Stran 1

Rob.Howland@spica.com

Tone.Stanovnik@spica.com

FINANCE 9. Izvozni fokus

Kako nabrusit izvozno špico?

Stran 2

Agenda

1. Špica 2. MisionàVisionàCultureàStrategy3. Tactic4. ZITex5. Q&A

Stran 3

Špica Adriatic facts

• LJ | ZG | BG | SA | SK |• 50+50• 12 MIO EUR• 20 let R&R• ISO 9001, ISO 27001 BSC• D&B A1• 70% deep, 30% wide• ZITex

Stran 4

Mision

Stran 5

Vision

Leader in region,

well known in the “world” vvision

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Culture

Ø AgilityØ InovativeØ Ex

culture c

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Sredina jecona ugodja !

• Življenje na robu:• Agilnost• Inventivnost• Zaupanje• Mobilnost• Pogum• Ostrina• Experimenti

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Strategy

Ø DeepØ WideØ Global

sstrategy

Stran 9

Export success stories inAlbanijaAnglijaEgiptItalijaAfrikaMaltaOmanRomunijaSavdska ArabijaZdruženi Arabski Emirati

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How do we grow?

STRATEGIC• Planned• Targetted

OPPORTUNISTIC• No forward visibility• Random

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Setting the stage - #1

BRANDING• Let the world know you‘re there• Let the world know who you are

HOW?• Web-presence• Digital/publicity• Trade-shows

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Setting the stage - #2

NETWORKING (subset of branding)

• ”Standing on the shoulders of Giants”

• Work your technology partners (not competition)

• Build personal credibility

• Also a great education in the market

• Backs up your branding claim

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STRATEGICPLAN – making smart choices

• Language/Localisation• Import barriers• Potential (GDP, Growth, culture)• Stability• Ease of Access• Other factors (flights, time zones, etc.)

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STRATEGICRESEARCH – being smart

• Competition• Opportunity (projects, market)• Alliances• Channels• Channel strategies

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OPPORTUNISTICHow to deal with Random

• Assess• Categorise• Follow-up (strong or soft)

Market knowledge helps in the above. Use the STRATEGIC tools to assess and categorise, but weighted strongly by the OPPORTUNITY.

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ENSURING SUCCESS – either wayNURTURE• This is similar for both approaches• Early traction à lasting business• Enaggement• Prove the values originally sold = PERFORM• Embed the structure required

• STRATEGIC – part of process• OPPORTUNISTIC – sometimes applying order over

chaos after the fact!

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CASE STUDY - INDIAStrategic view of INDIA• Huge potential• Healthiest major economy• SINGLE business language• Tough competition from home&abroad• Acceptance of Western products• Punitive import duties• Layered market

STRATEGY – Potential

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CASE STUDY - INDIAResearch of INDIA• Intern research of potentials and structure• Identify early targets• Mailshot• First visit – early target failed• Early feedback on market needs noted• New contacts formulated• Access plan developed• Plan launched

SUCCESS – Limited, but growing

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CASE STUDY -KENYAStrategic view of AFRICA• Potential growth• Need wide coverage to avoid instabilities• 2.5 business languages (English, French, Portuguese)• Tough competition in SA, influence to others• Wide range of economies, industries, requirements• Varying security (54 countries)

STRATEGY - WAIT• Watching brief• Would need focus, time, personnel.

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CASE STUDY -KENYAOPPORTUNITY knocks!• Intro by key Tech Partner - qualified• Initial project quotes• Visted to present at seminar (with tech partner)• Included customer visits and training• Further opportunities and great traction• First order!• Attended Exhibition on partner stand• Supplied tech expert to roll out 1st project• Major order won!

Stran 21

CASE STUDY -KENYA

Beachhead established...• Strong engagement led to partner WON• Now Kenya = Kenya, Tanzania, Uganda, Ethiopia• Potentials in West Africa now worth pushing• South Africa contacts made and re-entry there possible

Future? – watch this space...

ZITex framework

1. Struktura2. Informiranje3. Promocija4. Delegacije5. Dogodki 6. Mreženje7. Kompetenčni Centri

1. Struktura

• GZS -> ZIT -> ZITex -> KC kompetenčni centri• Upravni Odbor• Kodeks• Letni plan

2. Informiranje• ZITex portal• e_mailing iz ZITex naslova• redna srečanja članov• priprave na delegacije• LinkedIn• e_novice ZITex 4 x letno• TEDNIK GZSja• Glas Gospodarstva• GZS mreženja

3. Promocija• Katalog in CDji• ZITex portal• Ang. portal v ospredje• Adrema kontaktov za emailing• Promocija blagovne znamke ZITex• Predstavitve na dogodkih:

posveti, bilateralni in regionalni, MS, IBM, ORACLE, PR, okrogle mize, …

• Povezave na SLO izvozne portale (GZS, JAPTI…)

4. Delegacije

• Kuvajt, Katar, Januar

• Združeni Arabski Emirati, Februar

• Južno Afriška Republika, Marec

• Nemčija - Frankfurt, Junij

• Rusija – Moskva, oktober

• Uzbekistan, jeseni

• Turčija, November …

5. Dogodki• Splošni IKT sejmi:

• CeBIT• Dubai: GITEX (www.gitex.com, 17.- 21.oktober)

• KC Security:• Dubai: INTERSEC (www.intersecexpo.com 17.-19. januar)• Birmingham: IFSEC (www.ifsec.co.uk 10. -13. maj)

• KC Banking:• Beograd: Smart e_Government (www.smartegov.rs oktober)

• KC Banking:• Bahrain: MEFTEC (www.meftec.com/meftec10 20-21.april)• Beograd : Technobank (www.technobank.rs april)

6. Mreženje• GZS - CK Center Konkurenčnosti• JAPTI Področje internacionalizacije,• MZZ Ministrstvo za zunanje zadeve, ekonomska diplomacija• MG Ministrstvo za gospodarstvo, center za internacionalizacijo• Društva bilateralnih prijateljstev• Strateški sveti vlade• Tehnološke mreže in grozdi (G2M) • Regijski direktorji multinacionalk (MS, CISCO, Oracle, S&T, IBM,

HP...)• GZS sekcije, Lesna, Gradbena, ZING…

7. KC - Kompetenčni Centrin e_Government (Genis)n e_Security (Špica)n e_Banking (IRM)n e_Health (Marand)n e_Manufacturingn e_Hospitalityn e_Telcon SaaS

Stran 30

“Sky is the limit !”

Thanks !

Rob.Howland@spica.comTone.Stanovnik@spica.com