How to sell innovations when you are in UkraineOlena Zanichkovska, Business Development Program Manager, PhD

eleks.com

Ukrainian outsourcing: time machine

Year 2000:

➔ significant labour pool;➔ few companies with local sales;➔ low rates

What changed in 10 years?

Year 2010:

➔ competition on the labour pool;➔ high rates;➔ the same value for customers

What does it mean for Companies?

Price is not more a competitive advantage on a global market. Value and innovations are.

But how we can sell in the new world?

3 levels of changes:

➔ sales➔ marketing➔ delivery

Find a Differentiator

R&D as a differentiator

as an R&D platform

Be Creative

Google Glass Experiment

https://glass.eleks.com/

http://youtube.com/v/JYSPNJxYy98

Google Glass Experiment: Results➔ Award-Winning Case➔ Thought Leadership➔ Lead Generation Tool

Move Fast

Apple Watch App for Tesla

http://youtube.com/v/k6MZCKBNgxc

Apple Watch App for Tesla: Results ➔ Buzz in Media➔ Lead Generation Tool➔ HAVAS SmartWatch Project

What did it mean for Business Development:

➔ R&D➔ Thought Leadership➔ PR➔ Direct Reach of the target clients

How to start:

➔ find people with the right R&D mindset;➔ research trends;➔ understand your target Clients profile;➔ find the WOW idea;➔ make a WOW case;➔ conduct a Marketing campaign;➔ use as a reference

Find a Differentiator. Be Creative. Move Fast.

Questions?

Great Things Start Here

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About me

➔ 10+ years in IT;➔ 5+ years in Business Development;➔ 1+ mln. USD contracts closure;➔ 40+ projects conducted;➔ Product Manager, Digital;➔ PhD in Management