VASYL SOLOSHCHUK «Finding a Blue Ocean: Why Niche Expertise Matters» - KIOF2017
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Kyiv Outsourcing Forum 2017 --- VASYL SOLOSHCHUK «Finding a Blue Ocean: Why Niche Expertise Matters»
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VASYL SOLOSHCHUK «Finding a Blue Ocean: Why Niche Expertise Matters» - KIOF2017
- 1. Vasyl Soloshchuk, CEO, INSART 26.05.2017 Finding a Blue Ocean: Why Niche Expertise Matters
- 2. About Me • 17+ years in IT business since 2000 • CEO & Owner @ INSART – FinTech & Java Engineering – 50+ professionals – Helped 30+ software companies to meet long term goals • Co-founder @ Kharkiv IT Cluster • Master in Computer Science and in Finance • Wrote first line of code in 1993 (on a sheet of paper) • Like to travel, with family and on business 2
- 3. We are talking about SMB… • Size: 30-100 people (+/-) • Owners: 1-2 (rarely 3-4) • Technology & delivery oriented • Lack of sales & marketing, no onshore sales • Zoo of technologies • No real business domain expertise • Clients come & go 3
- 5. 5
- 6. Eliminate – Reduce – Raise - Create 6
- 7. Pillars for a Long Term Deal 7 Need Relations Expert Typical way to close a deal Stronger way to close a deal
- 8. Types of Expertise • Technologies • Solutions • Industries • Services • Engagement type 8
- 9. Technology: Programming Languages, Platforms, Frameworks • Java / JEE / Spring • C# / .NET • PHP • Ruby • Python • Perl • SQL • JavaScript / Node.js / etc. • Android Java/C++ • iOS Objective-C • C/C++ • R • … 9
- 10. Solutions • Web Applications • Mobile Applications / Mobility • Cloud Computing / SaaS / PaaS / IaaS • Enterprise Solutions / Digital Enterprise • Big Data, Data Analytics, Data Science • Internet of Things / Embedded Solutions • Open Source 10 Type of software system architecture
- 11. Verticals / Business Domains / Industries • Financial Services • E-Commerce • Retail & Distribution • Healthcare & Life Sciences • Travel & Hospitality • Energy • Software & Hi-Tec • Gaming & Entertainment • Media & Communications • Automotive & Aviation • Electronics & Industrial • Telecommunications • Manufacturing 11
- 12. Services • Software Development • Software Engineering • Re-engineering, Modernization • UI/UX Design & Consulting • Architecture Design • Quality Assurance • DevOps • Security • Software Product Development • Technology Consulting • Digital Enterprise Consulting • R&D / Research as a Service • Digital / Online Marketing • Strategic Business Consulting 12 Project & business life-cycle coverage
- 13. Engagement Type 13 Staff Augmentation Product Development Services Business Strategy Resources-driven contracts SLA / Results-driven contracts Development Factories Outsourcing Development Centers Fixed price Out staffing Dedicated Teams Time & Material
- 15. INSART – FinTech & Java Engineering FinTech Niche Java software development vendor for growing FinTech companies
- 16. Benefits • Higher rates • Faster deal closing • Easier staffing due to same resources type • Better retention due to team seniority • Less rework due to reuse of expertise • Incubation of own product 16
- 17. Account Based Marketing KYC – Know your client: • CTO, ~40 yrs old, male, kids, MBA • USA East Coast • late stage startup, 10-100 people Researching Attracting Nurturing Pitching Pre-Sales
- 18. Expertise Nurturing • Establish Centers of Competence • Knowledge base with all project case studies • Internal seminars to share knowledge about projects • Platform & languages certifications • Business domain online courses • Network of business domain experts, interviews • Apply expertise best practices in new projects
- 19. Thank you! Questions? Vasyl Soloshchuk vsolo@insart.com @Vsoloshchuk Add me at LinkedIn & Facebook 19
Editor's Notes
- Red Ocean vs Blue Ocean Glass Ceiling for Outsourcing How the small companies do sales & marketing Types of outsourcing expertise Applying Blue Ocean principles
- Write down the list of all projects you had Group and classify them by expertise types Add budget and success rate to each group Select 1-2 groups with best budgets & success rate Perform only that types of projects Pass by anything else
- Company Motto Number of employees Organizational structure Location of headquarters Industry and types of products and services they provide Type and number of clients Number, size and location of branches What is the size of the IT department? How long have they been in business? What is the number one reason that would make them decide to buy services? What goal do they want to achieve with services? How are they currently trying to achieve this goal? Why did they decide to try this approach? What’s the main pain point with their current approach? What was the decision making process that led to this choice? What are the most important features for them? What’s their buying process like? Did they ever use outsourcing to fulfill their needs? Did they know how to build a cooperation with an outsource company? How do they position themselves in the market? What words do they use to describe their product or service? In which directories/resources do they get listed? Which associations or trade groups are they members of? Are they more driven by a desire to be innovative or to reduce risk? Which trade shows or industry events do they attend? Who is the decision maker in the business you are selling to? Which companies has the current decision maker previously worked for? Age Gender Profession Education level Marital status Geographic location