Kushan helps B2B technology companies and telecommunications operators use the power of advanced analytics to optimize their commercial productivity. This includes transaction pricing, salesforce enablement, and cross-selling. He has also done extensive commercial productivity work in the semiconductors sector.
Examples of Kushan’s recent client projects include the following:
- working with leading wireless operators across both B2B and B2C to set up an end-to-end base management organization for prepaid and postpaid customers, reducing churn by 15 percent over 5 quarters
- developing transactional pricing engines for technology companies to optimize discount levels by customer microsegments, boosting sales returns by 3 to 5 percent
- piloting lead management and prioritization tools at telecommunication companies to accelerate revenue growth, resulting in a 30 percent higher rate of conversion
- working with leading technology advertisers to optimize deployment of acquisition and retention spend, with a typical impact of 10 to 15 percent spend reduction
Kushan, who has been with McKinsey for a decade, has been widely published in forums such as Ad Age, Forbes, Harvard Business Review online, and the Economist online.