How to make Eastern Europe
An Engine of Growth for your business
Pragmatic answers to strategic challenges

              ...
Content

  Understand local buying behavior

  Assess local pricing conditions

  Assess the local skills market

  Identi...
Understand local buying behavior
  Your Challenge                Our Approach                Your Outcome




 • How are I...
Assess local pricing conditions
  Your Challenge                 Our Approach                    Your Outcome




 • What ...
Assess the local skills market
   Your Challenge                   Our Approach                    Your Outcome




 • Wha...
Identify and assess local and global competitors
  Your Challenge                Our Approach                    Your Outc...
Identify potential partners and acquisition targets
  Your Challenge              Our Approach                 Your Outcom...
Increase visibility and awareness
   Your Challenge                Our Approach                   Your Outcome




 • How ...
Select the right near-shore delivery locations and models
  Your Challenge                 Our Approach                You...
PAC’s portfolio
   PAC’s Reports   PAC’s Offerings      PAC’s Consulting Services

                   Customized
         ...
Who has
 PAC helped in
Eastern Europe?




                  Your business. Our focus.
About Pierre Audoin Consultants (PAC):

 PAC is a global market research and strategic consulting firm for the Software and...
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PAC: How To Make Eastern Europe An Engine Of Growth For Your Business

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PAC: How To Make Eastern Europe An Engine Of Growth For Your Business

  1. 1. How to make Eastern Europe An Engine of Growth for your business Pragmatic answers to strategic challenges Your business. Our focus.
  2. 2. Content Understand local buying behavior Assess local pricing conditions Assess the local skills market Identify and assess local and global competitors Identify potential partners and acquisition targets Increase visibility and awareness Select the right near-shore delivery locations and models PAC’s portfolio About Pierre Audoin Consultants (PAC) Your business. Our focus.
  3. 3. Understand local buying behavior Your Challenge Our Approach Your Outcome • How are IT-related • Locate the decision • Brief or detailed end-user decisions being made on makers within the users profiles (IT budget sizing the local level? and breakdown, tracking • Assess IT spending of IT projects and • How is IT purchased among habits, IT budgets and suppliers, IT strategy) local end-users? consumption, supplier inclination • Strategic workshop with • What do end-users value Q&A session and tactical and how do your recommendations competitors sell to them? Your business. Our focus.
  4. 4. Assess local pricing conditions Your Challenge Our Approach Your Outcome • What pricing models are • Analyze pricing levels • Breakdown of local used on the local market? (rates and trends), pricing market prices and their schemes, pricing models evolution • What pricing levels, margins and commercial • Benchmark pricing based • Qualitative competitive models (e.g. sub- on level of seniority and analysis evaluating contracting) are accepted? type of services pricing behavior • Compare pricing behavior • Strategic workshop with among suppliers Q&A session and tactical recommendations Your business. Our focus.
  5. 5. Assess the local skills market Your Challenge Our Approach Your Outcome • What is the quality and • Analyze the local • Breakdown of local market quantity of specific skills in educational system from skills and their evolution a designated market? a quantitative and • Measure the skills qualitative standpoint • How can you take resources (suppliers, advantage of the local • Evaluate existing skills by users, freelancers) competencies? seniority and technical • Strategic workshop with expertise Q&A session and tactical recommendations Your business. Our focus.
  6. 6. Identify and assess local and global competitors Your Challenge Our Approach Your Outcome • Who are the competitors • Define the competitive • Brief or detailed in your addressable ecosystem and identify competitive profiles markets (verticals/ main competitors (focus on strengths, topics)? weaknesses, strategy, • Analyze static and dynamic account penetration) • How do they differentiate positioning of selected and how do you position competitors and their value • Strategic workshop with yourself against them? proposition Q&A session and tactical recommendations Your business. Our focus.
  7. 7. Identify potential partners and acquisition targets Your Challenge Our Approach Your Outcome • Which local companies • Analyze your needs in • Long and short listing of meet your development terms of external sales/ potential partners strategy and partnering marketing/ delivery • Brief or detailed target expectation? support profiles • How can you take • Search for targets that • Strategic workshop with advantage of the local match your query Q&A session and tactical ISV ecosystem? recommendations • Setup of meetings and further negotiation support Your business. Our focus.
  8. 8. Increase visibility and awareness Your Challenge Our Approach Your Outcome • How can you improve • Understand your visibility • Promotional or your brand’s visibility on challenges and propose an educational white papers the local market or for a appropriate communication • Organize stand-alone or selected offering? tool (white paper, event, joint media events (press press release) • Should you promote a conferences, press product/ service or • Identify and select the releases, roundtables) engage with potential target audience (end-user with PAC’s participation local customers? market, media, etc.) and address them Your business. Our focus.
  9. 9. Select the right near-shore delivery locations and models Your Challenge Our Approach Your Outcome • Where are the best • Understand your • Country-by-country locations to set up near- requirements and needs comparison of various near- shore delivery centers? in terms of near-shore shore parameters capabilities • What locations and models • Qualitative analysis with a best fit your need in terms • Benchmarking and focus on your needs of near-shore delivery? assessment of selected • Strategic workshop with countries in the region Q&A session and tactical recommendations Your business. Our focus.
  10. 10. PAC’s portfolio PAC’s Reports PAC’s Offerings PAC’s Consulting Services Customized Market Analysis Sales Support Services Communication Services Target Definition Portfolio Analysis Company Analysis M&A/Partner Market Analysis Search Services Recommendations Implementation 100% Standard 100% Tailored Your business. Our focus.
  11. 11. Who has PAC helped in Eastern Europe? Your business. Our focus.
  12. 12. About Pierre Audoin Consultants (PAC): PAC is a global market research and strategic consulting firm for the Software and IT Services Industry (SITSI). PAC helps IT vendors, CIOs, consultancies and investment firms by delivering analysis and advice to address a range of growth, technology, financial and operational issues. Our 30+-year heritage in Europe – combined with our US presence and worldwide resources – forms the foundation of our ability to deliver in-depth knowledge of local IT markets, anywhere. We employ structured methodologies – undertaking thousands of annual face-to-face interviews on both the buy and sell side of the market, as well as a bottom-up, top-down approach – to leverage our research effectively. PAC publishes a wide range of off-the-shelf and customized market reports –including our best-selling SITSI® program – in addition to our suite of strategic consulting and market planning services. Over 160 professionals in 16 offices – across all continents – are delivering the insight that can make a difference to your business. For more information, please visit our website at www.pac-online.com Your Contacts: Eugen Schwab-Chesaru George Mironescu Partner & Managing Director Senior Consultant Eastern Europe Eastern Europe e.schwab@pac-online.com g.mironescu@pac-online.com Tel: +40 (0) 21 410 10 33 Tel: +40 (0) 21 410 75 82 Mob: +40 (0) 722 630 248 Mob: +40 (0) 722 612 431

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