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Kushan Surana

Partner, New York
With a focus on commercial optimization through advanced analytics techniques, works with leading technology and telecommunications clients in North America

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

The B2B analytics playbook: Capturing unrealized potential in telcos,” McKinsey & Company, March 2019

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