hugo's talk at outsource people minsk 2016
TRANSCRIPT
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Outsourcing in the midmarket:
Life outside the mega-deals
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1.About Hugo2.Selling in the EU3.Delivering value4.Distributed Agile Path
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About Hugo
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2004: TRIP TO INDIA
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bridge-global.com
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2008
INDIA
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Ekipa.co
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Ekipa.co/ebooks
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Ekipa.co/academy
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The European MarketSelling in
the EU
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Market segments
ISV ‘s Solutions providers
End Client
s
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ISV’s: Eastern Europe, dedicated teams
ISV’sEastern Europe
Dedicated teams
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SSV’s: everywhere, project based
Solutions providers
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End clients
Small & Startups
SME
Enterprise
TCS, Infosys, hcl, wipro > India
providers > local (40-200 people)
Freelancers, small firms > global
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Choosing a
Country
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Growth started again
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Relationships
Locals
HOW vs WHAT
EUclients want...
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HollandLong term relations
Openness
Fierce competition
Small firmsIT / outsourcing
‘groups’
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Germany
Long term
relations
We want Germans
No dominant competitionHidden champions
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Sweden
No dominant competition
Small market
High rates
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How to reach out?
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Stand out
Bring something ‘wow’Differenti
ate
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Sell innovation, value,
improvement
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Get close
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Delivering value
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India 1.0: providing ‘hands’
outsourcing 1.0
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India 2.0: providing ‘solutions’
outsourcing 2.0
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India 3.0: providing ‘innovation’outsourcing
3.0
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Changing your
service model
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Local offices
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Local delivery
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Value: from ‘hands’ towards ‘innovation’
Local offices
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Organization: from ‘black box’ towards ‘agile collaboration’
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Tele 2 case
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Distributed Agile path
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Marketing & Sales Strategy
Culture& CommunicationDelivery
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Agile
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Step by step processes
Letting go of...
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Enabling
Customer intimacy
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Let teams figure out stuff
Team = client + you
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Strategy: re-design your business
Business model canvas
Business model canvas
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28-29-30 April, 6-8 pm EET
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The culture map
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Agile collaboration: distributed team canvasThe Distributed team canvas
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15 & 20 April, 11-12.30 EET
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Pitfalls
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Pitfall 1: The black box
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Pitfall 2: customer service
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Pitfall 3: heels in the sand
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Pro activityPitfall 4