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Stran 2
Agenda
1. Špica 2. MisionàVisionàCultureàStrategy3. Tactic4. ZITex5. Q&A
Stran 3
Špica Adriatic facts
• LJ | ZG | BG | SA | SK |• 50+50• 12 MIO EUR• 20 let R&R• ISO 9001, ISO 27001 BSC• D&B A1• 70% deep, 30% wide• ZITex
Stran 4
Mision
Stran 5
Vision
Leader in region,
well known in the “world” vvision
Stran 6
Culture
Ø AgilityØ InovativeØ Ex
culture c
Stran 7
Sredina jecona ugodja !
• Življenje na robu:• Agilnost• Inventivnost• Zaupanje• Mobilnost• Pogum• Ostrina• Experimenti
Stran 8
Strategy
Ø DeepØ WideØ Global
sstrategy
Stran 9
Export success stories inAlbanijaAnglijaEgiptItalijaAfrikaMaltaOmanRomunijaSavdska ArabijaZdruženi Arabski Emirati
Stran 10
How do we grow?
STRATEGIC• Planned• Targetted
OPPORTUNISTIC• No forward visibility• Random
Stran 11
Setting the stage - #1
BRANDING• Let the world know you‘re there• Let the world know who you are
HOW?• Web-presence• Digital/publicity• Trade-shows
Stran 12
Setting the stage - #2
NETWORKING (subset of branding)
• ”Standing on the shoulders of Giants”
• Work your technology partners (not competition)
• Build personal credibility
• Also a great education in the market
• Backs up your branding claim
Stran 13
STRATEGICPLAN – making smart choices
• Language/Localisation• Import barriers• Potential (GDP, Growth, culture)• Stability• Ease of Access• Other factors (flights, time zones, etc.)
Stran 14
STRATEGICRESEARCH – being smart
• Competition• Opportunity (projects, market)• Alliances• Channels• Channel strategies
Stran 15
OPPORTUNISTICHow to deal with Random
• Assess• Categorise• Follow-up (strong or soft)
Market knowledge helps in the above. Use the STRATEGIC tools to assess and categorise, but weighted strongly by the OPPORTUNITY.
Stran 16
ENSURING SUCCESS – either wayNURTURE• This is similar for both approaches• Early traction à lasting business• Enaggement• Prove the values originally sold = PERFORM• Embed the structure required
• STRATEGIC – part of process• OPPORTUNISTIC – sometimes applying order over
chaos after the fact!
Stran 17
CASE STUDY - INDIAStrategic view of INDIA• Huge potential• Healthiest major economy• SINGLE business language• Tough competition from home&abroad• Acceptance of Western products• Punitive import duties• Layered market
STRATEGY – Potential
Stran 18
CASE STUDY - INDIAResearch of INDIA• Intern research of potentials and structure• Identify early targets• Mailshot• First visit – early target failed• Early feedback on market needs noted• New contacts formulated• Access plan developed• Plan launched
SUCCESS – Limited, but growing
Stran 19
CASE STUDY -KENYAStrategic view of AFRICA• Potential growth• Need wide coverage to avoid instabilities• 2.5 business languages (English, French, Portuguese)• Tough competition in SA, influence to others• Wide range of economies, industries, requirements• Varying security (54 countries)
STRATEGY - WAIT• Watching brief• Would need focus, time, personnel.
Stran 20
CASE STUDY -KENYAOPPORTUNITY knocks!• Intro by key Tech Partner - qualified• Initial project quotes• Visted to present at seminar (with tech partner)• Included customer visits and training• Further opportunities and great traction• First order!• Attended Exhibition on partner stand• Supplied tech expert to roll out 1st project• Major order won!
Stran 21
CASE STUDY -KENYA
Beachhead established...• Strong engagement led to partner WON• Now Kenya = Kenya, Tanzania, Uganda, Ethiopia• Potentials in West Africa now worth pushing• South Africa contacts made and re-entry there possible
Future? – watch this space...
ZITex framework
1. Struktura2. Informiranje3. Promocija4. Delegacije5. Dogodki 6. Mreženje7. Kompetenčni Centri
1. Struktura
• GZS -> ZIT -> ZITex -> KC kompetenčni centri• Upravni Odbor• Kodeks• Letni plan
2. Informiranje• ZITex portal• e_mailing iz ZITex naslova• redna srečanja članov• priprave na delegacije• LinkedIn• e_novice ZITex 4 x letno• TEDNIK GZSja• Glas Gospodarstva• GZS mreženja
3. Promocija• Katalog in CDji• ZITex portal• Ang. portal v ospredje• Adrema kontaktov za emailing• Promocija blagovne znamke ZITex• Predstavitve na dogodkih:
posveti, bilateralni in regionalni, MS, IBM, ORACLE, PR, okrogle mize, …
• Povezave na SLO izvozne portale (GZS, JAPTI…)
4. Delegacije
• Kuvajt, Katar, Januar
• Združeni Arabski Emirati, Februar
• Južno Afriška Republika, Marec
• Nemčija - Frankfurt, Junij
• Rusija – Moskva, oktober
• Uzbekistan, jeseni
• Turčija, November …
5. Dogodki• Splošni IKT sejmi:
• CeBIT• Dubai: GITEX (www.gitex.com, 17.- 21.oktober)
• KC Security:• Dubai: INTERSEC (www.intersecexpo.com 17.-19. januar)• Birmingham: IFSEC (www.ifsec.co.uk 10. -13. maj)
• KC Banking:• Beograd: Smart e_Government (www.smartegov.rs oktober)
• KC Banking:• Bahrain: MEFTEC (www.meftec.com/meftec10 20-21.april)• Beograd : Technobank (www.technobank.rs april)
6. Mreženje• GZS - CK Center Konkurenčnosti• JAPTI Področje internacionalizacije,• MZZ Ministrstvo za zunanje zadeve, ekonomska diplomacija• MG Ministrstvo za gospodarstvo, center za internacionalizacijo• Društva bilateralnih prijateljstev• Strateški sveti vlade• Tehnološke mreže in grozdi (G2M) • Regijski direktorji multinacionalk (MS, CISCO, Oracle, S&T, IBM,
HP...)• GZS sekcije, Lesna, Gradbena, ZING…
7. KC - Kompetenčni Centrin e_Government (Genis)n e_Security (Špica)n e_Banking (IRM)n e_Health (Marand)n e_Manufacturingn e_Hospitalityn e_Telcon SaaS