For Eastern European
Software Developers
By Russ Hertzberg
Vice President , Technology Solutions
 Value Complexity Service Models
 Cost vs Value Based Pricing
 Ukraine IT/Software Industry Evolution
 Key Trends and ...
Value
In
$$$
Complexity
(In Brainpower)
Staff
Augmentation
Staff Aug +
Project Mgmt.
Architect+Staff
Aug+ Proj. Mgmt
Produ...
Value
In
$$$
Complexity
(In Brainpower)
QC
Coders
BA/RM
Tech
Leads
UI/UX
Dev
Ops IaaS
Architect
Consulters
Platforms
App C...
Value
In
$$$
Complexity
(In Brainpower)
QC
Coders
BA/RM
Tech
Leads
UI/UX
Dev
Ops IaaS
Architect
Consulters
Platforms
App C...
 Cost Based Pricing Supports
Gross Margin Management
and Financial Control
 Different Prices for Different
Teams in Diff...
Company
Stage of
Maturity
Shareholder Exit/M&A
Mid Stage Steady Growth
Early Stage High Growth
Startup/Survival
Company
Stage of
Maturity
Shareholder Exit/M&A
Mid Stage Steady Growth
Early Stage High Growth
Startup/Survival Coders QC
...
Company
Stage of
Maturity
Shareholder Exit/M&A
Mid Stage Steady Growth
Early Stage High Growth
Startup/Survival
Company
Stage of
Maturity
Shareholder Exit/M&A
Mid Stage Steady Growth
Early Stage High Growth
Startup/Survival
Active
Fou...
BIG DATA AND ANALYTICS:
 60% of Fortune 1000 Have
Completed a ‘Big Data’ Project
 “Outside talent may be the best
option...
CLOUD COMPUTING:
 Cloud Platform War Has
Major New Entries from
Google and Cisco:
Chasing AWS
 Sustained Use Pricing
 S...
SECURE COMPUTING:
 822 Million Data
Records Lost in 2013
Worldwide
 66.5% of the Lost
Records are USA Based
 Huge Vulne...
 Build an Enabling Software
Platform. For Example:
 Loading Big Data
 Securing Huge Amounts of
Unstructured Data
 Clea...
CASE #1 CASE #2
 Early Stage High Growth
 10 TB per Day Data
Collection
 Software Dev Services for the
Platform
 Dev O...
Russ Hertzberg
Vice President, Technology Solutions
Email: Rhertzberg@hotmail.com
Office phone: 770-255-3675
Mobile phone:...
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Na mktg for ee software dev services

North American Sales and Marketing Strategy for Eastern European Software Developers
Published on: Mar 3, 2016
Published in: Software      Economy & Finance      Technology      
Source: www.slideshare.net


Transcripts - Na mktg for ee software dev services

  • 1. For Eastern European Software Developers By Russ Hertzberg Vice President , Technology Solutions
  • 2.  Value Complexity Service Models  Cost vs Value Based Pricing  Ukraine IT/Software Industry Evolution  Key Trends and Opportunities  Platform Led Service Delivery Strategies  Anonymous Cases  Question and Answer
  • 3. Value In $$$ Complexity (In Brainpower) Staff Augmentation Staff Aug + Project Mgmt. Architect+Staff Aug+ Proj. Mgmt Product Owner+Architect+ Staff Aug+Proj Mgmt
  • 4. Value In $$$ Complexity (In Brainpower) QC Coders BA/RM Tech Leads UI/UX Dev Ops IaaS Architect Consulters Platforms App Customize & Integrate Software Frameworks
  • 5. Value In $$$ Complexity (In Brainpower) QC Coders BA/RM Tech Leads UI/UX Dev Ops IaaS Architect Consulters Platforms App Customize & Integrate Software Frameworks People Software Solutions
  • 6.  Cost Based Pricing Supports Gross Margin Management and Financial Control  Different Prices for Different Teams in Different Dev Centers (Kiev/Lviv vs Rhivne or Dnipro, for example)  Value Based Pricing is Flexible to Customer Situation  Value Based Pricing Helps Sales Team Adjust Pricing to Help with Closing Finance vs. Sales
  • 7. Company Stage of Maturity Shareholder Exit/M&A Mid Stage Steady Growth Early Stage High Growth Startup/Survival
  • 8. Company Stage of Maturity Shareholder Exit/M&A Mid Stage Steady Growth Early Stage High Growth Startup/Survival Coders QC Tech Leads BA/RM UI/UX Architect Consulters Dev Ops IaaS Software Frameworks App Customize & Integrate Platforms
  • 9. Company Stage of Maturity Shareholder Exit/M&A Mid Stage Steady Growth Early Stage High Growth Startup/Survival
  • 10. Company Stage of Maturity Shareholder Exit/M&A Mid Stage Steady Growth Early Stage High Growth Startup/Survival Active Founder in USA First USA Citizen Employees Narrow Target Markets Demand Generation Branding Sales Team Formation Thought Leaders Solution Marketing Structured Sales Process Global Culture Specialist BoD Employee Shareholders
  • 11. BIG DATA AND ANALYTICS:  60% of Fortune 1000 Have Completed a ‘Big Data’ Project  “Outside talent may be the best option”  Startup Investing in Big Data 2008-2012: $4.9 Billion USD  Startup Investing in Big Data, 2013 Only: $3.6 Billion USD http://sloanreview.mit.edu/article/how-big-data-is-influencing-big-companies/ http://www.bigdata-startups.com/big-data-startups-investment-infographic-big-data-means-big-bucks/
  • 12. CLOUD COMPUTING:  Cloud Platform War Has Major New Entries from Google and Cisco: Chasing AWS  Sustained Use Pricing  Sub One Hour Instance Pricing  Highly Disruptive New Service Pricing: AWS Redshift http://www.rightscale.com/blog/cloud-cost-analysis/google-slashes-cloud-prices-google-vs-aws-price-comparison http://techcrunch.com/2012/11/28/amazon-web-services-announces-redshift-new-data-warehouse-service/
  • 13. SECURE COMPUTING:  822 Million Data Records Lost in 2013 Worldwide  66.5% of the Lost Records are USA Based  Huge Vulnerabilities in Retail Exposed http://nakedsecurity.sophos.com/2014/02/19/2013-an-epic-year-for-data-breaches-with-over-800-million-records-lost/ http://resources.infosecinstitute.com/2013-data-breaches-need-know/
  • 14.  Build an Enabling Software Platform. For Example:  Loading Big Data  Securing Huge Amounts of Unstructured Data  Cleansing Relational Data  Building Cross Platform Mobile Apps  And Many More  Software Development Services Are For Customizing Your Platform  The More Customers You Customize Your Platform For, The Better It Gets Your Platform Your Development Services QC Architect Consulters Coders Tech Writing BA/RM Tech Leads Dev Ops IaaS
  • 15. CASE #1 CASE #2  Early Stage High Growth  10 TB per Day Data Collection  Software Dev Services for the Platform  Dev Ops for the Platform  Scales to Thousands of Servers  Very Lean Startup  Markov Learning Process  Neural Network  Applied to a Common Cloud Computing Problem
  • 16. Russ Hertzberg Vice President, Technology Solutions Email: Rhertzberg@hotmail.com Office phone: 770-255-3675 Mobile phone: 949-400-5055 Skype: russh2

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