Market Access Support Plan for ICT SMEs in Pakistan

1. 9/5/2018
Presented : Market Access Program Roadshow
Date: August 2018
DIGITIZATION LED SME
GROWTH
USAID Small and Medium Enterprise
Activity
EXPORT MARKET ACCESS – ICT
SECTOR

2. DISCLAIMER
This document is prepared to solicit the industry feedback on the
proposed working methodology and priorities of project under the
market access initiative. The presentation serves as the broad
guideline for a collective brainstorming and priority setting under the
market access agenda for the Pakistan registered ICT Small & Medium
Enterprises. The participation of the SMEs under the program is
always discretionary to both parties and subject to donor approvals.
At no point the presentation of the ideas can be construed as a
commitment to investments in the program by donor or its affiliate
programs for the purpose afore mentioned. Please refer to detailed
Terms and conditions mentioned in the EOI application form available
at https://goo.gl/Nqs5XW

3. PRESENTER INTRODUCTION
ICTSector Specialist
Mohsin
Termezy
- Technoprenuer
- Banking – Retail, Wholesale,
Microfinance
- Regulatory Consulting
- Fintech Specialization
- Commercial and Gratis
Investments
 Startup & Exits – Yevolve, Monet,
Finclude
 Venture Capital Funding – TMT Ventures,
ADG
 Banking – Citibank, Samba Financial
Group, Bank Alfalah
 Fintech – Monet, TPS (Cads and
Payments)
EXPERIENCE
ASSOCIATIONS
STermezy@PakistanSMEA.co
m
www.linkedin.com/in/ter
mezy
@Termezy
+92317-5489-461

4. USAID SMALL & MEDIUM
ENTERPRISE ACTIVITY
(SMEA)

5. INTRODUCTION - WHAT WE DO
$ 35 Million Economic Growth Project
SME Enterprises across Pakistan
Help increase sales, jobs and exports

6. DIGITIZATION LED SME GROWTH
ICT
Products and
Services
SME
Digitization

7. WORKING METHODOLOGY
Market Gap Assessment
Identify Workstreams
Market Engagement
Technical & Financial
Assistance
•Market Led Survey
•Establish development hypothesis
•Capability Development
•Market Access
•Product & Platforms
•Consultative Group Discussions
•Intervention Design
•Market Communication
•SME Induction
•Profiling and Support Scoping
•Technical and Financial Assistance

8. ICT – THE MOST DEMANDED SERVICE
ACROSS SECTORS
SMEA Sector Study 2017

9. SECTOR PRIORITIZED FOR DIGITAL
INTERVENTIONS
oICT
oHospitality
oTextile
oLight Engineering
oAgri Business & Processing
oWomen Owned Enterprises

10. ICT SECTOR CONSTITUENTS
ICT
Fintech Healthcare BPO
System
Integration
Gaming/
Animation
Mobile
Application
Ecommerce
IOT, Data,
Inshights
Cloud &
Infra
IT ITES
Product Development Bespoke Development
Value Added Reseller Platform Apps (IOS, Android)

11. PROGRAM COMPONENTS
USAID SMALL & MEDIUM
ENTERPRISE ACTIVITY
(SMEA)

12. SMEA PROGRAM COMPONENTS
Competitiveness
Enhancement (CE)
TOOLS - TECHNIQUE-
TRAIN
Business Enabling
Environment (BEE)
POLICY REFORMS-
REGULATIONS -
ADVOCACY
Challenge Fund (CF)
INNOVATE - SCALE

13. COMPETITIVENESS ENHANCEMENT
(CE) PROGRAM
Capability Development Market Access
Access to Finance Inclusive Growth
Business
Development
Services

14. BUSINESS DEVELOPMENT
SERVICES- SUPPORT MECHANISM
BDS
Identificatio
n &
Selection
SME
Identificatio
n &
Selection
Contracting
Signing of
MOU
Matching
SME
needs to
BDSP
services,
gauging
impact
on sales
jobs
and/or
exports
Service
Delivery
SME
Pays
50%
cost
SMEA
Pays
50%
remaini
ng
Monitoring
&
Evaluation

15. COMPETITIVENESS ENHANCEMENT
(CE) )PROGRAM
BDS
People Process Product
Market
Access
Access to
Finance
Inclusivity
SME 1 SME II

16. ICT SECTOR IDENTIFIED ITS NEEDS
15%
19%
27%
50%
56% 56%
63%
Energy Access to
Finance
ICT Marketing Skilled Labor Business
Development
Certification &
Compliance
PercentageofSME
Key Challenges
ICT Sector Analysis

17. CAPABILITY BUILDUP
People
•Skill
Assessments
•Technical
Training
•Skill
Certifications
Process
• Agile/Scrum
• ISO 9001
• ISO 14001
• ISO 27001
• CMMI
• GDPR
• Local Laws
Compliance
• Cyber Security
Compliance
Product
• Performance
Benchmarking
• Industry Standard
Compliance (PADSS,
HIPA, FATCA)
• Cloud Enablement
• Multi DB support
• Open API
Enablement

18. GROWTH HACKING
Market
•New Market
Planning
•Market Intelligence
Access 2 Finance
•Business Modelling
•Investor pitch book
development
Inclusivity
•Diversity Integration
•Women leadership
training
Digitization
•ERP Implementation
•Financial Reporting

19. EXPORT MARKET ACCESS
PROGRAM
ICT SECTOR

20. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

21. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

22. INSIDE SALES – INTERVENTION
PLAN
Source : Sirius
Lead
Generati
on
Insid
e
Sales
OBJECTIVE: ENABLING
BEST IN CLASS TOOLS,
TECHNOLOGY &
TRAINING TO ICT SMEs
TO CREATE
OPPORTUNITIES
REMOTELY

23. INSIDE SALES – TOOLS.
TECHNOLOGY. TRAINING
PROSPECT TECHNOLOGY
PARTNERSCustomer Relationship
Management
CONTENT
CREATION
CONTENT
DISTRIBUTION
SOCIAL MEDIA
ADVERTISING
LEAD
GENERATION

24. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

25. INFLUENCER
MARKETING Key Market
Prioritization
Influencer
Identification
& Recruitment
Market
Digitization
Report
Market
Governance
Report
Leads and
Market
Progress
Update
OBJECTIVE: Identify, Recruit
and Activate Key Influencers
in select markets to highlight
digitization opportunities ,
market risks and track
changes in digital governance
and regulations

26. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

27. MARKET
COMPLIANCE
Identify
Market
Governance
Changes
Identify
remedial
Certification
s and
providers
Identify
and
Onboard
SMEs
Technical
and
Financial
assistance
for select
SMEs
OBJECTIVE: Prepare ICT
SMEs with remedial plan to
address compliance, legal,
statuatroy, regulatory, data
privacy or other market
entry barriers for ICT
services

28. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

29. EMERGING
TECHNOLOGIES
OBJECTIVE: Integrate
Emerging technologies in
the product and services
offering/roadmap of the
ICT Sector SMEs enabling
market access in developed
markets. Investment in
Emerging technologies will
broaden the service offering
and help in improving the
Yield per employee
Market
scoping
for ET
use cases
Identifying &
onboarding
local SMEs
targeting ET
Training the
local
engineering
pool on ET
Market
Making
activity
supportin
g early
pilots

30. STRATEGY WORKSTREAMS
INSIDE SALES
INFLUENCER
MARKETING
MARKET COMPLIANCE
EMERGING
TECHNOLOGIES
DISTRIBUTION
CHANNELS

31. DISTRIBUTION
CHANNELS
OBJECTIVE: Identify, capacitize and
incentivize distribution channel partners
to push select ICT SME products/services
in the local markets
Value Added
Distributor
Network
creation
Market
Activation
Support
Long term
support
infrastructure

32. PROGRESS UPDATE ICT SECTOR

33. WORKSTREAM PROGRESS
Inside Sales
15%
Influencer Marketing
5%
• Industry
consultation
• Partners
onboarding
• Strategy
dissemination
• Industry
consultation
• Nordic, Canada
Engagements
Market Compliance
25%
Emerging
Technologies
30%
• Industry consultation
• Blockchain Trainings
• Blockchain Center of
Excellence Partnership
• Silicon Valley Linkage
• Market Making
Activities
• Outcome Event (Oct
• PSEB
Partnership
• Consultant
Onboarded
• GDPR
Compliance
• PADSS
Engagement

34. PRIMARY PERFORMANCE
INDICATORS
New Jobs Increase In
Revenues
Increase In
Exports

35. MEASURING PERFORMANCE &
EVALUATION
• New Jobs added
• Net Sales Increase
• New Domestic and/or international growth Territory
• Access to finance
• Introduction to New Technology and/or New Process
• Private Sector Investment Contribution
• Empowering Women-led businesses
• Inclusive growth with integrated women workforce

36. APPLY TODAY!
ICT
• https://goo.gl/Nqs5XW
BDSP
•https://goo.gl/VfNsSu
Docs
•https://goo.gl/BcN4fg
Email
•Info_smea@pakistanSMEA.com