Serhii Herasymov: Boost sales through Accelerators (UA) UA Online IT Outsourcing Forum 2024 Winter Website – www.liof.org/online Youtube – https://www.youtube.com/startuplviv FB – https://www.facebook.com/ukrof

1. Boost sales with
accelerators
Ukraine IT Outsourcing forum

2. Who am I
● 15 years in the software development industry
● Participated and led the following areas: technical
sales, architectural design and implementation,
technical audit, business digitalization, adoption of
cloud strategies, mentoring and coaching
● Works as a CTO in outsourcing and product companies
● Speaker at conferences, meetings, workshops, author
of courses
● Scaled development departments from 20 to 350
developers
● Low-code / no-code platforms enthusiast
linkedin.com/in/serhiiherasymov

3. George P. Mitchell
(1919-2013)
Pioneering the economic extraction of
shale gas with hydrofracturing process
(fracking)

4. Problems. Pick yours
● Less code / no code tools and frameworks are here
● Main competitors are internal candidates (e.g. German in Germany)
● Hard to sale FTE
● Hard to upsale for existing clients
● Working with typical client pool for 3+ years
● …

5. Market factors
● Growing demand on new skills
● Productivity is a new trend (personal, organisational)
● Cost optimisation is new black
● Gig economy

6. Dnipro’ proverb

7. Lets change optics
● Value architecture
● Mindset change (individual contributor → semi-service)
● Specialisation as a company’ vector
● Pure outsourcing → productization
● Client’ portrait change

8. What is productization
P. refers to the process of developing or altering a process, idea,
skill, or service to make it marketable for sale to the public. P.
involves taking a skill or service that has been used internally and
developing into a standard, fully-tested, packaged, and marketed
product.
- Investopedia

9. Framework Platform Services
∪ ∪
AKA Accelerators

10. Productization commandments
● Specialisation should be based on a strength (hi, SWOT)
● Bring product to market is hard task, you are not doing it (yet)
● Short money → long money, find yourself in a middle
● Evolution, not revolution
● Design for reuse
● Define next steps (framework → product → ecosystem)

11. Benefits of productization
● Moving by value chain
● Improved time-to-market
● Cost optimisation for clients
● Quality
● Expertise

12. Case study

13. Case study: given
● Outsource / outstuffing company
● ≤ 100 ppl
● Main domain: scrapers, BD, data analysis
● Problems:
○ Huge variety of sub-domains → everything from scratch
○ “Expertise plateau”

14. Case study: analysis
● Deal analysis showed repetitive demand
● Objectives of demand is constant / non-volatile
● High potential clients from “next league” was concerned by:
○ Case-study-based expertise
○ High TTM
● A lot of points of growth in expertise portfolio

15. Case study: blueprint
● We defined what can be abstracted as accelerators
● Market research
● Defining future state of whole operation
● Architecture / technical assessment
● Implementation plan
● Mindset shift :)

16. Case study: stages of adoption
Proofing
Ecosystem /
framework
Product
→ →
MVP Accelerator platform SAAS

17. MVP

18. Case study: team allocated
● Leadership (C* level, architect, team lead) R, A
● Dev team (part time, bench) A
● Marketing team A, C
● Sales team I, C
● Delivery I, C

19. Case study: current state
● MVP delivered (build, landing, marketing campaign)
● Specialised team allocated
● Accelerator → framework
● 3 new clients from “next league”
● Moving on!

20. Перемогти у правильній грі. Як
наступати, захищатися й досягати
результатів у мінливому світі
Рон Аднер
Лабораторія, 2022
https://t.ly/MzU6k

21. Da’at.consulting
Excellence, scaling, strategy
Our company is a collective of C-level
professionals, who are willing to share its
decades-long experience with the Ukrainian IT
community.
● Strategic planning and support
● Technical excellence
● Process honing
Let’s grow together

22. linkedin.com/in/serhiiherasymov

23. Thank you
website: Daat.consulting
email: serhii@daat.consulting
+380689799535