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Nitin Kumar

  • Senior Managing Director
  • T: +1 646 202 3166
  • F: +1 212 841 9350
Office
    • 50 California Street
    • Suite 1900
    • San Francisco, CA, 94111
    • United States
    • T: +1 415 283 4200
    • F: +1 415 293 4496
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Nitin Kumar is a Senior Managing Director at FTI Consulting and is based in San Francisco. Mr. Kumar is a member of the Telecom, Media and Technology practice.

Mr. Kumar’s areas of expertise focus on the entire deal continuum ranging from M&A and divestiture strategy, pre-deal due diligence (commercial, customer, operational and IT), merger integration, divestiture separation and post-deal performance improvement.

Although Mr. Kumar has led consolidation mergers focused on realizing cost synergies from back office functions such as IT, HR and finance, his core area of expertise is around driving revenue growth by unlocking value from functions such as sales, marketing, service, pricing and customer experience. He advises executives in technology, media and telecom sectors during times of rapid changes, including adapting to disruption and designing new business models.

Prior to joining FTI Consulting, Mr. Kumar worked at PwC and Deloitte where he led several M&A, operational performance improvement and revenue growth projects. Mr. Kumar has significant global experience serving clients across North America, Europe, Asia and Africa. He is also a well-known speaker, author and thought leader with international recognition.

Mr. Kumar’s past experience include developing the divestiture strategy for a global technology company through portfolio assessment, core analysis, growth potential and exit options evaluation, creating around $30 billion in shareholder value.

Mr. Kumar has led more than 50 M&A integrations, focusing on business model enhancement and revenue synergies through optimization of brand, customer segments, products, channels and pricing. Additionally, he has led more than 100 customer, IT, operational and commercial due diligences in order to harness cost and revenue synergies during adjacency and new business model acquisitions.

Mr. Kumar designed and executed multiple wargames and simulations for technology clients focused on integration strategy validation and revenue synergy execution, with scenarios including competitor moves, talent defection, pricing timelines, brand positioning and channel partner engagement. He also led the technology enabled digital transformation for a global media company, managing aspects from customer strategy, sales force, marketing, organization, pricing, service and organization, ultimately creating $90 million in growth through digital services across 18 months.

In the sales force effectiveness area focused on business model alignment such as digital, SaaS and IoT, Mr. Kumar has led more than 10 projects with typical areas of focus spanning from sales model design, channel structure, territory alignment, sales training, pipeline conversion, new customer penetration, incentive alignment, organization design, improved linkages with marketing and service functions.

Mr. Kumar has led go-to-market SaaS transformation for a traditional licensing company driving changes within sales, marketing, customer service, customer experience, incentives, organization design and change management focused on customer adoption of the SaaS offering. He also managed the transformation of customer service for an education technology client with focus on customer retention, new customer acquisition and tiered service model, where he helped reduce customer churn by 18% in the first six months.

Mr. Kumar led the merger integration of a technology semiconductor company across Europe (Netherlands/Germany) and North America establishing a new operating model with focus on process improvement, organization design, enhanced customer experience and asset consolidation.

Mr. Kumar received his Bachelor of Technology in Mechanical Engineering from the University of Kerala, India and has completed the Leading Professional Service Firms program from Harvard Business School. He is a Certified M&A Advisor, a Chartered M&A Professional, a Certified Due Diligence Professional, a Certified Management Consultant, a Certified International Turnaround Manager and a Certified Project Management Professional.

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