Lochan Surana

• Creating actionable insights based on research & analysis for account directors, marketing & strategy teams
• Enabling Global Sales Team to sell better by preparing customer analysis (product/industry/company battle card and value proposition for client), industry use cases, product intelligence matrix, bid-support documents for MNC customers
• Working in collaboration with account teams to conduct customer workshops and give presentations to customer decision makers/executives by building relevant stories for different accounts
• Identifying gaps and challenges of the client accounts and mapping them against potential opportunities/product portfolio (Cloud, Security, Network, digital workplace) of the client to win the bid with that account
• Working with Portfolio Team to build competitor analysis/dashboards covering the span of BT products
• Analyze data to identify trends & create actionable insights
• Supporting the Strategy Team with strategic insights/framework to win collaterals & establish long-term aspirations of the organization
• Supported the launch of Cloud Control for FS – a Financial Services Cloud Proposition by working with Product, Strategy & Marketing Teams
• Supporting the proposition of tracking D&I in Supply Chain to the executive board members
• Insights for Campaigns - Future of Work & building value proposition for 5G in Financial Services
• Working on the implementation of Agile Principles in the team & supporting as an agile coach
• Managing a team of 5 professionals along with mentoring & training new recruits
• Managing internal team pipelines, deliverables & implementing agile methodologies to enable a smooth flow of processes, foster collaboration & empower teams with unparalleled flexibility

• Worked for one of the leading global telecom players as a client for its banking and financial services vertical
• The job role includes creating industry profiles, technology outlook, building use cases, customer success model, competitive battlecards, vendor benchmarking, and personalized account strategies Identified gaps and challenges of the client accounts and mapping them against potential opportunities/product portfolio of the client to win the bid with that account
• Analysed Client’s Sales Model against various competitors & partners to suggest a new sales framework that will position it as a strong player against the competition
• Conducted various types of research in the domain of telecom that includes analyzing primary data to identify key trends and insights, providing recommendations and implications within the context of the client's research/business objectives and their competitive environment
• Worked on projects that include deciding market strategies, market landscapes and segmentation, product positioning, & emerging opportunities for specific client portfolio products/product segment and industry overall
• Directly working with client on regular client calls and management of client project pipelines
• Sales Enablement through identification of opportunities & improved sales pitch in selected accounts through various market triggers
• Helped in building training plan for people within the team for enhanced learning and development

• Conducted Secondary Research for the clients in the domain of Healthcare, Energy and Utilities and Robotic Process Automation across different geographies
• RPA POC (Point of Contact) at the organization for all geographies
• Conducted various types of research in the domain of RPA including benchmarks, methodologies, governance model, cognitive technologies, etc
• Created a survey (including creation of question) for Finance Transformation, which was used by the UK Protiviti team for its clients
• Helped in the onboarding process and training of new people in the organization to for better learning of the KPIs

Some of the key projects include:

• Analysis of the ACA scenario after trump got elected
• Research for application of RPA in Healthcare
• Operations Research for RPA COE design and framework
• Research on Chatbots and their implementation to improve customer experience
• Research on OCR and RPA amalgamation