ZS Associates Europe at a Glance

Uppers

  • "The leaders really care about people and culture—long term outlook."
  • "Flexibility."
  • "Great people, sometimes interesting projects."

Downers

  • "Time spent working."
  • "Work can get repetitive."
  • "Lack of one-to-one mentoring."

The Buzz

  • "Very good in pharma."
  • "Pricing and market access."
  • "One trick pony (sales force excellence)."
  • "Rigorous."

About ZS Associates Europe

ZS Associates is a global management consulting firm specializing in sales and marketing consulting. Founded in 1983 by Kellogg School of Management marketing professors Andris A. Zoltners and Prabhakant Sinha, the firm now employs more than 4,000 professionals who offer sales and marketing strategy and implementation, operations and technology consulting advice out of ZS' 22 offices in the Americas, Asia and Europe. 

While it has served more than 700 companies since its founding, ZS Associates is no fly-by-night operation; indeed, the firm still counts its first client from 1983 as a client today. In fact, most of its business comes from returning clients, who appreciate ZS Associates' niche services. Most are Global 500 companies, although the firm does work with a number of midmarket, small and startup companies, hailing from a range of industries. While 90 percent of ZS' clients work in the pharmaceuticals, biotechnology, and medical products and services space, the rest hail from the high tech, energy, telecommunications, transportation, consumer products and financial services sectors. 

Helping clients move forward

The firm's core capabilities are in marketing, sales, and operations. The marketing practice area works with clients to help them understand and develop the capabilities they need to commercialize a new product or service, and to improve the performance of their existing products and services. ZS' offerings include assistance with forecasting (anticipate customer demand), customer insights (know your customer), segmentation (divide and conquer your customers), value proposition (look good for your customer), marketing mix (reach your customer in multiple ways), and marketing performance measurement and optimization (give customers what they want, when they want it). 

The sales practice area complements the marketing practice, working with clients to design, implement and manage their sales infrastructure, all in an effort to maximize clients' sales effectiveness. Services include go-to-market strategy and sales channel development (how will you sell your product?), sales force design (who will sell your product?), sales force effectiveness (how good are they at selling it?), customer targeting (who will buy your product?), territory management (where will you sell your product?), sales compensation (how will you motivate employees to keep selling your product?), and sales performance management (who is selling how much?). 

Finally, the operations and technology segment provides the left-brain analytical side to sales and marketing. The firm has long been a leader in the use of data to drive commercial strategy-its insights in the field go back fully 30 years (see below). As the volume of data continues to grow, and is increasingly being recognized as a critical business issue by clients, ZS has a range of solutions for clients-from services such as data science support and business intelligence solutions to mobile technology services and software tools for developing cost-effective sales and marketing operations. The firm also provides analytics process outsourcing services through its ARTIS™ solution, either on an ongoing or temporary basis, to clients to help them focus on their core business.

 

A sweet suite

ZS Associates began developing sales- and marketing-specific software in 1983, with the creation of the first personal computer-aided territory mapping system. By 2008, it had created 12 standalone software products, which were then integrated as one unified sales and marketing software platform: the Javelin software suite. 

The suite includes three core modules: the "sales planning and execution" module helps design smarter, more profitable sales territories and keep them optimized in the changing market, as well as perfecting sales plans from the field and helping reps manage their accounts with precision. The "incentive compensation" module helps clients to automate sales compensation calculations, establish fair and motivating sales goals, refine them at a local level and systematically define objectives across all levels of sales. Finally, a separate module helps integrate the Javelin suite with existing data systems. 

A class act

Throughout the years, ZS Associates has kept up its ties with the Kellogg School of Management-where Zoltners is a Professor Emeritus, having taught at the school for years-as well as with the Indian School of Business, where Sinha teaches courses on sales force effectiveness. The firm-including its co-founders-offers executive education courses at these and other business schools on sales force performance, sales force incentive planning and other special executive-level programs.

 

IN THE NEWS 

May 2016

Principal named to Consulting Top 25

Consulting Magazine named ZS' Rohan Fernando to its "Top 25 Consultants" list. Fernando, a principal in the Philadelphia, Pennsylvania office, was recognized for excellence in leadership. Having joined ZS in 1996, Fernando currently leads the firm's global business consulting group, where he works to integrate capabilities from across the firm and advance ZS's advisory, analytics, data science and customer insights work. Before taking on his current role, Fernando served as regional managing principal for ZS in Asia over the past four years, where he launched the firm's Singapore office and oversaw an expansion of its presence in India. He is an expert in health care commercialization strategy, mergers and product launch. 

May 2016 

ZS receives Creative App accolades from Anaplan

Anaplan, the planning cloud for sales, finance, operations and human resources, presented ZS the Creative App award during its Hub16 user conference. The award recognizes applications that are driving planning transformations at businesses around the globe. The award-winning Incentive Compensation Health Check app helps companies assess performance and effectiveness of their sales compensation plans based on criteria including fairness, accuracy and motivation.

February 2016

ZS' Latest Book Raises Bar for Sales Incentives Innovation

ZS Principals Chad Albrecht and Steve Marley, sales compensation experts in the firm's Chicago, Illinois office, released "The Future of Sales Compensation." The book explores the ongoing debate over drivers of sales force motivation and the importance of intrinsic (e.g., autonomy, flexible work hours) versus extrinsic (e.g., cash) incentives. The authors analyze both sides of the debate, citing the latest research and implications for the future. Additionally, the authors equip sales compensation leaders with groundbreaking ideas to help them create, implement and manage best-in-class sales incentive plans in the years to come.

January 2016 

ZS named a top analytics solution provider for pharma and life sciences

Pharma Tech Outlook recently named ZS as one of the top analytics solution providers in the pharmaceutical and life sciences industries. Compiled by a panel of CEOs, CIOs, VCs, analysts and the magazine's editorial board, the Top 10 Analytics Solution Providers for the Pharma and Life Sciences Industry list for 2016 recognizes the leading providers in the U.S.

October 2015

Consulting Magazine accolades

Consulting  Magazine named ZS' Maria Whitman to its "2015 Top Women Leaders in Consulting" list. Whitman joined ZS in 2005 and leads ZS's oncology and specialty therapeutics practice as well as serving as managing principal of the Philadelphia, Pennsylvania office. Recognized as a dynamic, hands-on leader, Whitman has grown revenues for the practice more than 40 percent since assuming leadership in 2014. Further, ZS now assists in more than half of all new oncology product launches today. 

August 2015

ZS opens Singapore office

ZS's new Singapore office is its fifth location in Asia and 22nd worldwide. "Singapore has become a hotbed for multinational health care companies, and we've helped many of these firms - and their affiliates - address unique sales and marketing challenges for several years now," said ZS Managing Director Chris Wright. "The investment in our new location builds on our strategic success and allows us to be closer and better positioned to help companies in Singapore and the Asia-Pacific region." ZS Principal Mazen Zahlan will lead the Singapore office. Zahlan previously worked in the firm's Princeton, New Jersey, office.

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ZS Associates Europe

1800 Sherman Avenue, 7th Floor
Evanston, IL 60201
Phone: (847) 492-3600
Fax: (847) 864-6280

Stats

  • Employer Type: Private
  • Managing Director: Chris Wright
  • Founding Directors: Andris Zoltners & Prabhakant Sinha
  • 2016 Employees: 4,450

  • Employment Contact
    www.zsassociates.com/careers Email: careers@zsassociates.com

  • Major Departments & Practices
    Marketing
    Business Development & Licensing
    Business Intelligence & Technology
    Contract Operations
    Customer Experience
    Customer Insights
    Customer Segmentation
    Customer Decision Journey
    Customer-Centric Marketing
    Forecasting
    Consumer & Patient Marketing
    Managed Care
    Market Access & Pricing
    Marketing Mix
    Marketing Performance Measurement and Optimization
    Pipeline Strategy
    Product Launch
    Value Proposition
     
    Sales
    Business Intelligence & Technology
    Customer Targeting & Activity Planning
    Go-to-Market Strategy & Transformation
    Sales Channel Strategy & Management
    Sales Compensation
    Sales Force Design
    Sales Force Effectiveness
    Territory Management
     
    Sales & Marketing Operations and Technology
    Analytics Process Outsourcing
    Data Scientist Services
    Information Management and Reporting Administration
    Mobility Services
    Sales Compensation Administration
    Territory & Account Planning Administration

Major Office Locations

  • Evanston, IL
  • Boston
  • Chicago
  • Los Angeles
  • New York
  • Philadelphia
  • Princeton
  • San Diego
  • San Francisco
  • Toronto

  • Barcelona
  • Frankfurt
  • London
  • Milan
  • New Delhi
  • Paris
  • Pune
  • Shanghai
  • Tokyo
  • Zurich
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