Grow your international software service firm
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How to grow your software outsourcing firm
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Transcript of Grow your international software service firm
How to grow your software
outsourcing firm
What’s your #1 constraint?
What’s your #1 question?
What’s your company’s 1 trick?
Goal: transfer experiences & teach tools to get better results from distributed workAgenda10.00 - 11.00
Introduction
11.00 - 11.15Business model
17.30 - 18.00retrospective
break
11.15 - 12.30
12.30 - 13.15Value Proposition
lunch13.15 - 14.15
Rockefeller habits14.15 - 15.45
15.45 - 16.00break
16.00 - 17.30Distributed team canvas
1.About Hugo2.Growth cycle3.Marketing4.Sales5.HR6.Operations
About Hugo
2004: TRIP TO INDIA
bridge-global.com
2008
INDIA
Ekipa.co
Ekipa.co/ebooks
Ekipa.co/academy
The European Market
Outsourcing
growthcycle
The European Market
Marketing:
What’s your
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
Stand out
Bring something ‘wow’Differenti
ate
Sell innovation, value,
improvement
The European MarketSelling in
the EU
Growth started again
Relationships
Locals
HOW vs WHAT
EU clients 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
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
How to reach out?
Get close
Ekipa sales force
Sales methodol
ogy
HR
Building culture
responsibility
Openness
Coffee break
How to change
your model?
Marketing & Sales Strategy
Culture& CommunicationDelivery
Work!Goal: learn how to apply the business
model canvas
Form teams1 company: work as team on your
modelMixed teams: pick 1 case from 1
team memberWork through each block using
stickies
Work!Goal: learn how to apply the canvas
Same team as beforePick one value proposition - customer
segmentWork through each block using
stickies
Lunch
Strategy&
Execution
One page strategic plan
SW(O)T
StrengthsWhat are the inherent
strengths of the organization that have been the source of your
success?
WeaknessesWhat are the inherent
weaknesses of the organization that aren’t
likely to change?
TrendsWhat are the significant changes in technology,
distribution, product innovation, markets,
consumer, and social trends around the world that might
impact your industry and organization?
Write down your company’sStrengths
Weaknessestrends
5 minutes
Core values
1. Entrepreneurship: Every day we do things a little better
2. Integrity: our word is our bond3. Appreciation: a pat on the back is better than a
kick in the butt4. Help: Together we can5. Openness: we are open - we speak our minds and
listen6. Joy: pleasure and laughter, success comes after
Bridge core values
Write down your company’sCore values
5 minutes
Core purpose
What’s your company’sCore purpose
Ormission?
5 minutes
BHAG
"A true BHAG is clear and compelling, serves as unifying focal point of effort, and acts as a clear catalyst for team spirit. It has a clear finish line, so the organization can know when it has achieved the goal; people like to shoot for finish lines."
What is your big hairy audacious goal?
In 10 years?In 25 years?
5 minutes
Targets
What are the 3-5 main rocks we need to move to make our
long term plan a reality?
3-5 year goals
Goals
What are the 3-5 top priorities for 2016?
2016 goals
Coffee break
Operations
DeliveringThe value
Local offices
Local delivery
Value: from ‘hands’ towards ‘innovation’
Local offices
Organization: from ‘black box’ towards ‘agile collaboration’
Tele 2 case
The European MarketPitfalls
US versus THEM
Pitfall 1
Pitfall 2: preparation
●Thinking about ‘HOW’
●Addressing Culture
Pitfall 3: The black box
The European MarketSolutions
1.Focus on people
Build ONE TEAM
2. Empathy
Stimulate empathy on 4 levels
3. Alignment & openness
4. Agile
Let teams figure out stuff
Team = client + you
The European Market
The distributed
team canvas
How do we take a project from A to Z?
process
Agile & scrum
Active role of
PO
Proxy PO
Full team demo Coding
standards
How do we measure performance?
Metrics
Measure team+individu
al
Temperature
Onshore=
offshore
Velocity
trends
Sprintgoals
cultureHow to manage cultural differences?
Culture canvas
Ice breake
rs
training English
lessons
Discuss
‘time’
The culture map
Team spiritHow do we become ‘one
team’?
Retrospectiv
es
Training as team
Equal input Team
canvas
Moving motivat
ors
Gather often
Roles & responsibilitiesWho does what & where?
Meeting facilitat
or
Meddlers
gameProcess
manager
Intercultural
ambassador
When and how will we meet?
Communication rhythm
Meeting facilitat
or
Useagenda’
s
Do the daily
standupRetro: Board
+ actions
tools
Conference
software
A-syncchatvideo!
ProjectMantool
Docsharing
What tools do we use and how?Good
audio Versioncontrol
tools
Knowledge transferHow do we make everyone familiar with our product?
Productvideos
Online wiki
User talks
Tripsonshore
Work!Goal: learn how to apply the canvas
1 company team: what can you improve to the way your teams work
with customers?Step 1: map out the challenges
Step 2: brainstorm improvements
Work!Goal: learn how to apply the canvas
Mixed teams: share best practicesStep 1: map out generic challenges
in teams, stick outside canvasStep 2: share best practices that
address challenges, stick in blocks
RetrospectiveWrite down 1 action per block
What’s the #1 thing you take home?
What’s the #1 thing you missed today?
Client: Software outsourcing firm from ukraineSize: 40 peopleCase: the company has been selling ‘hands’ the past years with mixed success. They have developed some strong solutions for some smaller telecom providers in Germany and Austria. They also have their own Saas product almost finished.Goal: they want to grow by offering more specialized solutions or by focussing on the product they have. They want to use the business model canvas to figure out what their value proposition should be and how to bring it to market + the impact on their strategy.
Scenario for BM canvasSoftware outsourcing firm
Company: Software product firm from GErmany with own team in KievSize: 200 people, 90 IT people, 50 German, 40 Ukrainian
Case: There are 10 teams of 9 people. Each team has 5 Germans, 4 Ukrainians. The teams have been working for 6 months with their new colleagues in Kiev. But things don’t work out well enough. Teams have low velocity, Germans are complaining about ukraine team members, scrum is hard to scale distributedly, ukraine team members don’t really participate in the meetings.Goal: make the collaboration better
Scenario for distributed team canvasProduct team, 1 company
