SMB Knowledge Transfer: Programme of the first block

We invite you to the final SMB Knowledge Transfer 2024 event of this year, which will take place on November 20th in Kyiv. The first block ‘The Evolution of Sales: Modern Challenges for CEOs,’ promises to be interesting indeed, filled with valuable insights.

 

During the first part of the day, participants will learn about modern approaches and strategies for sales management, discuss process optimisation, and explore sales department structures.

   

15:00-15:45 | Battle ‘In-house vs Outsourcing Sales: Optimisation for Ukrainian IT Companies.’

Moderator: Mariia Shevchuk, Executive Director of IT Ukraine Association. Speakers: Ihor Polych, CEO of Devlight and ITU VP on International Cooperation and Olga Vysotsenska, Product Manager at HootCore.io, IT Hoot.

 

Key topics:

• Should IT companies delegate sales to external partners, or should they keep this process in-house? 
• Sales optimisation for IT companies: In-house or Outsourcing?
• How to delegate sales correctly? When is outsourcing the optimal solution, and when is it more important to retain control over sales within the company?
• Outsourcing sales: Opportunities or risks? Is involving external sales teams a strategic step or a risk for IT companies?
• Reputation, security, and sales: What to choose?
• How to attract more clients in times of crisis? The benefits of in-house vs outsourcing sales teams and explore optimization opportunities for Ukrainian IT companies.

   

15:45-16:30 | Case Study ‘Structure, Processes and Analytics in an Effective Sales Department.’ Speaker: Ihor Herasko, Head of Sales at Payoneer.

 

Discussion topics will include:

• What works better: a multitasking Senior or a Junior/Middle-level specialist focused on specific stages of the sales funnel?
• Interdepartmental interaction: Why is it important to define processes?
• How can a Team Lead ensure that the sales funnel is “healthy”?

   

16:30-17:00 | Topical Interview ‘Sales Evolution: from Services to Product Services.’ Respondent: Volodymyr Sverediuk, CEO of KeruY. Interviewer: Ismail Osbanov, CEO of Vector Media.

 

Main topics of conversation:

• How to identify which service-based business can be turned into a product? What is the key factor?
• What trends in the market are driving services to transition to a productised approach?
• How does the structure of sales and marketing change when moving to a productized service? Does this require involving specialists with different skills or new approaches in the team?
• Which KPIs best reflect the success of productized service sales, and how do they differ from the metrics used to evaluate success in traditional service sales?

 

Date: November 20, 2024. Format: OFFLINE (Kyiv). The exact venue will be shared with you after registration.

 

The registration is free (and required): SMB-KT-20Nov2024-Register. The number of seats are limited. Expect an invitation in your calendar upon the confirmation of your participation.

 

Soon, we will share the second bloc’s agenda, which will be just as interesting, so stay tuned for updates on Facebook and LinkedIn events, and in the 𝕏 thread!

 

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The SMB Knowledge Transfer is organised by IT Ukraine Association. Bank Partner – UKRSIBBANK BNP Paribas Group. Partner – Payoneer. Innovation Partner – UNIT.City. Media Partner—Vector Media.