
Горохова

Квитковский
Отель Ramada Encore Kiev
Киев, Столичное шоссе, 103
Международная конференция по бизнесу на cервисной разработке ПО
КупитьСпикеры - ключевые персоны отечественного и зарубежного IT-бизнеса
7 потоков. Только актуальные темы, практические кейсы и реальные истории
Перейти к программеYuri Warczynski is co-founder and Executive Chairman of HYS Enterprise, BV. Yuri is a tested and tried information technology professional. Yuri and HYS Enterprise are experts in Project & portfolio management, Business Analysis, Agile development, large scale software development including highly distributed teams, Operations management and business process management. During the last 15 years, Yuri has provided IT services to clients in the insurance, banking, GSM, energy, leasing, retail, transportation and software development industries. He has also directed large projects at companies including Credit Europe Bank, Aspider Solutions and Blue Sea Technology. Yuri's management style combines a comprehensive study of emerging technologies, the passion for building highly motivated teams, strong personal determination and love for cutting-edge technology.
ИТ регата, или как оставить позади галеру, когда все на твоем паруснике словили одну волну
ИТ регата, или как оставить позади галеру, когда все на твоем паруснике словили одну волну
Business Development professional with over 5 years experience in IT and a proven ability to develop strategic alliances, build new sales channels (US,EMEA) and lead business transformation. A skilled people manager, manager of alliances, and developer of new market opportunities. Being a dynamic self-starter, with a “can do” approach to work: energetic, enthusiastic, hardworking and a quick learner. My approach to business is that of a solution provider for both internal and external customers, ensuring both parties are satisfied. Having spent time working in large corporates (Ciklum, Bipper, Utel) and startups (Grossum) I have a deep understanding of the complications in building partnerships with both and driving that partnership forward into a long term bi directional relationship.
Контент-маркетинг, как основной канал продаж в ИТ-аутсорсинге
Ключевые HR вопросы для СЕО IT компаний: привлечение, удержание, рост
I love business! I have 8+ years of successful web projects development and workflow process building.
Ошибки которые я прошел при построении компании в 100+ сотрудников и средним рейтом $40
Пытался делать скидки, соглашаться на те цены что хочет клиент - терял лучших клиентов. Пытался жить чужой жизнью, отдыхая, занимаясь виндсерфингом - терял время. Не думал о том как хранить деньги - терял деньги. Не нанимал людей когда они были не нужны, а пытался нанять когда нужны - терял людей. Боялся уволить сотрудника, много переживал - терял клиента. Не делегировал - терял силы и время. Не снимал больший офис чем было надо - терял рост компании Не развивал отделами, не пытался разделить - жил в страхе что все может сломаться в любой момент.
Lead Generation - 500 leads in 5 min is possible! and then what?
Workshop
Data geek changing the online travel world
Increasing sales through solution design - как продавать решения, а не биллинговые часы, зарабатывая в разы больше
It is practically impossible for an outsourcing company to be really successful selling billing hours. Because there is only that much you can charge per hour. Most companies in Ukraine struggle to even get their bundle rate over $50-$60. But there is practically no limit to how much you can charge for solving real business problems. That’s why corporate lawyers in the US often charge over $500 an hour - because they don’t jsut draft contracts, they solve real problems. That’s why the world biggest outsourcing companies (Accenture, Tata, IBM) do not market themselves as outsourcing companies but as consulting companies. However, to switch from selling billing hours to selling solution isn’t as trivial as it sounds. Statistically, over 1/3 of all IT projects fail, mainly because of insufficient up-front planning and inadequate involvement of key stakeholders. And if you want to charge for solutions, not billing hours, you first need to learn how to design these solutions while mitigating the risk of failure from overspending or product misfit. In this presentation I would like to share my real-life experience how a process called “solution design” can help you go from from selling hours to selling solutions.
Seasoned specialist in IT-industry with more than 13 years of experience in project, program, account management, as well as business development. ex-Head of ELEKS Digital and Business Development Director at Perfectial. Founding Partner at Product Design Firm "The Gradient". $1 Mln Contracts Closure, 40+ contracts conducted, PhD in Management
Relathionship with cleints: how you can receive ROI from your account management
About
Интервью с экспертом
Интервью с экспертом
An experienced and highly motivated executive with a proven track record of success within IT industry managing multi-site international software development companies, leading operations for technology, business development and application development. Developing and executing operational strategies to promote organizational growth and optimal utilization of company resources. Managing and implementing company processes, improving the cross-department collaboration. In-depth knowledge of full product life cycle, technical pre-sales and proposal development, competitive bidding and negotiations. Recognized for problem solving, customer communication, management supervising, project management, coaching and mentoring activities. Working in IT industry since 1995. Specialties: Offshore software development, outsourcing, ITO, BPO, staffing, dedicated teams, virtual captive and captive centers, IT startup, strategic and management consulting, project management, quality assurance and testing
9 "challenges" и наши уроки
9 "challenges" и наши уроки
Джефф Бьянко, основатель Dev-Pro.net. До этого он запустил две технологические компании: GraphicCorp Inc. в 1993 году, затем приобретенную корпорацией Corel в 1999 году; и CustomCD в 2005 году, купленную Digital River Inc. в 2008. С 1998 года Джефф был партнером Validio Software LLC, которая была приобретена GlobalLogic Inc. в 2008 году.
10 Rules of Effective Communication. The Client's Side of The Story
Jeff will share his take on the specifics of working with foreign customers. Conference attendees will learn 10 rules of effective communication that will help them to build a long-term partnership with clients. Jeff is actively involved with the business development processes of Dev-Pro. The rules are based on his 20+ years’ experience working with Ukrainian outsourcing companies, and currently being president of one of them. Jeff will speak about the communication culture established at Dev-Pro. Attendees will learn how to save client's time by providing them with visibility and proper email communication. Topics include problem-solving practices and "the best and the worst" examples from everyday work. For the end of the speech, participants will know how to communicate with clients to demonstrate their team’s professionalism and build a trustworthy relationship with the customers.
Romeo Man is a Business Automation specialist and founder of MAN Digital. If you can get him on your side, you'll start attracting the right people and converting them to customers with a custom-built sales funnel built on data, not hunches. Find out how he does it at MAN.Digital, and follow him @RomeoMan Specialties: Growth Marketing, Business Automation, Conversion Optimization, PPC and SEO. Sales Force Google Analytics Bing Ads Google Adwords Hubspot and CRM Setup.
How To Generate And Nurture More B2B Leads To Grow Your Business
We’ll be talking about a few simple techniques and how-tos, whilst at the same time diving deep into the WHYs so that you don’t leave our talk with more questions than you came with.
Лидер 3.0. От кнута и пряника к культуре счастья
Founder & CEO at privately held software development company — Artjoker. Active in software and online-marketing industry since 2006. An entrepreneur and senior IT executive with various experience in managing software engineering teams and international software projects for partners in Europe and USA. Specialize in Business Development, Entrepreneurship, Management, Online-Marketing, Management Consulting and Product Development. Expert and lector for Web and Mobile product management at different conferences. A public speaker at the following events: "Ecommerce UA 2013", "The congress of the entrepreneurs «Prizma 24", "Webshops, the strategies of groth-2015", "Remarketing 2016", "Beach Camp Outsource PP", "Management, Marketing, and Sales Conference 2016", "Outsource People 2016" in Krakow, etc. Passioned for sports and entrepreneurship. Dreamer.
10 ошибок за 10 лет
10 ошибок за 10 лет
Мастеркласс по переговорам
Workshop
Dynamic, accomplished, and results-oriented business technology leader with 20+ years of technology management experience spanning the entire product/software development lifecycle. Recognized for leading the execution of technology solutions to advance the company’s competitive position, increase growth and usability, improve user experience, remove complexity, and exceed client expectations.
Почему Украинское ИТ само себя убивает и как это остановить?
Adam has over 15 years of sales professional experience, gained in multinational environment within Manufacturing (FMCG, Graphics Art) and IT industries. Worked with many Fortune 500 companies, providing solutions supporting their growth. Built Sales Departments for Global Companies. Co-founder of CEESoft - IT Security Cloud Services Distributor in CEE region and Partner at North Star Consulting Group, helping companies to increase sales efficiency.
Corporate sales – how to win more work by shifting your focus from tactical to strategic?
Understanding of corporate structure, internal politics and buying process How to filter right opportunities How to shift Customer’s perception of your company from transactional cooperation with Vendor to Strategic Business Relationship
12+ years of creating and leading software development projects. Proven excellence in building effective and productive teams across multiple locations. Adherent of Agile/Lean approach in building teams and processes: empower the team over titles-based responsibilities, results over documents, validated data over beliefs, smiles over dictatorship :) Released more than 40 projects in multiple domains: Gaming, Finance, Healthcare, Education, Social, High load services. Excellence in outsourcing and distributed development. Helped multiple organisations to set up outsourcing accounts up to 200+ people. Delivered over 15 products with distributed teams over 2-4 locations. Active contributor to the Project Management community: Speaker at many conferences (AgileEE, 4C, PM Days, SECR, etc); author of several training programs for PMs' soft- and hard-skills. Specialties: Product Management, Project Management PMI & Agile, Software Development, Team coaching Traveler and photographer. Love to explore new places and be inspired by new ideas
Почему у сервисных компаний редко получается делать продуктовую разработку
“Продукты в аутсорсинге”, “продукты против аутсорсинга”, “аутсорсинг без этих ваших продуктов” какие темы только не обсуждали на сервисных конференциях. Причем, на продуктовых конференциях вопросы “аутсорсить или нет” обсуждаются очень редко :) Такая асимметрия в отношениях слегка удивляет, но объяснима: продуктовая разработка легко использует сервисную, а вот сервисной очень сложно выходить на продуктовую. Хочу, на примере проектов DataArt и предыдущего опыта, разобрать модели взаимодействия самые удачные кейсы перехода сервисной компании на разработку продуктов. Основной акцент будет сделан на “продуктовых” сервисах от аутсорсинговых компаний: · Почему инженеры очень плохо делают продукты · Почему текущая структура управления мешает делать продукты · Как перейти от инженерного мышления на продуктовый. И главное “зачем” это делать · Почему клиенты редко видят в сервисных компаниях продуктовых партнеров. · Какие методологии внедрять? · Где и зачем учить/учиться? Хотелось бы на докладе рассказать все аспекты, и сложности внедрения продуктового подхода в сервисные компании. Исчерпывающего ответа не будет, зато будут практические рекомендации как избежать основных ловушек в пути.
Georg is a serial entrepreneur with strong background in software engineering and more than 14 years of professional experience in the software industry, having held various roles of increasing responsibility in management and engineering and currently serves as General Manager of Exaud, a highly-specialized custom development company and solution provider. Speciality: gets enterprise level software projects in embedded and mobile done on time and budget.
Мои 7 уроков, которые я выучил в бизнесе в Европе: разбор ошибок”
Написание писем: ошибки, стиль и особенности культуры
Workshop
About
Применение концепции H.A.C.K. Как научиться никогда не терять клиентов
В этом докладе будет рассмотрена концепция управления взаимоотношениями с клиентами, позволяющая максимизировать LTV и существенно удлинить фазу сотрудничества с клиентами. На примерах конкретных кейсов, будут показаны лайфхаки, позволяющие увеличить средний чек контракта, получить новый контракт, не дожидаясь окончания первого, получить референсы и новые лиды.
Cоучредитель школы IT продаж Conformato, управляющий партнер компании NexGen Design Technologies. В 2007 начала работать в ИТ на позиции маркетолога, а позже – менеджера по продажам. Руководила отделом продаж и маркетинга, успешно обучила ряд команд в составе сейл + аналитик и сейл + маркетолог, которые принесли успешные проекты компании. В 2011 году в Харькове, а в 2012 — в Минске, провела мастер-классы для менеджеров по продажам и руководителей компаний.
Тренды в IT продажах: где и как мы ищем клиентов в 2017-м.
- Мода на каналы продаж. Откуда появилась? - Как компании на рынке ищут клиентов в этом году? - Новое - это хорошо забытое старое. Дискуссии вокруг холодных звонков. - Гнаться за трендами или ждать результатов коллег: как работать с новыми каналами продаж.
I'm Canadian QA manager, working currently in Poland offices of the international company. Onshore, nearshore, offshore teams; US, Canada, Europe, India. I started my career as a tester and have been managing IT teams since 2000 from pre-sales to implementations. Areas of expertise - QA improvement in organization - Rational planning of QA processes and resources - Test automation and manual testing: blended approach - Development and implementation of IT and QA Strategies - Managing multiple teams, onsite, nearshore and offshore - Operations: resources, delivery, budget, timeline - Portfolio management: Billing, issue resolution, legal, SOW - Pre-sales: technical and resource estimates, communications with key clients - Project controlling and monitoring from pre-sales to delivery - Procurement and offshore/nearshore vendor management - Infrastructure systems - E-commerce experience - Data analytics - Building QA department from ground zero Specialties: Test architecture, QA estimates, test automation, quality assurance processes, people management, talent development, startups, Mobile app, Mobile Data services, Web app, Payment solutions, BI, Document and record management Business domains: Vendor/Consultancy, Telecommunications, E-commerce, Banking, Insurance, Health, Government, Medical devices, Gaming
Большая жаба аутсорса: скрытая стоимость найма
Все это про деньги. Когда заказчик аутсурса хочет все бросить - при найме аутсурсной конторы? Когда владелец аутсурсной конторы хочет разбить телефон при разговоре с заказчиком? Дыры в бюджете тут и там, и как их можно предупредить или заткнуть На что жалко денег и стоит ли бороть жабу Что волнует иностранного заказчика при найме аутсурсной команды Внутренняя скрытая стоимость для конторы-нанимателя Подсчет расходов
About
Онлайн аналитика в eCommerce: как заставить данные работать на бизнес
Мифы и заблуждения об аналитике Что болит у eCommerce проектов и как это лечится Кейсы Проблемы и решения во взаимодействии клиента, разработчика и аналитика
Solomon has more than 18 Years of leadership experience in Software Product Development and Product Market Launch. For the last 12 years Leading and managing the International IT Services Group- "AllStars-IT" and its Ukrainian subsidiary: www.allstars-it.com/english AllStars IT Ukraine is a leading international IT offshore staffing services company Located in Kiev, providing services to HighTech, Banking and Telecom sectors mainly in the US, UK, Germany and Israel. Specialities: In-depth understanding of emerging technologies in the Software Development & Software Testing (Manual and Automation) Verticals: C#.Net, Java, Mobile (iOS, Android), Security Experts and more, all in a Service Oriented
How to build a network that sells ICT to Giants as Intel, Motorola, SAP and others
Manuel De Vits is a Belgian successful salesperson. Before moving to the IT industry, he was closing big deals at the European level with companies like Carrefour, Auchan, Vodafone, Telefonica, Atos, Glaxo in B2B Automotive Industry. In IT, he also quickly became a "Rainmaker" and all the comments of the audience who have been to his speech go on the same way: Practical, easy to apply, motivating and inspirational. A Little background about Manuel: — Actually coaching more than 10 sales teams in Ukraine and in Western Europe, Helping them to build their sales team, training them to lead generation, and building a strong sales strategy that brings quickly revenues. — Partnering Talent.Today (Ukrainian company) as Business Development Director for Western Europe. — Consulting d:evolute (a German Outsourcing Company, Berlin) for his Outbound Sales Strategy. — Finished a 6 months mission for a Luxembourg automotive group (Opened 5 showroom with hiring, coaching and managing 25 Sales) — building the sales division and outbound sales strategy for a new Internal recruitment agency of a Luxembourg IT Company. He was given the Award of Sales & Marketing Guru of the Year and Top Speaker of the Outsource People Conference 2016 - 2017 Now, Manuel is dedicating dedicate his time between East & Western Europe, speaking at international conference, helping IT companies to structure their sales department by coaching their team and giving workshops on many Sales, Marketing & Management topics
Guerilla Sales & Marketing! Ideas are shit, execution is the game
Too many times, I hear smart people building sales and marketing strategy. And those strategies are so complicated and so far from the reality of the ground. This speech is only about applying on the ground, by messaging, email, phone or face to face, unusual sales and marketing technics that work very well. Those technics are also not really known as it is mainly thought to the high-level salesperson in Europe and US. I have simplified them and adapted them for IT Sales. They have been used for the preparation of Full Stack Fest. Results, 35 meetings with decision makers in the Startup environment of Barcelona. 150 potentials contacts found inside the conference. Succeed to make the company appear 2 times in the after-video conference and getting people contact us after. The team, CEO and Co-founder included, were so motivated that they were ready to take the airplane and go directly with me to dmexco in Koln to apply those technics again directly. Only practical.
8+ years IT managerial experience; Speaker at 10+ conferences in 2016. My strength is your confidence that things will work out. I am the one to plan, organize, control and inspect within the team. I love taking the first step. Try it and let's see what happens. That's my motto. People see me as persistent. I just keep moving forward. I can pick up on other people's feelings, whether they are customers or colleagues. People seem to trust me quickly. Why? Because I don't judge them. When it comes to finding solutions, I find I'm best at the brainstorming stage when people need to feel okay sharing all the ideas they have. I tend to be able to remember things about people--birthdays, favorite foods, names of their kids. It makes them feel special.
My sweetheart went down with the ship: Почему Титаники уходят на дно даже спустя 100 лет?
Трагедия Титаника и чему она может нас научить спустя 100 лет? - Самый большой корабль, с очень красивым интерфейсом– как красиво было написано ТЗ - Пожар + не разбившаяся бутылка + забытый бинокль + шлюпки не на всех, и т.д = BackEND, который ничего не держал– - А так ли страшен был айсберг? – доплыл бы Титаник до конца без столкновения, или столкнулся бы с другим кораблем/повышенной нагрузкой на сервер? Какие выводы мы делаем сегодня? Трагедия продукта в разрезе- Роль маркетинга и продаж : Трагедия продукта в разрезе – Роль разработки (Оценки сроков, выполнение, дедлайны): Что же делать?: - Где Непотопляемая Молли? Я хочу быть в ее шлюпке! – Кто будет всех мирить, планировать, коммуницировать и не сопьется при этом? Что написано у этого человека в вакансии? - Что делать, когда продажи напродавали аж на 6 паралельных проектов?
Currently, I am responsible for E-commerce Berlin Expo (http://ecommerceberlin.com) event. Expo is the biggest pure play e-commerce event in Berlin. Complementary to main events such as Dmexco. 2017 edition have gathered more than 3,000 visitors and over 30 speakers from companies such as Alibaba, Google, Hubspot, Otto and Rakuten.
Ecommerce networking - кейс от организатора крупнейшей конференции в Берлине по ecommerce
Ecommerce networking - кейс от организатора крупнейшей конференции в Берлине по ecommerce
About
Проблемы роста IT компании на каждом из этапов
Проблемы роста IT компании на каждом из этапов
I’m software development professional with solid 11 years’ engineering experience across variety of technologies and domains, building relationships with customers worldwide. As I have a genuine interest and real experience in digital marketing in context of promoting oursourcing/outstaffing services, I would like to share the highlights of marketing methods to help you succeed in your own business.
Marketing Techniques That Supercharge Your Business
Marketing Techniques That Supercharge Your Business
About
Переговоры в сервисном IT бизнесе как мастерство: кейсы
Переговоры в сервисном IT бизнесе как мастерство: кейсы
About
Дигитализация процессов в ритейле на реальных кейсах
Дигитализация процессов в ритейле на реальных кейсах
Strategic approach to Corporate Sales
Workshop
Как расти значительно быстрее рынке: ключевые точки роста
Как расти значительно быстрее рынке: ключевые точки роста
Business developer, IT consultant and entrepreneur, uniting software development companies via clusters (waynord) and networks (Aciety). Venture Kartu.lt - sold (2011). Venture Adorebox - failed (2012). Numerous software projects matched
Outsharing - the outsourcing messages, which work in San Francisco.
The competition for software development services is so fierce in Silicon Valley (San Francisco) that people reject you almost as soon as they hear the term "outsourcing". Thus we developed a concept of "outsharing" and a set of messages to make sure we actually spark interest and communicate how we (eastern european developers) are better. This is a story about selling software services in San Francisco
Experience in IT industry from 1997 Strategic planning and forecasting Financial planning and execution Running Delivery organization in multiple locations Full cycle product development Business development and sales Execution of Cost+, T&M and Fixed Price projects Product Development Contract negotiation Driving of Project management methodologies and best practices based on SCRUM and Waterfall
Как подготовиться к работе с Fortune 500 компаниями: кейсы топ-украинских IT компаний
About
Особенности немецкого ecommerce рынка
Особенности немецкого ecommerce рынка
Strategic approach to Corporate Sales
Workshop
Outsource People Kyiv 2016
Пакеты отличаются входящими в них опциями.
Да, Вы можете выбрать пакет "Видео" под таблицей с основными билетами.
Во время основных докладов только у владельцев VIP пакетов будет возможность пообщаться за закрытыми дверями с основными топ-спикерами конференции. Всего будет 3-4 встречи длительностью более 40 минут. Такую информацию вы больше нигде не услышите.
Напишите Павлу на pavel@outsource-people.com.
Начиная с двух билетов.
Теперь просто приходите на конференцию с любым ID (например права или читательский) и мы вам выдадим бейдж и пакет участника. Дополнительно мы вам будем слать письма с важными обновлениями по конференции.
Да, конечно, пришлите Светлане (fin@outsource-people.com) свои юридические данные и мы вам выставим счет, а также заключим договор и подпишем акты работ. Формулировка будет соответствующая мероприятию.
Доклады "отечественных" спикеров буду на русском языке. Доклады иностранных спикеров, не говорящих на русском языке, будут проходить на английском языке.