESPONSIBILITIES
Delivery Excellence (Consulting & Advisory)
o Managed consulting & advisory client assignments viz. market expansion, new market entry, market opportunity assessment, MI&CI diligence, new product development/ enrichment…. in emerging economies and regional markets (NA, EUR, LA, MENA, APAC, N-11….)
Delivery Excellence (Data & Content Management)
Offshored existing process from the US & UK, established PoCs and ensured on-going process improvements to leverage cost arbitrage and enhanced profitability.
o Data Management (financial & non-financial): maritime, aviation, real estate, manufacturing, ITeS….
o Content Management: automotive, manufacturing aviation, BFSI….
Strategic Initiatives
o Established research & consulting business line; building team capabilities for management frameworks-based deliveries.
o Expanded business footprints into chemical, healthcare, automotive & heavy engineering sectors.
Business Development Support & Client Management
o Supporting BD teams; providing domain expertise in engaging & acquiring clients; pipeline qualification increased by 40%.
o Involved in client acquisition from interpreting business needs, RFP/ RFQ solution design & submission, participating in technical/ pricing discussions, review mechanism to obtaining customer buy-in: added 40+ new clients in the last 5 years.
Operational Efficiencies
o Designed & Implemented Quality Management systems.
o Ensured 100% SLAs.
o Implemented in-house developed data automation tools.
o Guided marketing team in collaterals preparation.
o Authored white papers/ teasers on various topics.
o MIS Reporting & Team Development
o Streamlined business line-wise MIS reports.
o Designed SOP’s & induction modules.
o Designed level-wise training modules.


KEY DELIVERABLES


Strategy Consulting Client Engagements
Technology
· Product strategy recommendations (formulating digitization strategy, designing transformation framework & product portfolio offerings, assessing digital investments and recommending digital operations & platform(s) mix) aided the world’s largest publisher of medical newsletters to pioneer digitization and gain competitive edge in the US.
· Market potential assessment and technology recommendations for information aggregation from trusted sources enabled one of Europe’s leading publishers to develop and launch a new Africa centric information product with end-use applications across industries.
Industrial
· Actionable intelligence for US based IOU’s (viz. budgeting process, 10yr project forecast, contract award process, engineering function structure, field services work function structure, future growth strategy….) and strategic recommendations allows a leading US IOU to fine tune its GTM strategy to tap opportunities and validate its business model/ plan and growth initiatives.
· Market potential assessment and recommendations for new chemical product development viz. component-mix, material-mix, production process, enhanced FST norms etc. aided chemical global major to develop and commercialize new product with end use applications in the global mass transportation industry.
· Market potential assessment and recommendations for tapping opportunities by country, by niche end-use segments assisted world’s leading insulation material producer in prioritizing geographic expansion in Europe.
· Market opportunity sizing and recommendations for upcoming niche product segments allowed world’s largest specialty builder material supplier to undertake product portfolio re-jig in North American markets.
Retail & FMCG
· Operations strategy design (viz. business model, business plan & ROI, technology platform, supply chain, operating metrics etc.) enables India based e-commerce food retail startup to crystalize initial investments, launch commercial operations and plan for Series A funding.
· Wholesale and retail trade market assessment and allied recommendations aided Europe’s leading cash and carry retailer to frame its new market entry strategy in Middle East markets.
· Market Segmentation for the Global Food Additive Industry
Publishing
· Strategic recommendations for product re-design and the allied pricing strategy, go-to-market strategy, sales approach and sales model enabled world’s leading energy publication to prioritize market share expansion in emerging economies.
· Strategic market assessment and product design recommendations aided the world’s largest business information provider to frame its market expansion strategy for Middle East.
· Market attractiveness assessment and recommendations for new market entry & customized event portfolio design (Security, Safety, Building Construction and IT Solutions) enabled one of Europe’s leading exhibition organizers to undertake cross border expansion in Asian markets.
Pharma/ Healthcare
Drugs
· Market potential assessment for API, Intermediates and Excipients in India & China and recommendations enabled one of the world’s largest drug manufacturers to prioritize product substitution pipeline/ alternative medicines in lieu of drugs going off patent.
· Market potential assessment and recommendations for market attractiveness for anti-coagulation drugs enabled global pharma major to prioritize market share expansion in emerging and CIVENT economies.
Diagnostics
· Competitive intelligence (viz. market entry modes and product launch strategy) and recommendations for optimal new market entry mode facilitated medical diagnostic global major to crystallize cross border expansion strategy in China.
Tertiary
· Competitive assessment of R&D structures and expenditures (at corporate, regional, country levels) assisted pharma global major to rejig its R&D spend and strategy viz. product innovation cycle and Rx to OTC switch timeline.
· Competitive assessment of innovation strategies enabled global pharma major to realign its consumer health care product portfolio across markets and consolidate market share.
Automotive
· Market potential assessment of R&D programs of global auto OEM’s & Tier 1’s, enables India based auto-component player to recast its product strategy and gain preferred supplier status with global OEM for all its future light weight material technology innovation vehicle development.
· Market potential benchmarking and recommendations for new market attractiveness allowed world’s largest electric charging station infrastructure provider to undertake market expansion in Asian markets.

KEY ACHIEVEMENTS


o Established operational ‘Centre of Excellence’ for Consulting and Data Analytics practices
o Championed growth; positioned Cheers as a preeminent force across the targeted client base - created data analytics and consulting capabilities from ground up; 35% (total sales), 25% (new clientele).

Analyse der Markt- / Wettbewerbsposition, Business Analysis, Business Development, Business Intelligence (BI), Business Model, Business Plan, Data Analyst, Knowledge Management, Market Access, Marktforschung / -analyse, Marktpotenzialanalyse, Projekt - Berichtswesen, Projektleitung / Teamleitung, Projektmanagement - Krisenmanagement, Projektmanagementberatung, Projektsteuerung (Projektcontrolling), Projektteambildung / -entwicklung, Proof of Concept (POC), Prozessberatung, Stärken- / Schwächenanalyse, Strategisches Marketing, Talentmanagement, Unternehmensanalyse, Unternehmensberatung

12/2007 – 12/2009

UVS Technologies, an Indo-Swiss start-up offering analytics & advisory, process management, services to global clients across sectors.

Head Operations - responsible for establishing Indo-Swiss Greenfield data analytics & business advisory venture. (from conceptualization to strategy planning, exploring potential growth opportunities and execution). Accountable for business growth & generating pipeline, P&L, financial management, designing services offerings, RFP/ RFQ/ client proposals, marketing, IT and HR. Reported to Board of Directors.

KEY RESPONSIBILITIES

o Stakeholder Expectation Management; built teams from scratch to 175+ for providing customized & syndicated research, BPO, IT solutions & recruitment outsourcing services; grew business from zero to INR240Mn.
o Financial management; delivered positive cash flow/ ROI within 14 months of incorporation, instead of the targeted 18 months.
o Client acquisition; built base of 23 firms (US & Europe) within 2 years in BSFI, manufacturing, automobile & telecom domains.
o KPO setup; acquired requisite approvals & licenses and ensured compliances with all statutory requirements.
o Transitioned 120 seats non-voice BPO processes for US mortgage industry and financial & non-financial data management; increased FTE count from 40 to 120 within 12 months and offshored 05 processes with auto-renewal every 3 years.
§ Responsible for preparing & finalizing business contracts for BPO processes including drafting MSA, SLA, SOWs and NDAs.
o Led team of professional researchers for delivering syndicated and customized market & competitive intelligence studies across domestic and international markets, verticals & industries; scaled-up team from 10 to 40 within 12 months of kick-starting operations.
o Stewarded company’s RPO initiative for European clients; outsourced talented & highly experienced manpower from India across various domains: doubled FTE count from 5 to 10 within 06 months of the process initiation along with auto renewal every 2 years.
o Designed, implemented & conducted periodic audits viz. systems & procedures along with reporting metrics for managing operations across all departments/ functions and levels; achieved zero non-compliance status with 03 months of operations commencement.
o Identified & selected 3rd party vendors for outsourcing contract assignments, infrastructure scale-up; engaged in negotiations and ensured delivery as per contractual obligations - accrued more than 30% savings viz. multiple vendor strategy for operations scale-up.
o Recruited manpower for all business streams; provided on going & skill set augmentation trainings viz. business needs.

KEY DELIVERABLES

Market Opportunity Assessment for CXOs at Global Majors Aiming to Expand Footprints in BRICS Markets
1. Bio-Diesel Industry in BRIC
2. Russia Mining Equipment Industry
3. ICT solutions for Utilities Sector in Central and Eastern Europe
4. Distribution Channels in Clothing Retail in Central and Eastern Europe
5. Building Materials Market in Russia
6. Building Materials Market in Ukraine
7. Indian Clinical Trial Industry
8. Indian IT Outsourcing Industry
9. Indian Retail Industry
10. Indian Infrastructure Construction Sector
11. Indian Residential Construction Sector
12. Indian Retail Industry
13. Indian Construction Industry
14. Indian Construction Equipment Industry
15. Indian Flexible Packaging Industry
16. e-Governance Potential in the Middle East
17. Market Segmentation Study for the Global Food Additive Industry
18. Market Analysis of the Global Alternative Payment Channel Industry
19. Mapping Prepaid Card Industry Potential in India

KEY ACHIEVEMENTS

o Successfully established UVS; Indo-Swiss data analytics & business advisory start-up venture - achieved breakeven in 14 instead of the planned 18 months, received deep appreciation from Board of Directors.

Business Intelligence (BI), Datenanalyse, Geschäftsfeldstrategie, Marktforschung / -analyse, Marktpotenzialanalyse, Insourcing, Outsourcing, Marktforschung