Let IT Be: How Scandinavia Actually Works

The Scandinavian market appears to be a logical next step for many companies: substantial budgets, mature businesses, and strong digitalisation. Yet the majority of Ukrainian IT firms simply aren’t selling there.

 

This is not due to any weakness in their product. It’s because Scandinavia is not about swift deals or closing a client within three calls. Templated cold emails and standard sales scripts don’t work here. This is a market built on trust, reputation, and a very gradual entry process. What matters here is not only what you offer, but who has recommended you, how long you’ve been visible on the market, and whether you present yourself as a partner — rather than a vendor.

 

Welcome to Let IT Be: How Scandinavia Actually Works — an event where practitioners will break down real-world cases of entering the Nordic market, common mistakes, and approaches that genuinely deliver results.

 

Date: 4 June 2026

Time: 15:00–19:00 (registration from 14:30)

Format: Fireside chat, Flash Talks, panel debate, and networking

 

Who it’s for: business owners and company executives scaling their operations; sales teams exploring entry into the Norwegian, Swedish, and Danish markets; and anyone with an interest in the Nordic market.

 

During the event, we’ll discuss:

• Why your sales tools aren’t delivering results
• What a deal cycle in Scandinavia actually looks like
• What frustrates local clients when working with outsourcing companies
• How to build trust when you’re new to the market
• And what actually works instead of the classic approaches

 

Programme:

• ITU in the Nordic region: Association projects and the TechStep Sweden programme in partnership with Open Trade Gate Sweden
• Fireside chat with a local company: market priorities, how Scandinavia differs from Europe and the USA
• Flash Talks — “We Tried to Close a Deal in Scandinavia”: practical case studies from companies already operating in the region
• TechStep Case Study: Nordic — what local companies look for when choosing partners
• Battle: “Scandinavia — Now or Not Yet” — two perspectives, one discussion
• Networking

 

If you’re planning to enter the Nordic market or want to understand whether it’s truly the right fit for your company — join us at the event.

 

Full programme details and registration are available via this link.

 

The Let IT Be event is organised by the IT Ukraine Association with the support of UKRSIBBANK BNP Paribas Group.