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NEARSHORE OUTSOURCING & ESTABLISHING PRESENCE IN THE U.S.
MARKET
Presenter: Luke Bujarski, Senior Research AnalystNearshore Americas
AGENDA
INTRODUCTIONSGLOBAL SERVICES BASICSNEARSHORING SWEETSPOTSESTABLISHING A PRESENCE IN THE U.S.
Gabriel Rozman Blanca Trevino Marco Stefanini TCS Softtek Stefanini
WHY DO COMPANIES OUTSOURCE & OFFSHORE?
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
WHAT SERVICES ARE WE LOOKING FOR?
IT servicesContact Centers (voice)
Back office BPO
Knowledge Process
Outsourcing
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
WHAT IS GLOBAL SERVICES OUTSOURCING?
IT servicesContact Centers (voice)
Back office BPO
Knowledge Process
Outsourcing
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
Software developmentInfrastructure
Helpdesk supportWeb & Apps development
Applications Support GamingMobility
WHAT IS GLOBAL SERVICES OUTSOURCING?
IT servicesContact Centers (voice)
Back office BPO
Knowledge Process
Outsourcing
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
Software developmentInfrastructure
Helpdesk supportWeb & Apps development
Applications Support Gaming
Customer SupportInbound/Outbound Sales
Social MediaChat
WHAT IS GLOBAL SERVICES OUTSOURCING?
IT servicesContact Centers (voice)
Back office BPO
Knowledge Process
Outsourcing
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
Software developmentInfrastructure
Helpdesk supportWeb & Apps development
Applications Support Gaming
Finance & AccountingHuman ResourcesTravel Expenses
Customer SupportInbound/Outbound Sales
Social MediaChat
WHAT IS GLOBAL SERVICES OUTSOURCING?
IT servicesContact Centers (voice)
Back office BPO
Knowledge Process
Outsourcing
Cost Savings
Focus on Core Business
Access to Talent
Expansion into new markets
Software developmentInfrastructure
Helpdesk supportWeb & Apps development
Applications Support Gaming
Finance & AccountingHuman ResourcesTravel Expenses
Customer SupportInbound/Outbound Sales
Social MediaChat
Data AnalyticsMarket Research ServicesLegal Process outsourcing
R&D
GLOBAL SERVICES INDUSTRY
- Total Global BPO/ITO Spend – USD 389 Billion 2012- U.S. market accounts for 45 percent of market- Global market growth: 5.3% CAGR ; U.S. 4.2% source: IDC
USD 70 BillionSource: Global Industry Analysts Inc. 2015 forecast
USD 837 BillionSource: IMS Health2009
USD 920 BillionSource: Data Monitor 2009
USD389 BillionSource: Gartner 2012
GEOGRAPHY OF OUTSOURCING
ONSHORE/DOMESTICOUTSOURCING
OFFSHOREOUTSOURCING
NEARSHOREOUTSOURCING
GLOBAL DELIVERY
Better ICTEconomies of ScaleTax incentivesProperty costs
Cost ArbitrageAccess to skills Access to experience
ProximityTime Zone Alignment Cultural Affinity
24 hr delivery Multinationals Results not Geography
OUTSOURCERS IN LATIN AMERICAWESTERN MULTINATIONALS
INDIAN MULTINATIONALS
LATIN AMERICAN MULTINATIONALS
LATIN AMERICA SMEs
NEARSHORING SWEET SPOTS
Latin America Outsourcing – Drivers:
AGILE SOFTWARE DEVELOPMENTSPANISH CONSUMER MARKET IN THE U.S.DOMESTIC MARKET DEMANDGROWTH IN BUY-SIDE SME MARKET
Testing Mobile UX design Custom work
“We tried Agile with India, but employee turnover got to the point of ridiculousness.” - Chris Snyder CIO Hulcher Engineering
AGILE DEVELOPMENT FOR SOFTWARE
“38 percent of businesses small and large now use Agile
methods in software and application development”-
Forrester Research
Lower costs Better quality Faster speed to market
U.S. SPANISH SPEAKING MARKET
Total Population: 311 millionTotal Latino: 52 millionForeign Born: 21 millionPercentage Spanish Only: 77 %
Population Distribution by Ethnicity
Data Sources: U.S. Census Bureau; Pew Research Center
DOMESTIC / PAN AMERICAN DEMAND
SMALL TO MEDIUM MARKET
SMALL TO MEDIUM MARKET
WHY IS NEARSHORE IDEALLY SUITED FOR THE SME MARKET? More pressure to reduce costs – lack of market diversity Less competition from multinationals (global delivery) Decision to outsource is easier Work with multiple vendors for specific functions – i.e. web
development, contact center, IT infrastructure Need for customized more flexible services Hesitant to work with offshore (India) Requires localized sales and support, but not delivery
WHERE DO I FIND SMEs?
WHO IS COLOMBIA’s COMPETITION?
EVALUATING OUTSOURCING MARKETS
I AM A BUYER/VENDOR INTERESTED IN LATIN AMERICA, WHERE DO I GO?
COLOMBIA MEXICO
SHARE OF EXPORTS VS. DOMESTIC MARKET SERVICES
TOTAL REVENUE 2011: IT/BPO – 2.2 BILLIONAnnual Growth 15-20 %
TOTAL REVENUE 2011: IT/BPO – 12.25 BILLIONAnnual Growth 12-15 %
QUESTION: Can I open a sales office in the united states without actually being there?
ANSWER: YES!
US citizenship and residency is NOT required.
Where should I set up an office?
Five Steps To Starting a Business in the U.S.1. Choose a city that fits your needs2. Find a Registered Agent service3. Incorporate as LLC or Corporation4. Find a start-up incubator, establish a
reputable street address
TOTAL MONTHLY COST TO MAINTAIN AN OFFICE IN THE US - $200 - $500
BREAKING INTO THE US MARKET
THINGS TO THINK ABOUT: TARGET CLIENTELE? TARGET SERVICE OFFERING? ESTABLISH A DIRECT PRESENCE IN THE US? HOW DO I PORTRAY AN EFFECTIVE MESSAGE?
QUESTIONS