Outsourcing · Web Development

Which is the best way to reach companies or startups in the US willing to outsource development?

Luciano Ferrari Co-Founder en Octobot y Trea

November 11th, 2015

I am looking to expand my company operations in the US. In your experience which recommendations you have in order to reach Companies and Startups in the US willing to outsource part of their software development process.

I am currently trying a lot of things Linkedin, Quora, email contact and I have also make trips. What am I missing?


Ed Jeffers MD at EDGE +

November 11th, 2015

Boots on the ground. The US and its companies have been inundated by outside organizations trying to provide offshore services. Visiting does not help. Its called the Seagull affect. Fly in crap all over everything and fly out.​ They are wise to you. A more affective means might be to set up a small channel ecosystems. Find a few partners that your service can become or seen as an added value that would give them a slight competitive advantage and partner with them. Be sure and split the spoils fairly and nurture the relationship closely and often. This will give you a local footprint , a trusted face to the client, on the ground sales resources, instant client prospects, and in country market intelligence. Best of luck. Ed Jeffers Regards, Ed Jeffers 0404 835 176

Fernando Cariello International Markets Strategist

November 11th, 2015

I've been supporting companies like yours to come to the US since 2004. There are several ways you can claim as an expansion to the US, being it market share, revenues, company location, IP registration, local teams, investor seeking, among others.
Based on what you said your company provides IT services. This is not a uniform market, and you need to clearly define your offer. A large enterprise may not be a good fit for you, but a regional division or a midsize company may. Startups tend to need a lot of interactions on the development phase, placing a special attention on communications.
The key to any sale in IT is to build the relationship and get the trust. This is what costs the most.You can continue to use the tools you mentioned to build what you need.They are cheap, almost free. Or you can define a more encompassing strategy, with local teams, local presence, and partnering channels, which will need financial commitment from your company.
You are not doing anything wrong. What are your expectations?

Fernando Cariello International Markets Strategist

November 20th, 2015

Tatiana. There is no simple answer. The channel partner is the one that maintains the relationship with the end user. To have a good product or service that fits the client needs and does not bring headaches is paramount.   I'd rank that a profitable cooperation needs to have a business model fit, be profitable, offers a solution  that fits the needs and nurtures the partner relationship with the end user.  Commission only relationships can only work when the partner already have a need, and also they have a steady market and money flow. Saying that, it means that the partner does not need the vendor to survive, which may bring a lack of commitment to a new partner, that does not offer a strong brand or that does not offer a game changer value to the client relationship. game changer value, means that if the partner does not offer, the customer will go away, or customer will save money, but keep a health money flow with the partner. The bottom line is that  If you really need to break to the market, you need to invest. I've seen successful go-to-market strategies that use a fixed amount and commission. The fixed amount may be used to hire a partner manager, a local sales manager, or even your own pre-sales tech inside the partner, reducing the partner cost of breaking the market, and bring the commission as the partner company profit. Does this comment helps?

Aaron Glinski Digital Marketing Specialist at Vinyl Interactive

November 11th, 2015

Linkedin is a good bet for getting in contact with the decision makers of the companies you're going after. You could also try meetup.com or outsourcing sites like Upwork.

Anton Yakovlev Founder of four successful businesses on two continents who can help you do the same

November 11th, 2015

Couldn't say better than Ed. Worked for me. A combination of local presence and team overseas works for my company. We are getting an increasing customer stream from US.

Anonymous

November 12th, 2015

I am also looking for the same. So far the business I have landed into via friends or known people through communities. But I am trying to reach SME's and Enterprises who need continuous Development services and want to save a lot bucks by outsourcing there work. We specialize in Modern Enterprise solutions, SME to Mid-sized.


Anton Yakovlev Founder of four successful businesses on two continents who can help you do the same

November 12th, 2015

My point is that outsourcing is not necessarily about just the bottom line. It's more often about getting access to skills, experience, and well tuned processes. And yes, very often at a price that is much lower than doing it in-house. I try to deliver this message to our customers.   

Fernando Cariello International Markets Strategist

November 12th, 2015

Answering Uddin. My point of view is that you are not actively selling in the US, but being bought based on your relationships. Nothing wrong with that, but not really scalable. Again, it must be meet your expectations.
If you really want to grow in the market, a local presence is key on developing the trust you need for long term relationships.
As Anton pointed out, long has gone the view on outsourcing as a cost reducing solution. Cheap is not the main selling point. It's all about skills, quality and value recognition.

Tatiana Kruglova Managing Partner at Avicoma

November 20th, 2015

Fernando, I see you have experience working as a Partner. What is the bottomline rules of successful cooperation, from  your point of view? What drives a partner to sell and introduce a company? Is it the brand? Or fix compensation? What do you think of commission-based opportunities? Thank you in advance for your reply.

Amit Tiwari DME at OTS Solutions

June 9th, 2017

OTS Solutions is a top outsourcing software & mobile app development company in New York. We offer unmatched quality to improve efficiencies and help grow the businesses of our clients across the globe. With deep domain knowledge and an expert talent pool, OTS delivers value to its customers through innovation, knowledge and expertise. OTS aligns its offerings with award winning world-class processes and people imparted with our core values. For more details: Mobile App Development Cost