marketing strategies to succeed in the global community

1. marketing strategies to succeed in the global community Steve Mezak, CEO Accelerance, Inc. author of Software without Borders:A Step-By-Step Guide to OutsourcingYour Software Development

2. Kelly’s VC Pitch

3. Today you are expected to develop your software outside of the United States… • Where? • In which country or continent? • Who? • Which vendor? • What? • What must you do to get good results? • How? • How will you track their progress?

4. Argentina Belarus Bulgaria China Costa Rica Czech Rep. Egypt Hungary India Where to Outsource? • Language & culture • IPR protection • Time zone issues • 80% goes to India • How about you? Mexico Vietnam Pakistan Nepal Philippines Poland Russia Turkey Ukraine USA Romania

5. The dangerof choosingthe wrong vendor How to Select Your Outsourcing Vendor • Technical skills • Java, .NET, C++, PHP • Embedded / Mobile • Database, Web • Positive happy references • Beware of “body shops” • Only services, no products • Careful evaluation cantakes months

6. Source, Screen & Select Your Vendor • Source • from a large list of choices • Screen • Using 15 criteria • Make a short list • Select based on the 3 R’s • References • Rates • Resumes

7. The Accelerance Outsourcing Jumpstart Matrix

8. Accelerance Outsourcing Jumpstart • By Country or Technology or Industry • By Country and Technology

9. Creating Your Own Offshore Subsidiary • Only for > 50 engineers • Lower costs – 1/3 rule • Build, Operate & Transfer • Fixed vs. variable cost • Beach head in new market • IP > Subsidiary Your new offshoreoperation

10. Designing Your Software for Outsourcing • Requirements but no long specs • Use cases or user stories • The who & the how • Use screen shots of existing app • Screen mock-ups in HTML • Link to demo for prospects Extracting use cases froman Accelerance client

11. Controlling Your Outsourcing • Keeping in touch with your team • Email, IM & VOIP • Agile & test-driven development • Frequent iterations • Users as part of development process • Test first, then write code • On-line system for tracking outsourcing • Travel

12. Protecting Your Intellectual Property • 5 levels of IP risk • Very low- standard / old tech widely available and understood • Low- some IP exposed but practical use by others is limited • Neutral- some IP exposed, partition software to limit danger • Moderate- consider using multiple teams to limit access to all IP • Serious- risk may overwhelm the benefits of outsourcing • 3 kinds of protection • Technical, Legal & Physical • Open source licensing dangers

13. The Future of Outsourcing • Globalization 3.0 • A flat world of freelancers • And smaller, agile vendors • Not just multinationals anymore • New countries & regions • South America • Middle East • Africa • Vendor selection by industry & domain experience

14. Outsourcing Info & Services from Accelerance • Free Report: The Seven Deadly Dangers of Outsourcing • Free Bi-weekly Runtime eZine • Do’s and Don’ts of outsourcing • Latest trends • Software without Borders book – May publication • New low-cost Outsourcing Jumpstart service - $497 • Contacts with 5 pre-qualified vendors • By country and/or technology • Fourteen-page vendor selection guide • Hour of expert consulting to help make final selection

15. 3062 Woodside RoadWoodside, CA 94062(650) 851-8010 www.buckswoodside.com Noted Silicon Valley VC breakfast hangout What ever happened to Kelly?