Business Development · Growth hacking

Growth Hacking for a Offshore Software Development Startup

Md. Shihab Uddin

December 19th, 2015

As a offshore software Development Startup how do you grow more i.e Growth means here making new client bases to sales. 

What could be the ways?

  • Emailing  but It doesn't works most of the cases.
  • Travelling to onshore?
  • Finding Partners in Onshore 

or anything else?
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Peter Johnston Businesses are composed of pixels, bytes & atoms. All 3 change constantly. I make that change +ve.

December 19th, 2015

B2B service providers are chosen on recommendation. Push marketing has limited effectiveness as the client's own reputation in the company is at risk if they choose the wrong supplier.

But as in all things, there's are "hot" and "not" suppliers. And ways to move from not to hot.

1. Show social proof. Build a website with lots of case studies, not showcasing work, but showing business results (10% increase in sales etc.). Make sure they cover lots of industries and types of work, have real people and good quotes. And make them shareable so your propsective client can send them to their boss, tech people or whoever else is involved in the decision.

2. Cluster. If you have a client company who is excellent in, for example, medical devices, then get that stuff out to every other company in that field. But don't stop there - mine LinkedIn and Twitter to find others following them to see who they influence. Build a map of these companies and who they in turn influence. 

3. Celebrity Strategy. Take this a lot further with the celebrity strategy. Find a company which is highly respected in their field and offer to work for them on a small project for cost, or even free for 6 months. Publicise the work you are doing together. Then approach the other top ten companies in that field to work with you, at cost (not for free) on a project (however small). Pick up at least one. Publicise that too. Then draw up a list of the next 100 down - people who will be impressed by the names you are working with. You should be able to dominate the sector  and name your price - after all you work with two of the big boys!

4. Use your ethnicity. All companies in a country is too broad a market. Your message is dilute. But if you can say "We work for your parent company in our own country and we help subsidiaries in other countries, partnering with local agencies to provide local knowledge" that sounds a lot more appealing. So go find that partner, find those companies with links to your own country and build a bridgehead there.

Ilya Lipovich Angel Investor/Operations leader

December 21st, 2015

My company was created for this very purpose (www.getcider.com).  We partner with numerous outsource development shops (at this point primarily in Eastern Europe) to fulfill projects for our clients.  We concentrate in mobile, web and other software development areas and have PM's who are able to come on client site in order to bridge the wide gap between local technical teams and outsource studios.  Our most recent is a SalesForce implementation and our traction has been quite good in recent months.

Feel free to reach out to me to discuss what your dev shop concentrates in.

ilya.lipovich@getcider.com

Ben Belser

December 19th, 2015

Hire Airplane.

Or another growth hacking agency. Either way, the important thing is to partner with experienced growth hackers who can make wise recommendations about how to spread the gospel of your startup. Trying to do it yourself, if you don't have experience in the space, may lead to squandered momentum, which can kill a startup in its tracks.

Lee Guertin Editorial Research Manager, Online Analytics

December 20th, 2015

From my observation, finding partners onshore appears to be working out best. There is also a lot of "growth" to be had elsewhere in Europe, etc. Sent from my iPhone

Steve Owens

December 20th, 2015

I would recommend partnering with an existing firm that is doing business in the area of interest.  They have the relationships and reach to help you find the customers and manage the projects.  However, be prepared to sell to them wholesale - sales and marketing cost money.

Md. Shihab Uddin

December 21st, 2015

Thank you guys for the suggestions and so far partnering would be the best way, but these raises another question, How do I partner with my companies of interest and where do I find the Database?

Daniel-Flavius Lucica

December 21st, 2015

Yes onshore partnering. However do not only target companies, but also key individuals. You might be too small for companies to commit, even if they say otherwise initially. Talk is cheap and that might be all you will get. Remember this: you need commitment in order to hack growth. Money never buys commitment. Money buys service. Equity buys commitment.
Be also open to partnering with key onshore sales/growth guru and give him/her some relevant equity to make it worth their commitment. If it proves right, you can help grow a full team around them.