On April 15, a thematic event for CEOs on expanding the presence of IT companies in international markets was held, organised by the IT Ukraine Association together with Payoneer, an ITU partner company.
During the fireside chat, Eldar Miensutov, Founder and CEO of Dreambit, shared valuable insights with Liubov Danylina, General Director of Payoneer in Ukraine, on how Ukrainian businesses can scale in the U.S. market:
- The focus should begin with motivation, not money. Entering the U.S. market is primarily about striving for new standards, more ambitious clients, and more complex challenges. It’s not just about profit; it’s about the qualitative development of the business.
- Networking is your key bridge to the U.S. The first clients come through personal connections, participation in communities, channels, and podcasts. Without trust and recommendations, it’s hard to break through.
- American trust is based on clarity, a structured approach to work, and communication culture. Clients are less interested in your portfolio and more in how you work: structure, transparency, English presentation, and service culture.
- Invisible marketing works better. The key is not aggressive advertising, but quality that is passed along through word of mouth. Value and trust are built from practice, not slogans.
- The mental barrier is harder than the legal one. The fear of “not making it” or “not fitting in” is more hindering than taxes or company registration. In reality, starting is easier than it seems – the key is not to wait and take the first step.
The second part of the event featured a panel discussion, “Market Battle: USA vs GULF region,”. Key topics included:
- The experience of working in the U.S. and GULF markets;
- The choice between the U.S. and GCC for Ukrainian IT companies, as well as their advantages and disadvantages;
- The main barriers Ukrainian IT companies face and what to focus on before entering the Gulf countries’ markets;
- Changes in scaling approaches in these two regions and customer expectations;
- Changes in the interest of local businesses in the GULF region, as well as the first steps Ukrainian companies should take in the region;
- Key advice for companies planning to expand beyond Ukraine in 2025-2026.
In the final part of the program, Olga Gvozdyova, Advisor to the Director of the Entrepreneurship and Export Promotion Office, exclusively presented research on the IT markets of Saudi Arabia and the UAE, including:
- An economic overview of Saudi Arabia and the UAE;
- The main strategies countries are using to increase the demand for IT project management specialists;
- Insights into the technological environment: investments with vision, focus on technologies, cultural transformation, and talent development;
- Research on verticals such as EnergyTech, Health & MedTech, FinTech, and CyberTech.
GlobaLink: USA vs GULF is organised by the IT Ukraine Association together with Payoneer.
