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9/5/2018
Presented : Market Access Program Roadshow
Date: August 2018
DIGITIZATION LED SME
GROWTH
USAID Small and Medium E...
DISCLAIMER
This document is prepared to solicit the industry feedback on the
proposed working methodology and priorities o...
PRESENTER INTRODUCTION
ICTSector Specialist
Mohsin
Termezy
- Technoprenuer
- Banking – Retail, Wholesale,
Microfinance
- R...
USAID SMALL & MEDIUM
ENTERPRISE ACTIVITY
(SMEA)
INTRODUCTION - WHAT WE DO
$ 35 Million Economic Growth Project
SME Enterprises across Pakistan
Help increase sales, jobs a...
DIGITIZATION LED SME GROWTH
ICT
Products and
Services
SME
Digitization
WORKING METHODOLOGY
Market Gap Assessment
Identify Workstreams
Market Engagement
Technical & Financial
Assistance
•Market ...
ICT – THE MOST DEMANDED SERVICE
ACROSS SECTORS
SMEA Sector Study 2017
SECTOR PRIORITIZED FOR DIGITAL
INTERVENTIONS
oICT
oHospitality
oTextile
oLight Engineering
oAgri Business & Processing
oWo...
ICT SECTOR CONSTITUENTS
ICT
Fintech Healthcare BPO
System
Integration
Gaming/
Animation
Mobile
Application
Ecommerce
IOT, ...
PROGRAM COMPONENTS
USAID SMALL & MEDIUM
ENTERPRISE ACTIVITY
(SMEA)
SMEA PROGRAM COMPONENTS
Competitiveness
Enhancement (CE)
TOOLS - TECHNIQUE-
TRAIN
Business Enabling
Environment (BEE)
POLI...
COMPETITIVENESS ENHANCEMENT
(CE) PROGRAM
Capability Development Market Access
Access to Finance Inclusive Growth
Business
...
BUSINESS DEVELOPMENT
SERVICES- SUPPORT MECHANISM
BDS
Identificatio
n &
Selection
SME
Identificatio
n &
Selection
Contracti...
COMPETITIVENESS ENHANCEMENT
(CE) )PROGRAM
BDS
People Process Product
Market
Access
Access to
Finance
Inclusivity
SME 1 SME...
ICT SECTOR IDENTIFIED ITS NEEDS
15%
19%
27%
50%
56% 56%
63%
Energy Access to
Finance
ICT Marketing Skilled Labor Business
...
CAPABILITY BUILDUP
People
•Skill
Assessments
•Technical
Training
•Skill
Certifications
Process
• Agile/Scrum
• ISO 9001
• ...
GROWTH HACKING
Market
•New Market
Planning
•Market Intelligence
Access 2 Finance
•Business Modelling
•Investor pitch book
...
EXPORT MARKET ACCESS
PROGRAM
ICT SECTOR
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
INSIDE SALES – INTERVENTION
PLAN
Source : Sirius
Lead
Generati
on
Insid
e
Sales
OBJECTIVE: ENABLING
BEST IN CLASS TOOLS,
T...
INSIDE SALES – TOOLS.
TECHNOLOGY. TRAINING
PROSPECT TECHNOLOGY
PARTNERSCustomer Relationship
Management
CONTENT
CREATION
C...
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
INFLUENCER
MARKETING Key Market
Prioritization
Influencer
Identification
& Recruitment
Market
Digitization
Report
Market
G...
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
MARKET
COMPLIANCE
Identify
Market
Governance
Changes
Identify
remedial
Certification
s and
providers
Identify
and
Onboard
...
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
EMERGING
TECHNOLOGIES
OBJECTIVE: Integrate
Emerging technologies in
the product and services
offering/roadmap of the
ICT S...
STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS
DISTRIBUTION
CHANNELS
OBJECTIVE: Identify, capacitize and
incentivize distribution channel partners
to push select ICT SME...
PROGRESS UPDATE ICT SECTOR
WORKSTREAM PROGRESS
Inside Sales
15%
Influencer Marketing
5%
• Industry
consultation
• Partners
onboarding
• Strategy
diss...
PRIMARY PERFORMANCE
INDICATORS
New Jobs Increase In
Revenues
Increase In
Exports
MEASURING PERFORMANCE &
EVALUATION
• New Jobs added
• Net Sales Increase
• New Domestic and/or international growth Territ...
APPLY TODAY!
ICT
• https://goo.gl/Nqs5XW
BDSP
•https://goo.gl/VfNsSu
Docs
•https://goo.gl/BcN4fg
Email
•Info_smea@pakistan...
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Market accessplan usaid smea_ss_aug18

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Market Access Support Plan for ICT SMEs in Pakistan

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Market accessplan usaid smea_ss_aug18

  1. 1. 9/5/2018 Presented : Market Access Program Roadshow Date: August 2018 DIGITIZATION LED SME GROWTH USAID Small and Medium Enterprise Activity EXPORT MARKET ACCESS – ICT SECTOR
  2. 2. DISCLAIMER This document is prepared to solicit the industry feedback on the proposed working methodology and priorities of project under the market access initiative. The presentation serves as the broad guideline for a collective brainstorming and priority setting under the market access agenda for the Pakistan registered ICT Small & Medium Enterprises. The participation of the SMEs under the program is always discretionary to both parties and subject to donor approvals. At no point the presentation of the ideas can be construed as a commitment to investments in the program by donor or its affiliate programs for the purpose afore mentioned. Please refer to detailed Terms and conditions mentioned in the EOI application form available at https://goo.gl/Nqs5XW
  3. 3. PRESENTER INTRODUCTION ICTSector Specialist Mohsin Termezy - Technoprenuer - Banking – Retail, Wholesale, Microfinance - Regulatory Consulting - Fintech Specialization - Commercial and Gratis Investments  Startup & Exits – Yevolve, Monet, Finclude  Venture Capital Funding – TMT Ventures, ADG  Banking – Citibank, Samba Financial Group, Bank Alfalah  Fintech – Monet, TPS (Cads and Payments) EXPERIENCE ASSOCIATIONS STermezy@PakistanSMEA.co m www.linkedin.com/in/ter mezy @Termezy +92317-5489-461
  4. 4. USAID SMALL & MEDIUM ENTERPRISE ACTIVITY (SMEA)
  5. 5. INTRODUCTION - WHAT WE DO $ 35 Million Economic Growth Project SME Enterprises across Pakistan Help increase sales, jobs and exports
  6. 6. DIGITIZATION LED SME GROWTH ICT Products and Services SME Digitization
  7. 7. WORKING METHODOLOGY Market Gap Assessment Identify Workstreams Market Engagement Technical & Financial Assistance •Market Led Survey •Establish development hypothesis •Capability Development •Market Access •Product & Platforms •Consultative Group Discussions •Intervention Design •Market Communication •SME Induction •Profiling and Support Scoping •Technical and Financial Assistance
  8. 8. ICT – THE MOST DEMANDED SERVICE ACROSS SECTORS SMEA Sector Study 2017
  9. 9. SECTOR PRIORITIZED FOR DIGITAL INTERVENTIONS oICT oHospitality oTextile oLight Engineering oAgri Business & Processing oWomen Owned Enterprises
  10. 10. ICT SECTOR CONSTITUENTS ICT Fintech Healthcare BPO System Integration Gaming/ Animation Mobile Application Ecommerce IOT, Data, Inshights Cloud & Infra IT ITES Product Development Bespoke Development Value Added Reseller Platform Apps (IOS, Android)
  11. 11. PROGRAM COMPONENTS USAID SMALL & MEDIUM ENTERPRISE ACTIVITY (SMEA)
  12. 12. SMEA PROGRAM COMPONENTS Competitiveness Enhancement (CE) TOOLS - TECHNIQUE- TRAIN Business Enabling Environment (BEE) POLICY REFORMS- REGULATIONS - ADVOCACY Challenge Fund (CF) INNOVATE - SCALE
  13. 13. COMPETITIVENESS ENHANCEMENT (CE) PROGRAM Capability Development Market Access Access to Finance Inclusive Growth Business Development Services
  14. 14. BUSINESS DEVELOPMENT SERVICES- SUPPORT MECHANISM BDS Identificatio n & Selection SME Identificatio n & Selection Contracting Signing of MOU Matching SME needs to BDSP services, gauging impact on sales jobs and/or exports Service Delivery SME Pays 50% cost SMEA Pays 50% remaini ng Monitoring & Evaluation
  15. 15. COMPETITIVENESS ENHANCEMENT (CE) )PROGRAM BDS People Process Product Market Access Access to Finance Inclusivity SME 1 SME II
  16. 16. ICT SECTOR IDENTIFIED ITS NEEDS 15% 19% 27% 50% 56% 56% 63% Energy Access to Finance ICT Marketing Skilled Labor Business Development Certification & Compliance PercentageofSME Key Challenges ICT Sector Analysis
  17. 17. CAPABILITY BUILDUP People •Skill Assessments •Technical Training •Skill Certifications Process • Agile/Scrum • ISO 9001 • ISO 14001 • ISO 27001 • CMMI • GDPR • Local Laws Compliance • Cyber Security Compliance Product • Performance Benchmarking • Industry Standard Compliance (PADSS, HIPA, FATCA) • Cloud Enablement • Multi DB support • Open API Enablement
  18. 18. GROWTH HACKING Market •New Market Planning •Market Intelligence Access 2 Finance •Business Modelling •Investor pitch book development Inclusivity •Diversity Integration •Women leadership training Digitization •ERP Implementation •Financial Reporting
  19. 19. EXPORT MARKET ACCESS PROGRAM ICT SECTOR
  20. 20. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  21. 21. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  22. 22. INSIDE SALES – INTERVENTION PLAN Source : Sirius Lead Generati on Insid e Sales OBJECTIVE: ENABLING BEST IN CLASS TOOLS, TECHNOLOGY & TRAINING TO ICT SMEs TO CREATE OPPORTUNITIES REMOTELY
  23. 23. INSIDE SALES – TOOLS. TECHNOLOGY. TRAINING PROSPECT TECHNOLOGY PARTNERSCustomer Relationship Management CONTENT CREATION CONTENT DISTRIBUTION SOCIAL MEDIA ADVERTISING LEAD GENERATION
  24. 24. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  25. 25. INFLUENCER MARKETING Key Market Prioritization Influencer Identification & Recruitment Market Digitization Report Market Governance Report Leads and Market Progress Update OBJECTIVE: Identify, Recruit and Activate Key Influencers in select markets to highlight digitization opportunities , market risks and track changes in digital governance and regulations
  26. 26. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  27. 27. MARKET COMPLIANCE Identify Market Governance Changes Identify remedial Certification s and providers Identify and Onboard SMEs Technical and Financial assistance for select SMEs OBJECTIVE: Prepare ICT SMEs with remedial plan to address compliance, legal, statuatroy, regulatory, data privacy or other market entry barriers for ICT services
  28. 28. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  29. 29. EMERGING TECHNOLOGIES OBJECTIVE: Integrate Emerging technologies in the product and services offering/roadmap of the ICT Sector SMEs enabling market access in developed markets. Investment in Emerging technologies will broaden the service offering and help in improving the Yield per employee Market scoping for ET use cases Identifying & onboarding local SMEs targeting ET Training the local engineering pool on ET Market Making activity supportin g early pilots
  30. 30. STRATEGY WORKSTREAMS INSIDE SALES INFLUENCER MARKETING MARKET COMPLIANCE EMERGING TECHNOLOGIES DISTRIBUTION CHANNELS
  31. 31. DISTRIBUTION CHANNELS OBJECTIVE: Identify, capacitize and incentivize distribution channel partners to push select ICT SME products/services in the local markets Value Added Distributor Network creation Market Activation Support Long term support infrastructure
  32. 32. PROGRESS UPDATE ICT SECTOR
  33. 33. WORKSTREAM PROGRESS Inside Sales 15% Influencer Marketing 5% • Industry consultation • Partners onboarding • Strategy dissemination • Industry consultation • Nordic, Canada Engagements Market Compliance 25% Emerging Technologies 30% • Industry consultation • Blockchain Trainings • Blockchain Center of Excellence Partnership • Silicon Valley Linkage • Market Making Activities • Outcome Event (Oct • PSEB Partnership • Consultant Onboarded • GDPR Compliance • PADSS Engagement
  34. 34. PRIMARY PERFORMANCE INDICATORS New Jobs Increase In Revenues Increase In Exports
  35. 35. MEASURING PERFORMANCE & EVALUATION • New Jobs added • Net Sales Increase • New Domestic and/or international growth Territory • Access to finance • Introduction to New Technology and/or New Process • Private Sector Investment Contribution • Empowering Women-led businesses • Inclusive growth with integrated women workforce
  36. 36. APPLY TODAY! ICT • https://goo.gl/Nqs5XW BDSP •https://goo.gl/VfNsSu Docs •https://goo.gl/BcN4fg Email •Info_smea@pakistanSMEA.com

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