1. How to make Eastern Europe
An Engine of Growth for your business
Pragmatic answers to strategic challenges
Your business. Our focus.

2. Content
Understand local buying behavior
Assess local pricing conditions
Assess the local skills market
Identify and assess local and global competitors
Identify potential partners and acquisition targets
Increase visibility and awareness
Select the right near-shore delivery locations and models
PAC’s portfolio
About Pierre Audoin Consultants (PAC)
Your business. Our focus.

3. Understand local buying behavior
Your Challenge Our Approach Your Outcome
• How are IT-related • Locate the decision • Brief or detailed end-user
decisions being made on makers within the users profiles (IT budget sizing
the local level? and breakdown, tracking
• Assess IT spending
of IT projects and
• How is IT purchased among habits, IT budgets and
suppliers, IT strategy)
local end-users? consumption, supplier
inclination • Strategic workshop with
• What do end-users value
Q&A session and tactical
and how do your
recommendations
competitors sell to them?
Your business. Our focus.

4. Assess local pricing conditions
Your Challenge Our Approach Your Outcome
• What pricing models are • Analyze pricing levels • Breakdown of local
used on the local market? (rates and trends), pricing market prices and their
schemes, pricing models evolution
• What pricing levels,
margins and commercial • Benchmark pricing based • Qualitative competitive
models (e.g. sub- on level of seniority and analysis evaluating
contracting) are accepted? type of services pricing behavior
• Compare pricing behavior • Strategic workshop with
among suppliers Q&A session and tactical
recommendations
Your business. Our focus.

5. Assess the local skills market
Your Challenge Our Approach Your Outcome
• What is the quality and • Analyze the local • Breakdown of local market
quantity of specific skills in educational system from skills and their evolution
a designated market? a quantitative and
• Measure the skills
qualitative standpoint
• How can you take resources (suppliers,
advantage of the local • Evaluate existing skills by users, freelancers)
competencies? seniority and technical
• Strategic workshop with
expertise
Q&A session and tactical
recommendations
Your business. Our focus.

6. Identify and assess local and global competitors
Your Challenge Our Approach Your Outcome
• Who are the competitors • Define the competitive • Brief or detailed
in your addressable ecosystem and identify competitive profiles
markets (verticals/ main competitors (focus on strengths,
topics)? weaknesses, strategy,
• Analyze static and dynamic
account penetration)
• How do they differentiate positioning of selected
and how do you position competitors and their value • Strategic workshop with
yourself against them? proposition Q&A session and tactical
recommendations
Your business. Our focus.

7. Identify potential partners and acquisition targets
Your Challenge Our Approach Your Outcome
• Which local companies • Analyze your needs in • Long and short listing of
meet your development terms of external sales/ potential partners
strategy and partnering marketing/ delivery
• Brief or detailed target
expectation? support
profiles
• How can you take
• Search for targets that • Strategic workshop with
advantage of the local
match your query Q&A session and tactical
ISV ecosystem?
recommendations
• Setup of meetings and
further negotiation support
Your business. Our focus.

8. Increase visibility and awareness
Your Challenge Our Approach Your Outcome
• How can you improve • Understand your visibility • Promotional or
your brand’s visibility on challenges and propose an educational white papers
the local market or for a appropriate communication
• Organize stand-alone or
selected offering? tool (white paper, event,
joint media events (press
press release)
• Should you promote a conferences, press
product/ service or • Identify and select the releases, roundtables)
engage with potential target audience (end-user with PAC’s participation
local customers? market, media, etc.) and
address them
Your business. Our focus.

9. Select the right near-shore delivery locations and models
Your Challenge Our Approach Your Outcome
• Where are the best • Understand your • Country-by-country
locations to set up near- requirements and needs comparison of various near-
shore delivery centers? in terms of near-shore shore parameters
capabilities
• What locations and models • Qualitative analysis with a
best fit your need in terms • Benchmarking and focus on your needs
of near-shore delivery? assessment of selected
• Strategic workshop with
countries in the region
Q&A session and tactical
recommendations
Your business. Our focus.

10. PAC’s portfolio
PAC’s Reports PAC’s Offerings PAC’s Consulting Services
Customized
Market Analysis
Sales Support
Services
Communication
Services
Target Definition
Portfolio Analysis
Company Analysis
M&A/Partner
Market Analysis
Search Services
Recommendations
Implementation
100% Standard 100% Tailored
Your business. Our focus.

11. Who has
PAC helped in
Eastern Europe?
Your business. Our focus.

12. About Pierre Audoin Consultants (PAC):
PAC is a global market research and strategic consulting firm for the Software and IT Services Industry (SITSI).
PAC helps IT vendors, CIOs, consultancies and investment firms by delivering analysis and advice to address a
range of growth, technology, financial and operational issues.
Our 30+-year heritage in Europe – combined with our US presence and worldwide resources – forms the
foundation of our ability to deliver in-depth knowledge of local IT markets, anywhere. We employ structured
methodologies – undertaking thousands of annual face-to-face interviews on both the buy and sell side of the
market, as well as a bottom-up, top-down approach – to leverage our research effectively.
PAC publishes a wide range of off-the-shelf and customized market reports –including our best-selling SITSI®
program – in addition to our suite of strategic consulting and market planning services. Over 160 professionals in
16 offices – across all continents – are delivering the insight that can make a difference to your business.
For more information, please visit our website at www.pac-online.com
Your Contacts:
Eugen Schwab-Chesaru George Mironescu
Partner & Managing Director Senior Consultant
Eastern Europe Eastern Europe
e.schwab@pac-online.com g.mironescu@pac-online.com
Tel: +40 (0) 21 410 10 33 Tel: +40 (0) 21 410 75 82
Mob: +40 (0) 722 630 248 Mob: +40 (0) 722 612 431