6. What will we cover
• Lead Generation
• Presale
• Closing a sale
• Sale after the sale
7. What will we focus on
• View from a customer side
• Cultural differences
• Various roles you come across
• Problem avoidance & resolution
• What do customers want
Pro Sebya
Companies where I worked
Outsourcing
Pardon my Russian
Every continent
Why I am doing this – Ukraine Rulez
A little about myself
How I got to Technology, How I got to Outsourcing
Vancouver
Introduce Vlad
Slova ponyal smisl ne ulovil
Ya iz Drugoj Ameriki (vospriyatie Ameriki sovsem drugoe)
Trdoe zashli v bar I zakazali tri rumki po 100 gram vodki
Barmen daet im butilku I tri pustie rumki.
No ya zhe prosil tree po sto
- To, chto ostanetsya, prinesesh nazad.
Sale after the sale – you already have a client, what do you do now.
You really can’t start at the point when you already have a client. So we’ll be covering a little wider area.
I am not a sales guy. I can only tell you what a customer wants
Cultural differences “Budem nadeyatsya chot vam skazali net” Net znachit vse, a u nas net znachit “Maybe”
Roles – CEO vs others. You can’t sell a car to a woman talking about its engine
I am not a sales guy
Need to help
Lists where executives exchange information. Recommendations.
If you don’t expand existing clients you constantly run after new business
Good and bad clients – revolving door prevents you from saying no
Attracting top talent because you have interesting and stable list of clients
This was suppose to be the title of the presentation, but some people thought that I will encourage you to lie.
Do you have tea? Do you need tea or just thirsty?
Project Based – Defined Scope, Defined Duration, Opportunity to Expand, Possible Change Orders
Ongoing – Undefined, Possibility to expand
Resource – Body Shop – No control
Core technology companies – technical expertise, lots of process
Companies that have their IT groups, but technology is not their core – technical expert. Solutions. Some process
Non technology company with random projects – technical expertise.
Guinness Book of Records
Sell a car while raining
He lies but it helps
Calls, Emails, Personal Contacts
Cold Calling, Referrals, Events, Occasional Contacts.
Where do you sell? Refer to the book about car sales
I am not a sales guy – I don’t sell. I was thinking about doing an excerse how to sell.
Conferences – the best, not threatening
EPAM Story
How many outsourcing companies are in Ukraine
How TM was choosing a client. No call backs, no investigations.
Only one company called after
TM Case – ask me any questions.
- Technical, no process. No organization and business. Talk about QA only
- not prepared. small of a room. Analyn Handshake.’. Presentation in Word
- well prepared but looked like it was a show.
EU manager, english, business process. Exp. dealing with clients.
Many offices, good presentation.\
Ongoing contact. individual approach. American manager.
Raznitsa mezhdu razgovorom I email
Know what they want.
Do research on linkedin and internet
When sending email make it personal
Company that raised money
Takes 4-7 seconds to decide if an email needs to be trashed
Email Discussions
Horrible
Too long, too detailed. Too much to offer
Bad
Word QUERY is not an American word
Bad
It’s a lie. TM doesn’t use SilkTest
I already told them no interest in SilkTest, and even told them what we use, but they keep pushing what they have.
Bad
On and on and on. No point.
Bad.
Pushes for a day. Very salesy
OK
Nicely written email
All about salesforce.
Good
Engaging.
Cont.
EXCELLENT
Short, to the point, very non threatening. Invitation for a dialog.
Write a sales email
Groups of 3. Write an email. Will Discuss.
All you know about america is not true
No passport for Canada – only 20% have passport
Very contious. Very international. Yet very self centered.
Not here to tell story about US, but it’s all not true.
Names matter. People are afraid to mispronounce your name.
Jeff Name
Tsutsihvashvili story
Should you be a native
Russian – mi rugaemsya, obrivaem slova, “R”
Day after thanksgiving or superbowl
7 – Verbal
38 – Intonation
55 – Body language
Video is best, but don’t push for it.
Company security, people shy, technical issues.
You are in Hollywood. Your video or audio appearance is a casting call
Interview naked
You need legal presence in US.
Clients want you to be a US company
You can work remotely.
India – Extremely poor quality but cheap
South America – Expensive, good quality, easy time zones, big language barrier
Chine – taking over, decent prices, language barrier
Eastern Europe – Good, but expensive.
Unstable, 3rd world country.
Great tallent
Security risk
Unpredictable Cost
Uncertain.
Any response can be turned around
They didn’t ignore you – you are ahead
They say it takes a kid to try food 8 times before they will eat it.
It starts when you get any kind of response
Sales process is a long process
Engineers / Managers / VPs & Executives / CEOs
Each person has their goals, objectives and needs
Help people solve their problems
Give me tools I need
You sell differently to Engineers / VP Of ENG / CEO
You sell differently based on a project Talk about a difference between TM and Improvity
Can’t sell the same way to different companies
Account manager of Indian company lived in my office. Wining and dining
Lohica story – how they recruited me
Come up with a sales pitch for Engineers / VP Of ENG / CEO
One for TM one for Improvity
Closing of sale
Start of a next step
Get your foot in the door
Lohica Story – Success manager but only till the ramp up is done
Price Negotiations
Security Concerns
Experian story NEVER UKRAINE
VPN Access
Legal Issues
Executive Roadblocks
A case where during final negotiations
Compliance – security
Legal – legal structure, code ownership, liability
Finance – budgeting, payment terms
Once your deal has been signed. The time is to start selling more and expanded partnership
Your job is not done
How HCL is not listening, not fixing problems
Billing method
Why blended rate is not working
Communication is the key.
Lunch
Informal relationship
Project manager on Site / off site
Sales guy and troubleshooter
How you sell without on site presence\
Educate your clients (Starbucks)
Go there and spend a week a month and schedule meeting
Who do you sell to
Dev managers are not buyers
HCL leaving – Outsouce going for 3+ years, 15+ people. Client starts another outsource partner in another country.
Know where your client is going. (Economy, ups & downs, business development)
Technical (show your technical side, show your potential, be a team player)
Entertainment. Both here and there.
Client asks for a QA team only. They need 4 QA engineers for 2 month month contract.
You have a large client. Most of interactions are done by 2-3 people on your side and 1-2 people on the other side. One of your main contacts on the client side leaves the company. All of sudden communications go down, you are not able to get information. You see that the project is dying. What went wrong . How would you prevent it.
You receive technical architecture from a client. Your team agrees that there are better ways to solve the issue. What do you do.
Become a partner
Problem solving
Don’t sell partial services, Don’t sell commodity.
A QA engineer is a QA Engineer, a JAVA engineer is a Java engineer.
But when you solve problems you are irreplaceable.
Pardon my Russian
Every continent
Why I am doing this – Ukraine Rules
