Outsourcing in the midmarket:

Life outside the mega-deals

1.About Hugo2.Selling in the EU3.Delivering value4.Distributed Agile Path

About Hugo

2004: TRIP TO INDIA

bridge-global.com

2008

INDIA

Ekipa.co

Ekipa.co/ebooks

Ekipa.co/academy

The European MarketSelling in

the EU

Market segments

ISV ‘s Solutions providers

End Client

s

ISV’s: Eastern Europe, dedicated teams

ISV’sEastern Europe

Dedicated teams

SSV’s: everywhere, project based

Solutions providers

End clients

Small & Startups

SME

Enterprise

TCS, Infosys, hcl, wipro > India

providers > local (40-200 people)

Freelancers, small firms > global

Choosing a

Country

Growth started again

Relationships

Locals

HOW vs WHAT

EUclients want...

HollandLong term relations

Openness

Fierce competition

Small firmsIT / outsourcing

‘groups’

Germany

Long term

relations

We want Germans

No dominant competitionHidden champions

Sweden

No dominant competition

Small market

High rates

How to reach out?

Stand out

Bring something ‘wow’Differenti

ate

Sell innovation, value,

improvement

Get close

Delivering value

India 1.0: providing ‘hands’

outsourcing 1.0

India 2.0: providing ‘solutions’

outsourcing 2.0

India 3.0: providing ‘innovation’outsourcing

3.0

Changing your

service model

Local offices

Local delivery

Value: from ‘hands’ towards ‘innovation’

Local offices

Organization: from ‘black box’ towards ‘agile collaboration’

Tele 2 case

Distributed Agile path

Marketing & Sales Strategy

Culture& CommunicationDelivery

Agile

Step by step processes

Letting go of...

Enabling

Customer intimacy

Let teams figure out stuff

Team = client + you

Strategy: re-design your business

Business model canvas

Business model canvas

28-29-30 April, 6-8 pm EET

The culture map

Agile collaboration: distributed team canvasThe Distributed team canvas

15 & 20 April, 11-12.30 EET

get in touchwww.hugomesser.com

hugo@ekipa.co@hugomesser

Pitfalls

Pitfall 1: The black box

Pitfall 2: customer service

Pitfall 3: heels in the sand

Pro activityPitfall 4