Senior Consultant
Channelizing organizations efforts in transformation & growth"
Arun has experience across Industry sectors in business planning, Strategy execution, turnaround of organization, Go-to- market & Account management, building up governance & data flow models (With MIS reporting), setting up leadership office, program management and complete cycle and ownership of strategic formulation & execution.
Organization turn around:
• He was responsible for Office of Strategic management
• Breaking down organizational vision, mission statement into organizational Objective, goal, KPI & Target.
• On the other side made strategic plans to achieve these targets (Plan is a simple organizational project plan made of Action items, Timeline, Budget, Resources, RASCI matrix for actions)
• As a next step, removed conflicting KPI’s using a strategic canvas, which could lead organization in different directions.
• Prioritize the KPI’s based on impact created so to focus on top KPI.
• Building up corporate governance models to execute the plan till achievement in timeline.
"Go-To-Market Strategy:"
Creation of Go-To-Market & Account management strategy for cyber security products to Public Sector organizations in India
• Clearly defined the market (Who are the customers)
• Understood who the customers were in this segment (Organization, Likely budget, features that's necessary, any legal requirement, pain points)
• Split into 3 groups of focus with 1st category with top spending
• He looked into the portfolio of offerings & matched it with customer requirements
• Either developed or on-boarded for missing pieces of requirements
• Created the value proposition (Competitive advantage): Why customers may choose the brand over others, How the brand was going to position its offerings, The USP: unreplaceable feature that customer wants)
• Messaging: How to communicate to customers. How could the brand make its customer experience a trial version of its products. Could they have any honorary product that did not cost the, but that the customer really needed (Giving an opportunity to regularly communicate with decision makers)
• Defined the pricing
• Set targets for market share & revenue, Look for recurring sources of revenue
• Made the team structure
• Budgeted the cost. Look for other services that could fund this team
• Timeline for revenue growth
• Faced the market, started communicating with customer & executed the plan.