Case Study

ZS was identifying technology opportunities for clients and watching competitors deliver them. The firm had no low-code capability, leaving revenue on the table at accounts where ZS already held trusted relationships. As enterprise IT accelerated adoption of Microsoft Power Platform, the gap was becoming a competitive liability.

Company & Position

ZS Associates, Partner (2017–2024)

Details

The low-code market was projected to reach $21B by 2022, growing at roughly 40% annually. The opportunity was in the niche: pharma commercial operations, field enablement, and companion applications that extend CRM platforms — work generic IT shops couldn’t replicate because they didn’t understand the domain.

Actions

• Built the business case and assembled a founding team combining UX design, business analysis, and solution architecture from existing capabilities across the Business Technology practice.
• Positioned the offering as domain-specific — not generic app development, but solutions built on ZS’s 30 years of pharma commercial expertise.
• Established a crawl-walk-run commercialization plan; secured initial client engagements as proof points.

Outcome & Impact

• Power Platform practice grew to $4M in annual revenue in the first year.
• Delivered solutions clients couldn’t source from generic IT vendors — won on domain expertise, not price.
• ZS’s position in the low-code market established; new revenue stream created within the Business Technology practice.