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Boost sales with
accelerators
Ukraine IT Outsourcing forum
Who am I
● 15 years in the software development industry
● Participated and led the following areas: technical
sales, architectural design and implementation,
technical audit, business digitalization, adoption of
cloud strategies, mentoring and coaching
● Works as a CTO in outsourcing and product companies
● Speaker at conferences, meetings, workshops, author
of courses
● Scaled development departments from 20 to 350
developers
● Low-code / no-code platforms enthusiast
linkedin.com/in/serhiiherasymov
George P. Mitchell
(1919-2013)
Pioneering the economic extraction of
shale gas with hydrofracturing process
(fracking)
Problems. Pick yours
● Less code / no code tools and frameworks are here
● Main competitors are internal candidates (e.g. German in Germany)
● Hard to sale FTE
● Hard to upsale for existing clients
● Working with typical client pool for 3+ years
● …
Market factors
● Growing demand on new skills
● Productivity is a new trend (personal, organisational)
● Cost optimisation is new black
● Gig economy
Dnipro’ proverb
Lets change optics
● Value architecture
● Mindset change (individual contributor → semi-service)
● Specialisation as a company’ vector
● Pure outsourcing → productization
● Client’ portrait change
What is productization
P. refers to the process of developing or altering a process, idea,
skill, or service to make it marketable for sale to the public. P.
involves taking a skill or service that has been used internally and
developing into a standard, fully-tested, packaged, and marketed
product.
- Investopedia
Framework Platform Services
∪ ∪
AKA Accelerators
Productization commandments
● Specialisation should be based on a strength (hi, SWOT)
● Bring product to market is hard task, you are not doing it (yet)
● Short money → long money, find yourself in a middle
● Evolution, not revolution
● Design for reuse
● Define next steps (framework → product → ecosystem)
Benefits of productization
● Moving by value chain
● Improved time-to-market
● Cost optimisation for clients
● Quality
● Expertise
Case study
Case study: given
● Outsource / outstuffing company
● ≤ 100 ppl
● Main domain: scrapers, BD, data analysis
● Problems:
○ Huge variety of sub-domains → everything from scratch
○ “Expertise plateau”
Case study: analysis
● Deal analysis showed repetitive demand
● Objectives of demand is constant / non-volatile
● High potential clients from “next league” was concerned by:
○ Case-study-based expertise
○ High TTM
● A lot of points of growth in expertise portfolio
Case study: blueprint
● We defined what can be abstracted as accelerators
● Market research
● Defining future state of whole operation
● Architecture / technical assessment
● Implementation plan
● Mindset shift :)
Case study: stages of adoption
Proofing
Ecosystem /
framework
Product
→ →
MVP Accelerator platform SAAS
MVP
Case study: team allocated
● Leadership (C* level, architect, team lead) R, A
● Dev team (part time, bench) A
● Marketing team A, C
● Sales team I, C
● Delivery I, C
Case study: current state
● MVP delivered (build, landing, marketing campaign)
● Specialised team allocated
● Accelerator → framework
● 3 new clients from “next league”
● Moving on!
Перемогти у правильній грі. Як
наступати, захищатися й досягати
результатів у мінливому світі
Рон Аднер
Лабораторія, 2022
https://t.ly/MzU6k
Da’at.consulting
Excellence, scaling, strategy
Our company is a collective of C-level
professionals, who are willing to share its
decades-long experience with the Ukrainian IT
community.
● Strategic planning and support
● Technical excellence
● Process honing
Let’s grow together
linkedin.com/in/serhiiherasymov
Thank you
website: Daat.consulting
email: serhii@daat.consulting
+380689799535

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Serhii Herasymov: Boost sales through Accelerators (UA)

  • 2. Who am I ● 15 years in the software development industry ● Participated and led the following areas: technical sales, architectural design and implementation, technical audit, business digitalization, adoption of cloud strategies, mentoring and coaching ● Works as a CTO in outsourcing and product companies ● Speaker at conferences, meetings, workshops, author of courses ● Scaled development departments from 20 to 350 developers ● Low-code / no-code platforms enthusiast linkedin.com/in/serhiiherasymov
  • 3. George P. Mitchell (1919-2013) Pioneering the economic extraction of shale gas with hydrofracturing process (fracking)
  • 4. Problems. Pick yours ● Less code / no code tools and frameworks are here ● Main competitors are internal candidates (e.g. German in Germany) ● Hard to sale FTE ● Hard to upsale for existing clients ● Working with typical client pool for 3+ years ● …
  • 5. Market factors ● Growing demand on new skills ● Productivity is a new trend (personal, organisational) ● Cost optimisation is new black ● Gig economy
  • 7. Lets change optics ● Value architecture ● Mindset change (individual contributor → semi-service) ● Specialisation as a company’ vector ● Pure outsourcing → productization ● Client’ portrait change
  • 8. What is productization P. refers to the process of developing or altering a process, idea, skill, or service to make it marketable for sale to the public. P. involves taking a skill or service that has been used internally and developing into a standard, fully-tested, packaged, and marketed product. - Investopedia
  • 9. Framework Platform Services ∪ ∪ AKA Accelerators
  • 10. Productization commandments ● Specialisation should be based on a strength (hi, SWOT) ● Bring product to market is hard task, you are not doing it (yet) ● Short money → long money, find yourself in a middle ● Evolution, not revolution ● Design for reuse ● Define next steps (framework → product → ecosystem)
  • 11. Benefits of productization ● Moving by value chain ● Improved time-to-market ● Cost optimisation for clients ● Quality ● Expertise
  • 13. Case study: given ● Outsource / outstuffing company ● ≤ 100 ppl ● Main domain: scrapers, BD, data analysis ● Problems: ○ Huge variety of sub-domains → everything from scratch ○ “Expertise plateau”
  • 14. Case study: analysis ● Deal analysis showed repetitive demand ● Objectives of demand is constant / non-volatile ● High potential clients from “next league” was concerned by: ○ Case-study-based expertise ○ High TTM ● A lot of points of growth in expertise portfolio
  • 15. Case study: blueprint ● We defined what can be abstracted as accelerators ● Market research ● Defining future state of whole operation ● Architecture / technical assessment ● Implementation plan ● Mindset shift :)
  • 16. Case study: stages of adoption Proofing Ecosystem / framework Product → → MVP Accelerator platform SAAS
  • 17. MVP
  • 18. Case study: team allocated ● Leadership (C* level, architect, team lead) R, A ● Dev team (part time, bench) A ● Marketing team A, C ● Sales team I, C ● Delivery I, C
  • 19. Case study: current state ● MVP delivered (build, landing, marketing campaign) ● Specialised team allocated ● Accelerator → framework ● 3 new clients from “next league” ● Moving on!
  • 20. Перемогти у правильній грі. Як наступати, захищатися й досягати результатів у мінливому світі Рон Аднер Лабораторія, 2022 https://t.ly/MzU6k
  • 21. Da’at.consulting Excellence, scaling, strategy Our company is a collective of C-level professionals, who are willing to share its decades-long experience with the Ukrainian IT community. ● Strategic planning and support ● Technical excellence ● Process honing Let’s grow together
  • 23. Thank you website: Daat.consulting email: serhii@daat.consulting +380689799535