Tapping personal networks. Following up on every lead and referral. Diversified portfolio of clients and services {but tier-1 prospects increasingly wanted IT service partners who demonstrated deep and wide understanding of their particular industry}. Best clients with specialized needs in an ever expanding market to which they devoted individual attention. Additional strengths the Argentina Advantage—1). Educating talent pool, 2). Competitive wage economics 3). Time-zone favorability with regard to Europe and America. 4). Direct contact with clients, 5). Agile Software Weakness:
1). many foreign competitors, 2). Lack of country (brand) recognition, 3). Perception of criminal activity in Argentina, 4). Political instability, 5). Need to develop a more focused and tactical tactical strategy. 6). Once a company choses an offshore IT consultant they remain loyal. Difficult to move in on an existing relationship,
6). Tata now had a presence in South America, 7). Accenture in US already established and provided an additional advantage (service) of management consulting. 2)a. Describe the sales cycle in the offshore IT services. 2)b. What are the differentiating factors should the Globant team focus on? The market had matured, still growing but at a steady state now. Several similar companies for any particular segment or specialty. Find already existing problems between established offshore IT company and it’s client, identify to the client and provide a solution. Opportunity as large firms looked to diversify, identify a new market Globant could help a company to move into and provide IT solutions to enable the opening of that new market.
Look for Chinese or southeast Asia companies that want to establish a new market in Europe and/or US. 2)b. Direct contact with clients. Best geographic position. Develop a systematic approach to selling 3). What industry segment(s) present the best opportunity for the Globant team and why? I would look at providing management consulting services with It services like Accenture. It appears that no one else is doing it and they have the expertise in their CEO and COO. They also have a reputation as a great IT firm and prompt customer support. Could offer a t a lower price point than Accenture.
Targeted Markets: 1).High-Tech Pre-Packaged software—Pre-packaged software had the most interest in large scale outsourcing arrangements, strong interest in open source technology (no interest in having the technology “stolen” also Globant already had experience in this industry, 2). Travel industry--experience, 3). Telecom—experience.
