Презентация от събитието на IT STEPS на 11.09.2018

1. КАК ГОЛЕМИТЕ ИТ
КОМПАНИИ
ПРАВЯТ ПАРИ
IT STEPS - 11 SEPT 2018

2. SHORTLY ABOUT ME
TYPES OF TECH COMPANIES
THE TECH SECTOR IN BULGARIA
BIZ MODELS IN THE TECH
SECTOR
AGENDA
IT STEPS - 11 SEPT '18

3. YEARS
DOING B2B
SALES
YEARS
DOING B2B
TECH SALES
7 5 100+
TECH COMPANIES
HAD A MEETING
WITH
500+
TECH COMPANIES
SERVICED
ABOUT ME
IT STEPS - 11 SEPT '18

4. TECHNOLOGY SOLUTION PROVIDERS
IT SERVICE ORGANIZATIONS
TECHNOLOGY CONSULTANCIES
GIC (GLOBAL IN-HOUSE CENTERS)
PRODUCT COMPANIES
NON-TECHNICAL COMPANIES
TYPES OF IT COMPANIES
caff.coIT STEPS - 11 SEPT '18

5. Comprehensively handles the project needs of their clients from
concept to installation through support
studying the client's current infrastructure
evaluating their need
specifying mix of hardware and software to meet goals
install hardware and software at client's site
most times - it also includes ongoing services and support
1. TECH SOLUTION PROVIDERS
caff.coIT STEPS - 11 SEPT '18

6. DXC Technology
1. TECH SOLUTION PROVIDERS
caff.coIT STEPS - 11 SEPT '18

7. DXC Technology
1. TECH SOLUTION PROVIDERS
caff.coIT STEPS - 11 SEPT '18

8. VERTICALLY-FOCUSED COMPANIES - Fidelity National Internet
Services
1. TECH SOLUTION PROVIDERS
caff.coIT STEPS - 11 SEPT '18

9. BULGARIAN COMPANIES
1. TECH SOLUTION PROVIDERS
caff.coIT STEPS - 11 SEPT '18

10. COMPANIES THAT HAVE CONTRACT TO PROVIDE A CERTAIN
NUMBER OF PEOPLE TO PERFORM SPECIFIC TASKS
build, maintain, update and service client's software,
hardware and systems
outsourcing is standard for cost reduction
used to increase access to development resources
have to abide by very strict rules set by the clients
a client can use PM from the service company or their own
2. IT SERVICE ORGANIZATIONS
caff.coIT STEPS - 11 SEPT '18

11. FDM GROUP & FUJITSU
2. IT SERVICE ORGANIZATIONS
caff.coIT STEPS - 11 SEPT '18

12. HELPING COMPANIES SOLVE BUSINESS PROBLEMS BY
ADVISING THEM ABOUT TECHNOLOGY SOLUTIONS
define which is the best software solution based on specific
business needs
a mixture of software products, and sometimes hardware
Many IT Service companies are tech consultants and vice-versa
3. TECH CONSULTANCIES
caff.coIT STEPS - 11 SEPT '18

13. 3. TECH CONSULTANCIES
caff.coIT STEPS - 11 SEPT '18

14. 3. TECH CONSULTANCIES
caff.coIT STEPS - 11 SEPT '18

15. 3. TECH CONSULTANCIES IN BULGARIA
caff.coIT STEPS - 11 SEPT '18

16. OFFSHORE CENTERS THAT PERFORM DESIGNATED FUNCTIONS
FOR LARGE ORGANIZATIONS.
centers setup by a global organization to fulfill their IT needs
commonly done in countries with lower cost of labor and big
talent pool (Eastern Europe, India, South America)
seen not only in IT, but also in Finance & Accounting, Support,
etc.
strategic hub for IT and R&D/Engineering services
currently GIC accounts for 25% or world offshoring
4. GLOBAL IN-HOUSE CENTERS
caff.coIT STEPS - 11 SEPT '18

17. IT IS NOT NECESSARY NEGATIVE TO HAVE GIC
4. GLOBAL IN-HOUSE CENTERS
caff.coIT STEPS - 11 SEPT '18

18. 4. GLOBAL IN-HOUSE CENTERS IN BULGARIA
caff.coIT STEPS - 11 SEPT '18
PROJECT MODEL BOT
(BUILD, OPERATE,
TRANSFER) IN
2-5 YEARS

19. 4. GLOBAL IN-HOUSE CENTERS IN BULGARIA
caff.coIT STEPS - 11 SEPT '18
R&D Center for e-Payments and
e-Invoicing

20. 4. GLOBAL IN-HOUSE CENTERS IN INDIA
caff.coIT STEPS - 11 SEPT '18
business process, information technology and
knowledge process across Consumer Banking

21. COMPANIES PRODUCING THEIR OWN PRODUCT WHICH UNITES
BUSINESS KNOWLEDGE AND TECH EXPERTISE
develop software for business/corporate clients and end
customers (b2b and b2c)
gathering and package knowledge about specific
sector/business function
can be SaaS model or on-premise solution
SAP (for Business clients)
Adobe (both Business and consumer)
Microsoft (both business and consumer).
5. PRODUCT COMPANIES
caff.coIT STEPS - 11 SEPT '18

22. EXAMPLES WELL KNOW TO EVERYONE
5. PRODUCT COMPANIES
caff.coIT STEPS - 11 SEPT '18

23. EXAMPLES FROM BULGARIA
5. PRODUCT COMPANIES
caff.coIT STEPS - 11 SEPT '18

24. COMPANIES WITH THE MAIN FIELD OF OPERATIONS DIFFERENT
THAN IT, STILL USE IT SERVICES AND PRODUCTS
have their own departments and/or use IT Services
have sysadmins to manage their IT infrastructure
realize the need for technical solutions for digitization of their
business
can be from every sector (pharma, finance & banking, retail,
FMCG, manufacturing, etc.)
6. NON-TECH COMPANIES
caff.coIT STEPS - 11 SEPT '18

25. 3600 COMPANIES
14 000 BGN
GDP/CAPITA AVG
FOR BULGARIA
92 000 BGN
GDP/CAPITA AVG FOR
IT SECTOR IN BG
2.9K NET AVG
MONTHLY SALARY
4 TIMES ABOVE THE
AVG SALARY FOR
BULGARIA
25 000 IT
SPECIALISTS (8500
NEW POSITIONS IN
LAST 5 YEARS)
IT SECTOR IN BULGARIA IN NUMBERS
caff.coIT STEPS - 11 SEPT '18

26. FINDINGS WE MADE IN
OUT2BOUND
caff.co
GREAT SERVICE-ORIENTED
COMPANIES
AWESOME PRODUCT COMPANIES
WITH SPECIFIC NICHES
GROWING NUMBER OF SERVICE
COMPANIES TO DEVELOP
PRODUCTS

27. ON THE CONTRARY
IT STEPS - 11 SEPT '18
THE OUTSOURCING
CURSE
LACK OF ENOUGH HIGH-
QUALITY IT TALENT
LACK OF SALES SKILLS
AND MENTALITY

28. BIZ MODELS IN IT
SERVICES
caff.co
FIXED PROJECTS
TIME AND MATERIAL
DEDICATED TEAM

29. BIZ MODELS IN IT
PRODUCTS
caff.co
LICENSE FEES THROUGH
SUBSCRIPTION MODEL (PER USER)
ONE-TIME PAYMENT LICENSES
+ADDITIONAL SUPPORT
+SET UP FEES
ADVERTISING

30. LET ME
KNOW WHAT
YOU THINK
IN/zdravko-zdravkov
zdravko@out2bound.com
IT STEPS - 11 SEPT '18