From Trust to Transformation: How QBurst’s Leaders Are Shaping the Future of Digital Innovation in Japan
Following BMES’ successful partnership with QBurst, placing Ushin Rai as Vice President & Head of Sales for Japan, BMES SVP & Director, Avinash Tiwari sat down with Ushin, CEO, Arun ‘Rak’ Ramchandran, and Sunil Kumar Palakandathil, VP, Head – APAC & Japan, to explore the company’s story and expansion in the region.
A global digital solutions provider, QBurst helps organizations accelerate transformation through data, design, and technology. The company’s mission is to empower clients with innovative, scalable solutions that drive measurable business impact.
In this candid conversation, the three leaders share how QBurst built one of the most trusted technology partnerships in the region, what makes the market so unique, and how a shared commitment to collaboration, innovation, and agility continues to shape the company’s next phase of growth.
From Rak’s regional perspective to Sunil’s decade of local experience and Ushin’s fresh leadership vision, this discussion offers a rare glimpse into how global strategy and local insight come together to drive lasting success.
Avi: First of all, thank you for meeting with us. We’re very excited to have partnered with you and QBurst on this journey of expansion and growth. Congratulations again on welcoming Ushin to the team. Rak, you’ve now been with the company as CEO for about six months. What were your first impressions of QBurst before joining, and how has your perspective evolved since becoming part of the company and its culture?
Rak: Thank you, Avi, and thank you for your collaboration. I also want to thank you for helping us find the right leader for our sales efforts in Japan. It’s great to have Ushin on board, and we’re glad the process moved quickly so we could refocus our energy on growth.
The past six months have been phenomenal. Japan really is the crown jewel in our client portfolio. We have some of our best clients and projects here, and a lot of that success comes down to Sunil and the local team. Their dedication and relationships have been central to our growth. Japan continues to play a defining role in QBurst’s global success and our ongoing journey of innovation and expansion.
Avi: What makes QBurst stand out for clients and what’s your key differentiator?
Rak: When I joined, I knew QBurst had a deep bench of technology and a client-focused culture. But I’ve been amazed by how strong that is, the love for technology, the commitment to client success, and the ability to deliver without compromise. In six months, I haven’t seen any major client escalations, which speaks to the quality of our people and our work. Our team is highly engaged and passionate. We’re also now packaging our deep AI maturity into a framework we call High AIQ—built on foundation, application, and impact layers. It’s not just about skills or technology, but about mindset and the impact we create for clients and industries.
Avi: Has AI been a major topic in your client conversations? And when you compare the US and Japan, what differences do you see in how customers understand and adopt AI?
Rak: Almost every client conversation now touches on AI. Coming from my previous role leading the AI unit at Hexaware, I’ve been truly impressed by the level of maturity here. The Japanese market is quite different from the US. It places a higher premium on interfaces and digital experiences. While AI adoption may still be catching up, it’s already influencing both enterprises and consumers in distinct ways:
The first being, how AI is used to deliver services and solutions from a technology perspective. Secondly, how it helps solve business problems, and finally, how humans interact with technology and AI.
Japan, in my view, is more advanced in that third area, the human-technology interface. You can see this in the prevalence of luxury brands and the kind of work we do with them, which is quite unique compared to what I’ve seen in the US. The same is true of the widespread use of mini apps, the Line ecosystem, and sophisticated loyalty management programs. The visually rich, design-focused digital experiences here continue to evolve rapidly.
So, for us, the key is to appreciate that strength, building interfaces and digital experiences while ensuring that AI powers the engineering and data solutions behind them. That combination is one of the defining strengths of the Japanese market, and our goal is to bring those capabilities together seamlessly.
Avi: Where does Japan fit into QBurst’s global organization? You’ve described Japan as the crown jewel of the company, but where exactly does it stand today, and where do you see it heading over the next three to five years with Ushin and Sunil leading the team?
Rak: As I mentioned, Japan truly is our crown jewel. We’re in a fortunate position where this market contributes about one-third of our overall revenue, and we expect that proportion to remain steady as we grow. Our ambition is to achieve 20 to 25 percent CAGR over the next four to five years and reach a billion-dollar valuation, both organically and through selective acquisitions.
We’re also exploring potential acquisitions in Japan, particularly in niche areas such as digital experience, design, technology, data, and AI. If there are smaller, specialized firms in these segments, we’re very open to exploring partnerships. The Japanese market is also strategically important because it helps de-risk our global portfolio. It provides balance against shifts in the US and Western Europe, whether those involve regulatory changes, service taxes, or broader questions around technology spending and the so-called AI bubble.
With Japan, the Middle East, and South Africa in our portfolio, we’re well-positioned with a more diversified and resilient global base compared to an over-reliance on the US market. We also have a well-formulated strategy that we’ve been executing steadily, but now, with Ushin joining us, our ability to deliver on it increases significantly. Execution requires deep local knowledge, understanding business nuances, decision-making styles, and client expectations, and Ushin brings all of that with his 30 years of experience at IBM and Wipro. Combined with Sunil, and our local team, we’re confident in our ability to not just execute deals but to generate demand, identify the right opportunities, and engage with key decision-makers.
Japan has enormous potential. The technology spend is significant, and while we may not be large, we’re extremely agile. We have strong technology talent and a genuine passion for delivering value to our clients, and we’re confident that increasingly, clients will see that in the years to come.
Avi: Sunil, you’ve been one of the longest-standing pillars of the organization, having spent many years building QBurst’s presence here in Japan. You’ve shared before how you first became part of the company, but tell us, what do you think has made QBurst so successful in Japan?
Sunil: It has been about ten years since we started working with Japanese clients, and during that time we have developed a deep understanding of the culture and how to build trust here. As Rak mentioned, our offshore tech team plays a huge role in that success. They are incredibly skilled and dedicated, which has helped us grow consistently.
Flexibility and cost advantage have also been major factors in that growth. At one point, Japan contributed nearly half of QBurst’s global revenue. That early success opened doors to new clients in other regions, and while things are more balanced now, Japan’s contribution has been central to our story.
What is truly remarkable is how we reached this level of maturity and revenue without even having a formal sales team. Everything has been organic, built on reputation and client referrals. Ushin is actually our first dedicated sales leader in Japan, which speaks volumes about the foundation we already have. Of course, that also brings some pressure, but it is a great opportunity. The relationships, trust, and credibility are already here. The potential is enormous.
Avi: That’s very impressive. How would you describe QBurst’s culture in Japan compared to other regions?
Sunil: Our culture here is very open and international. There is no rigid hierarchy, and anyone can talk to anyone. It is the same throughout QBurst globally. We have a lean structure, and while project execution is disciplined, the environment is very friendly and energetic. The team is young, diverse, and full of enthusiasm. We have people from many countries, which brings a great mix of ideas and perspectives.
You probably noticed that even during the screening process, it is not easy to join QBurst. We have very high standards when it comes to hiring, and that has been a big part of our success.
Avi: How does QBurst support employees locally in terms of growth, collaboration, and connection with global teams?
Sunil: There are a lot of learning opportunities here. We are always experimenting with new technologies, building proof-of-concepts, and presenting them to clients. Everyone is encouraged to try new things and learn continuously.
For young professionals especially, QBurst offers something unique. In traditional Japanese companies, it can take years before you get to interact with clients or take responsibility for major projects. Here, even people with three or four years of experience are already working directly with enterprise clients. That level of exposure and trust at such an early stage is rare in Japan.
Our offshore team provides strong technical support, and together with our local team’s understanding of the market, it creates a great environment for professional growth. The energy, openness, and opportunities here are what make QBurst special.
Avi: Ushin-San, congratulations again on joining QBurst! What inspired you to take on this role?
Ushin: Thank you. After more than 30 years in the industry, I wanted to join a company with real momentum. QBurst already has the right talent and structure. It feels like joining a marathon at the thirtieth kilometer, not the start. The team’s energy, diversity, and average age, (around 32) show just how dynamic the organization is. That mix gives me great confidence as we build our presence in Japan.
Avi: As QBurst continues to grow in Japan, what kind of talent and skills will be most important for the next stage of expansion?
Sunil: Our focus areas right now are retail, healthcare, and manufacturing, but the potential goes far beyond those industries. We’re looking for professionals who not only bring technical expertise but also understand these sectors deeply. The opportunity in Japan is huge, and we’ve built a strong foundation of trust over the past decade. Now it’s about scaling that further and finding people who can help us do it.
Rak: Yes, and in addition to industry expertise, we’re especially looking for bilingual professionals who can connect both worlds—clients and delivery teams. That local bridge is key to scaling effectively in Japan. Execution has never been a challenge for us; our teams know how to deliver. What we need now are more people who can open doors, engage clients, and translate that delivery excellence into new opportunities.
Ushin: Exactly. It’s not only about language but about understanding the client’s mindset and reading between the lines. The ability to sense unspoken expectations and anticipate needs. That’s what builds real trust in Japan, and it’s what will continue to set us apart.
Avi: That connection between trust, performance, and culture seems to be a consistent theme. Rak, what values define QBurst as a company, and how do those values show up day to day?
Rak: At our core, QBurst is built on collaboration. It’s a deeply team-oriented culture, it’s open, flat, and merit-based. People work closely with one another, communicate freely, and take ownership of results. That creates an entrepreneurial spirit across the company.
The founders instilled a strong sense of integrity and accountability early on, and those values continue to define us. As we evolve under private equity ownership, we’re complementing that foundation with a sharper focus on performance, discipline, and measurable outcomes. The goal is to match our culture of collaboration with the operational rigor needed to sustain market-leading growth.
We’re not aiming for ordinary growth; we’re aiming to outperform the market. The scale of our ambition is much higher now. We’re building on what already makes QBurst strong, our people, our culture, and our reputation for quality, and taking it to the next level.
Avi: That’s a great perspective, and it really ties everything together, the culture, the growth, and the vision for the future.
Rak: Thank you, Avi. It’s been a real pleasure to reflect on this journey with you.
Avi: And we look forward to seeing what comes next. Congratulations again to all of you.
Written By
Lana Bowman
Marketing Manager