Презентація Lviv Freelance Forum 2015 Autumn

1. How to sell innovations on the
global markets
Olena Zanichkovska, Head of ELEKS Digital, PhD
eleks.com

2. About me
➔ 10+ years in IT;
➔ 5+ years in Business Development;
➔ 1+ mln. USD contracts closure;
➔ 40+ projects conducted;
➔ Product Manager, Digital;
➔ PhD in Management

3. Ukrainian outsourcing: time machine

4. Year 2000:
➔ significant labour pool;
➔ few companies with local sales;
➔ low rates

5. What changed in 10 years?

6. Year 2010:
➔ competition on the labour pool;
➔ high rates;
➔ the same value for customers

7. What does it mean for Companies?

8. Price is not more a competitive
advantage on a global market. Value and
innovations are.

9. But how can we sell in the new world?

10. 3 levels of changes:
➔ sales
➔ marketing
➔ delivery

11. Find a Differentiator

12. R&D as a differentiator

13. as an R&D platform

14. Be Creative

15. Google Glass Experiment
https://glass.eleks.com/

17. Google Glass Experiment: Results
➔ Award-Winning Case
➔ Thought Leadership
➔ Lead Generation Tool

18. Move Fast

19. Apple Watch App for Tesla

21. Apple Watch App for Tesla: Results
➔ Buzz in Media
➔ Lead Generation Tool
➔ HAVAS SmartWatch Project

22. Sell

23. Mobile 3D Car Interior Preview

24. Mobile 3D Car Interior Preview
➔ article on Medium
➔ Lead Generation Tool
➔ Active Sales Campaigns

25. What did it mean for Business Development:
➔ R&D
➔ Thought Leadership
➔ PR
➔ Direct Reach of the target clients

26. How to start:
➔ find people with the right R&D mindset;
➔ research trends;
➔ understand your target Clients profile;
➔ find the WOW idea;
➔ make a WOW case;
➔ conduct a Marketing campaign;
➔ use as a reference for Sales Campaigns

27. Find a Differentiator. Be Creative. Move
Fast. Sell.

28. Questions?

29. Great Things
Start Here
eleks.com