This document summarizes a case study analysis of the challenges faced by global IT solutions providers. It discusses research conducted through interviews with SAP and TruIT, as well as secondary sources. The key findings were that both companies face challenges around growth, trust, embracing new technologies, and competition. Additional challenges for SAP included serving SMEs and dealing with an expanding customer base, while challenges specific to TruIT included reaching other industries and familiarity with outsourcing. The document provides advice from SAP to TruIT on establishing their core business, influencing customers, building trust, and expanding operations. It analyzes factors like country attractiveness, innovation, contracting, and managing distributed teams that impact global sourcing.

1. Managing Global Sourcing
Siobhan Keane 10305839
Carla Donnelly 09911782
Robert Semmanda 13200589

2. Content Summary
1. Introduction
2. Research Methodology
3. Findings
4. Discussion
5. Limitations

3. Introduction
A case study analysis of the challenges faced by a
global IT solutions provider and how these findings
can be compared and contrasted with the future
challenges of a national IT solutions provider
aspiring to go global.

4. Research Methodology
Primary Data Collection
 Skype interviews with
SAP & TruIT
 Telephone interviews with
SAP & TruIT
 Email
Secondary Data Collection
 Academic readings
relating to this topic
 Background research
about the interviewees
using LinkedIn
 Online articles
 Research the client
companies
 ‘The Handbook of Global
Outsourcing & Offshoring’
- class text book forms
ideologies on the theory
behind this research

5. Findings
Challenges
SAP TruIT
Growth of cloud Growth of cloud
Trust Trust
Embracing new technology Embracing new technology
Competition Competition
Disruptive innovation Disruptive innovation
Serving SME’s Reaching other industries
Dealing with an expanding
customer base products
Going international
Blame for partner implementation Familiarity with outsourcing
Customer demands (immediacy &
customization)
Clients lack of IT knowledge
Loss of connection with customers IT infrastructure

6. Advice from SAP to TruIT
 Establish your core business proposal
 Influence your customers
 Build trust
 Expand business operations & find your niche

7. Discussion & Analysis
 Country attractiveness (costs, skills, environment,
quality of infrastructure, risk profile, market
potential)
 Innovation
 Advancements in technology
 Contracting
 Trust

8. Discussion & Analysis cont.
 Competitive advantage / attractiveness of the
supplier
 Customization vs. Standardization
 Knowledge transfer
 Change in business model (change to partner
model)
 Managing distributed teams

9. Limitations
 Only used 2 companies
 TruIT limited to Uganda – could be different
challenges for companies in more developed
countries
 In Contact with only 1 - 2 employees in each
 Limited prior research to aid in this vendor
perspective

10. Thank you for listening