imperial college internationalisation strategies
TRANSCRIPT
Internationalisation Strategies Upstream and Downstream business models
Date: 23 February 2010Kees ten Nijenhuis
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Global Delivery Model
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Overcoming Foreignness in host markets
• Build Trust through Execution– Quality Delivery/ Local Presence (Professional Team and
GTM, Legal Entity)/Bridge the Gap• Understanding of local market conditions
– Meet the ‘right’ customer/ Invest a Little, Learn a Lot/ Act Global from day one/ Leadership and Sales-management
• Avoid Excessive Price discounts • Build Early References
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Upstream EvolutionParameter From to
People Mono-cultural to Multi-cultural
Internationalization Centralized Delivery to Multiple Locations
Customer relationship Vendor-Credible Source-Problem Solver-Trusted Advisor
Deal Characteristics T+M –Projects/Programmes-Preferred Suppliers- Risk/ Reward
Growth-Model Organic-Alliances-Partnerships-M+A
Quality Delivery Excellence-Continuous Improvement-Process Excellence-Innovation
Organizational Psyche Fixing Technology to Delivering Value
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Access and Mobilize the best Resources through a Global ‘Sourcing’ model
• Virtual Teams Transcend time zones, cultures and geography
• Collaborative development , towards overall results
• Success depends on interpersonal and organizational trust/ job clarity and presence, more than in a transactional environment
• Softer Skills
Attract Develop/Nurture
Engage/Motivate
Retain
Internationalisation Strategies: Upstream and Downstream business models
CMMLevel - 3
CMMLevel - 5
6 SigmaMethodologies for software
TL- 9000 PCMMLevel 5
CMMIBS 7799
ISO 9000
1997Enterprise-wideprocess defined
1998On the path tocontinuous improvement
2000Defects prevention practices initiated at project level
2001Industry-specific quality standards
2001Six sigma methodology broad-based
2001The best in people processes
2002Gearing up for System Integration
Six Sigma
1995Re-certified twice Mature processes Metrics collection begun
2003 COPC, BS 15000 and British data protection act compliance
Enterprise-wide quality culture
2002Information and Network Security Processes
04/12/2023
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
The Cost of Internationalisation
DemandCreationDemandCreation ProposalProposal Transformation TransformationTransitionTransition Service
DeliveryService Delivery
Quality Culture
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Entry Strategies
Internationalisation Strategies: Upstream and Downstream business models
Framework for Growth
Enablers Enablers
GROWTH ENGINE
GROWTH ENGINE
OrganicGrowth OrganicGrowth
Leadershipin localmarket
Leadershipin localmarket
GameChangingInitiatives
GameChangingInitiatives
AcquisitionLed GrowthAcquisitionLed Growth
Building Right Capability and Leadership
New Delivery Paradigms
Performance Management
Brand
Innovation
Consulting
Information Systems 04/12/2023
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Requisites for Distributed Delivery Seamlessly integrating distributed sales and delivery
Optimize offshore leverage, taking advantage of labor cost arbitrage
Increased value added from offshore, by moving from a capacity model to a capability model to deliver higher value added tasks
Changing behaviors to manage combined onshore and offshore capabilities through training, recruiting, staffing, development, bench, pyramids etc…
04/12/2023 Internationalisation Strategies: Upstream and Downstream business models
Hints and Tips!
• Deliver on promise!• Invest a little, Learn a LOT!• Front End Leadership with Customer Intimacy• Build a strong Scalable Multi-Cultural Supply Chain of
Resources• Build Interpersonal and Organizational Trust and Soft Skills• Manage the Pyramid, avoid the Bulge• Seamlessly integrate Sales and Delivery• Leverage Labour Arbitrage and build Value Added
Capabilities• 3i Model : Industrialization, Intimacy, Innovation
