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