20050707 How To Sell In Latin America Softex Jose Cusnir

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20050707 How To Sell In Latin America Softex Jose Cusnir

  1. 1. How to export to Latin America Jose Carlos Cusnir Rio de Janeiro - July 7, 2005
  2. 2. SOFTEX <ul><li>Non-profit organization </li></ul><ul><li>Around 1,300 software companies associated </li></ul><ul><li>Integrates government, academia and private companies efforts to support software and services competitiveness </li></ul><ul><li>Focus on business generation, quality, industry statistics and support to government policies </li></ul><ul><li>32 Offices , 23 Cities, 13 States </li></ul>Uberlândia Juiz de Fora Rio de Janeiro Campinas Curitiba Londrina Joinville São Paulo Fortaleza Campina Grande Recife Brasília Salvador Vitória Belo Horizonte São Carlos Blumenau Florianópolis Porto Alegre Maringá Pato Branco Petrópolis Belém
  3. 3. Latin America <ul><li>32 countries </li></ul><ul><li>GNP: US$ 2,000 B </li></ul><ul><li>Population: 500 millions </li></ul><ul><li>Income per capita: US$ 4.300/yr </li></ul>Mexico Peru Colombia Ecuador Chile Brasil Argentina Central America & Caribe Puerto Rico Bolivia Paraguay Uruguay Venezuela
  4. 4. South America Population Distribution per country 3 5 hab. Assuncion Paraguay 8.3 hab. La Paz Bolivia 15 hab. Santiago Chile 23.9 hab. Caracas Venezuela 27.4 hab. Lima Peru 42.8 hab. Bogotá Colombia 37.3 hab. Buenos Aires Argentina 178.8 hab. Brasilia Brazil 3.3 hab. Montevideo Uruguay Capital Total Population (millions) Country
  5. 5. South America Regional Comparion GDP GDP per country US$ Billion 4 Mexico – 676 US$B
  6. 6. South America Regional comparison Economic Indicators 5 - 3.5% US$ 8.1 Bolívia - 2.8 % US$ 8.8 Paraguay 4.5% 4.6 % US$ 40 Peru - 10.2 % US$ 13.3 Uruguay 5% 12% US$ 80 Venezuela 3.6% 3,4% US$ 79 Chile US$ 63 US$ 130 US$ 627 GDP US$ Billion (2004) 3.4 % 8.9% 4.9% GDP (2004) 3.6% Colombia 5% Argentina 4% Brazil GDP (E 2005) Country
  7. 7. LA Companies Exports (recent survey) Copyright 2004 by MBI – Mayer & Bunge Informática Ltda .
  8. 8. Key exports opportunities <ul><li>To multinationals (end user) </li></ul><ul><li>Thru multinationals (end user) </li></ul><ul><li>To multinationals (IT companies) </li></ul><ul><li>Thru multinationals (IT companies) </li></ul><ul><li>To Global Solution Providers </li></ul><ul><li>Thru Global Solution Providers </li></ul><ul><li>Country by country </li></ul>
  9. 9. Business Models <ul><li>Direct Investment </li></ul><ul><li>Alliances </li></ul><ul><li>Partnerships </li></ul><ul><li>Channels </li></ul><ul><li>Remote Operations </li></ul>
  10. 10. Hybrid Model for a Software and Service Provider <ul><li>Sales </li></ul><ul><li>Basic Configuration </li></ul><ul><li>Training Delivery </li></ul><ul><li>Account Management </li></ul><ul><li>1st Level Help Desk </li></ul><ul><li>Business Processes </li></ul><ul><li>System Requirements </li></ul><ul><li>Core & Third Party Data </li></ul><ul><li>Capacitation </li></ul><ul><li>System Customization </li></ul><ul><li>Data Loading </li></ul><ul><li>Training Development </li></ul><ul><li>Quality Assurance </li></ul><ul><li>Server Configuration and Operations </li></ul><ul><li>Product Support and Technical Resources </li></ul><ul><li>Sales Forecast </li></ul><ul><li>Customers Requirements </li></ul><ul><li>In Country Basic Project Management and Configuration Skill </li></ul>Brazilian Co. Local Channel Customer
  11. 11. Brazil Hub Example of Hub Architecture for a Latin America Operations Ecuador Venezuela Colombia Brazil
  12. 12. Site office located in Buenos Aires Argentina Hub Example of Hub Architecture for a Latin America Operations Chile Peru Argentina Uruguay Paraguay
  13. 13. Site office located in Mexico City Caribbean islands accessing through Panama Central America Puerto Rico Jamaica Mexico Panama All of the Central America Countries accessing Mexico Hub Mexico Hub Example of Hub Architecture for a Latin America Operations
  14. 14. Argentina Chile Ecuador
  15. 15. Industry Associations <ul><li>Mexico – AMITI – www.amiti.org.mx </li></ul><ul><li>Argentina – CESSI – www.cessi.org.ar </li></ul><ul><li>Chile – ACTI – www.acti.cl </li></ul><ul><li>Colombia – CCIT – www.ccit.org.co </li></ul><ul><li>Ecuador – Fedesoft – www.fedesoft.org </li></ul><ul><li>Peru – Apesoft – www.apesoft.org </li></ul><ul><li>Venezuela – Cavedatos – www.cavedatos.org.ve </li></ul>
  16. 16. To learn more about the companies participating in the export project, please visit our site www.softex.br Thank you! Jose C. Cusnir [email_address]

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