Andriy kushnarov

1. SALES IN GERMANY: BEST
PRACTICES AND
CUSTOMER EXPECTATIONS
software-it-outsourcing.com

2. 2
Cross-Cultural Approach:
Stories

3. Andriy Kushnarov, Founder and CEO
@ SITO: Software & IT Outsourcing
Linkedin:
linkedin.com/in/andriykushnarov/

4. COMPANY INTRODUCTION
SITO: Software & IT Outsourcing is a Hamburg based IT Consulting company
with the main focus on outsourcing of Software Development and IT.
We help:
▰ Find the best IT Outsourcing providers
▰ Reduce costs on IT and Software Development
▰ Scale existing IT teams faster and safer
▰ Lead and coach distributed teams
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5. GERMANY AS A HUGE OPPORTUNITY
In Germany there is a huge demand on IT specialists, especially:
▰ 486 000 opened positions for MINT (Mathematics, Informatics, Natural
Sciences, Technology)
▰ 39 600 opened positions in IT
Statistics for the end of Apr. 2018
Source:
- “Institut der deutschen Wirtschaft Köln” Report: MINT-Frühjahrsreport 2018
- T3N Article: “Der Fachkräftemangel im deutschen IT-Bereich ist heute doppelt so schwerwiegend wie noch vor vier Jahren.”
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6. 6
How Germans see Ukraine

7. 7
Outsourcing to:
Ukraine VS India, etc.

8. 8
Germans think providers may set higher
pricing, only because client is from Germany

9. 9
Don’t think Germans are
stupid / trustful / blind

10. 10
Never! Never! Never!
put yourself a 5 star rating!

11. 11
Germans like having a wide choice.
Comparison portals are quite popular.

12. 12
Loooooooong decision cycle

13. 13
Don’t write German texts by yourself

14. 14
Not all Germans are Germans

15. 15
Cross-Cultural Approach:
The End

16. 16
THANKS!
Any questions?
CONTACT INFORMATION:
Web: software-it-outsourcing.com
Email: andriy@software-it-outsourcing.com