pac: how to make eastern europe an engine of growth for your business
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How to make Eastern EuropeAn Engine of Growth for your businessPragmatic answers to strategic challenges
Your business. Our focus.
Your business. Our focus.Your business. Our focus.
Understand local buying behavior
Content
Assess local pricing conditions
Assess the local skills market
Identify and assess local and global competitors
Identify potential partners and acquisition targets
Increase visibility and awareness
Select the right near-shore delivery locations and models
PAC’s portfolio
About Pierre Audoin Consultants (PAC)
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Understand local buying behavior
• How are IT-relateddecisions being made onthe local level?
• How is IT purchased amonglocal end-users?
• What do end-users valueand how do yourcompetitors sell to them?
• Brief or detailed end-userprofiles (IT budget sizingand breakdown, trackingof IT projects andsuppliers, IT strategy)
• Strategic workshop withQ&A session and tacticalrecommendations
• Locate the decisionmakers within the users
• Assess IT spendinghabits, IT budgets andconsumption, supplierinclination
Your Challenge Your OutcomeOur Approach
Assess local pricing conditions
• What pricing models areused on the local market?
• What pricing levels,margins and commercialmodels (e.g. sub-contracting) are accepted?
• Breakdown of localmarket prices and theirevolution
• Qualitative competitiveanalysis evaluatingpricing behavior
• Strategic workshop withQ&A session and tacticalrecommendations
• Analyze pricing levels(rates and trends), pricingschemes, pricing models
• Benchmark pricing basedon level of seniority andtype of services
• Compare pricing behavioramong suppliers
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Assess the local skills market
• What is the quality andquantity of specific skills ina designated market?
• How can you takeadvantage of the localcompetencies?
• Breakdown of local marketskills and their evolution
• Measure the skillsresources (suppliers,users, freelancers)
• Strategic workshop withQ&A session and tacticalrecommendations
• Analyze the localeducational system froma quantitative andqualitative standpoint
• Evaluate existing skills byseniority and technicalexpertise
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Identify and assess local and global competitors
• Who are the competitorsin your addressablemarkets (verticals/topics)?
• How do they differentiateand how do you positionyourself against them?
• Define the competitiveecosystem and identifymain competitors
• Analyze static and dynamicpositioning of selectedcompetitors and their valueproposition
• Brief or detailedcompetitive profiles(focus on strengths,weaknesses, strategy,account penetration)
• Strategic workshop withQ&A session and tacticalrecommendations
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Identify potential partners and acquisition targets
• Which local companiesmeet your developmentstrategy and partneringexpectation?
• How can you takeadvantage of the localISV ecosystem?
• Analyze your needs interms of external sales/marketing/ deliverysupport
• Search for targets thatmatch your query
• Long and short listing ofpotential partners
• Brief or detailed targetprofiles
• Strategic workshop withQ&A session and tacticalrecommendations
• Setup of meetings andfurther negotiation support
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Increase visibility and awareness
• How can you improveyour brand’s visibility onthe local market or for aselected offering?
• Should you promote aproduct/ service orengage with potentiallocal customers?
• Promotional oreducational white papers
• Organize stand-alone orjoint media events (pressconferences, pressreleases, roundtables)with PAC’s participation
• Understand your visibilitychallenges and propose anappropriate communicationtool (white paper, event,press release)
• Identify and select thetarget audience (end-usermarket, media, etc.) andaddress them
Your business. Our focus.Your business. Our focus.
Your Challenge Your OutcomeOur Approach
Select the right near-shore delivery locations and models
• Where are the bestlocations to set up near-shore delivery centers?
• What locations and modelsbest fit your need in termsof near-shore delivery?
• Understand yourrequirements and needsin terms of near-shorecapabilities
• Benchmarking andassessment of selectedcountries in the region
• Country-by-countrycomparison of various near-shore parameters
• Qualitative analysis with afocus on your needs
• Strategic workshop withQ&A session and tacticalrecommendations
Your business. Our focus.Your business. Our focus.
Your business. Our focus.Your business. Our focus.
PAC’s portfolioPAC’s Reports PAC’s Offerings PAC’s Consulting Services
CustomizedMarket Analysis
Sales SupportServices
CommunicationServices
Target Definition
Company Analysis
Market Analysis
Recommendations
Implementation
100% Standard 100% Tailored
Portfolio Analysis
M&A/Partner Search Services
Who hasPAC helped in
Eastern Europe?
Your business. Our focus.Your business. Our focus.
PAC is a global market research and strategic consulting firm for the Software and IT Services Industry (SITSI).PAC helps IT vendors, CIOs, consultancies and investment firms by delivering analysis and advice to address arange of growth, technology, financial and operational issues.
Our 30+-year heritage in Europe – combined with our US presence and worldwide resources – forms thefoundation of our ability to deliver in-depth knowledge of local IT markets, anywhere. We employ structuredmethodologies – undertaking thousands of annual face-to-face interviews on both the buy and sell side of themarket, as well as a bottom-up, top-down approach – to leverage our research effectively.PAC publishes a wide range of off-the-shelf and customized market reports –including our best-selling SITSI®program – in addition to our suite of strategic consulting and market planning services. Over 160 professionals in16 offices – across all continents – are delivering the insight that can make a difference to your business.
For more information, please visit our website at www.pac-online.com
Your Contacts:
Eugen Schwab-ChesaruPartner & Managing DirectorEastern Europe
[email protected]: +40 (0) 21 410 10 33Mob: +40 (0) 722 630 248
George MironescuSenior ConsultantEastern Europe
[email protected]: +40 (0) 21 410 75 82Mob: +40 (0) 722 612 431
About Pierre Audoin Consultants (PAC):