In order to tap into personal networks, it is important to follow up on every lead and referral. It is also crucial to have a diversified portfolio of clients and services. However, tier-1 prospects are increasingly seeking IT service partners who demonstrate a deep and wide understanding of their particular industry. The best clients are those with specialized needs in a market that is constantly expanding, and they require individual attention. The Argentina Advantage provides additional strengths such as educating the talent pool, competitive wage economics, time-zone favorability with regards to Europe and America, and direct contact with clients. However, one weakness is the lack of agility in software development.
1). There are numerous foreign competitors. 2). There is a lack of recognition for the country or brand. 3). There is a perception of criminal activity in Argentina.
...4). The political situation is unstable. 5). A more focused and tactical strategy needs to be developed. 6). Once a company selects an offshore IT consultant, they tend to remain loyal, making it difficult for others to establish new relationships.
6). Tata now had a presence in South America, and Accenture in the US had already established itself and provided an additional advantage for management consulting services.
2)a. Explain the sales cycle in offshore IT services.
2)b. What factors should the Globant team focus on to differentiate themselves?
The market had reached maturity, experiencing steady growth. There were several similar companies catering to specific segments or specialties. The task was to identify existing problems between established offshore IT companies and their clients, provide solutions, and seize the opportunity to assist large firms diversify and
access new markets with IT solutions.
Look for Chinese or southeast Asia companies that want to expand into the European and/or US markets. Additionally, establish direct contact with clients to improve sales strategy. Assess which industry segments present the greatest opportunities for the Globant team and justify the choice. One option could be providing management consulting services combined with IT services, similar to Accenture. This approach stands out as no other company seems to offer it, and Globant's CEO and COO possess the necessary expertise. Moreover, Globant is well-known as a reputable IT firm with efficient customer support. By offering competitive prices, Globant could attract more clients compared to Accenture.
Targeted Markets: 1).Pre-packaged software in the high-tech industry, with a strong interest in open source technology and previous experience. 2). The travel industry, with previous experience. 3). The telecom industry, with previous experience.
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