About Kushan

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.

Published work

What’s ahead for food processing and handling?,” McKinsey & Company, May 2018

Graphene: The next S-curve for semiconductors?,” McKinsey & Company, April 2018

Reducing churn in telecom through advanced analytics,” McKinsey & Company, December 2017

Five ways to get more from digital advertising,” McKinsey & Company, November 2014

Is sports sponsorship worth it? ,” McKinsey & Company, June 2014

Education

INSEAD
MBA, corporate finance

Massachusetts Institute of Technology
MS; BS, electrical engineering