AGENDA

Thursday, 22nd of April  –  DAY 1

Pre-arranged B2B meetings (optional)
Prior to the beginning of the program, program participants can use CEED’s service to arrange up to two B2B meetings.

18:00 – 22:00    First glance
Welcome and ICT market in Slovenia
We will then be joined by industry representatives of the ICT market in Slovenia. They will help you gain a perspective of the Slovene ICT market – its development, current and future projects, and business opportunities, etc. The session will also be a networking opportunity as it will bring together a wider community of CEED Slovenia network.

Invited guests:
Janko Cajhen, HERMES Softlab
Iztok Klančnik, Avtenta and Chairman of the Management Board of the Association of Informatics and Telecommunication)
Boštjan Robežnik, Mobitel
Robert Sraka, Vzajemna
Janja Žabjek Dolinšek, NLB


Friday, 23rd of April  –  DAY 2

08:30 – 9:00    Who is in the program?
We will kick off the day with a “get to know each other” session over morning coffee.

09:00 – 10:30    Leaping abroad
International experiences of regional ICT companies
We will take a closer look at two examples of regional expansion of two larger ICT companies, HERMES SoftLab from Slovenia and Sofica from Bulgaria.

10:45 – 14:00    Sales black-box Understanding the sales process Jure Božič, Our Space, will present different types of deals, sales man, how he manages the sales funnel, sales tactics and particularly the art of ‘Hunting for foxes’.

14:00 – 16:00    Networking lunch The networking lunch will be an opportunity to meet ICT companies from the CEED Slovenia network and other Slovene companies – informally and through organized B2B meetings.

16:00 – 17:45    International selling arena Setting and leading an international sales organization Jožek Gruškovnjak, Cisco Systems will lead us in a conversation on how to      manage an international sales team, establish motivation-incentives system for sales team and manage partnerships.

18:00 – 19:30    What is your international sales strategy?
Peer to Peer Challenge
Participants will have the opportunity to share their international sales dilemmas and be challenged from ICT peers with extensive international experiences such as Jure Božič (Our Space), Matthew Mayfield (Telekta), Jožek Gruškovnjak (Cisco systems), Ronnie Ravid (Cube Optic) and others.

20:30    Concluding the day
Dinner and informal networking
After a full day of sharing experiences and networking, we will treat ourselves to dinner and night out in the town.


Saturday, 24th of April  –   DAY 3

10:00 – 14:00    Going the distance International sales strategies and leading an international sales organization Mathew Mayfield, Telekta will lead the workshop on defining different international sales strategies for different markets. We will also explore topics such as Pre-sales, Key Account Management and the Technical Account Management.

14:00     Departure and see you in Bulgaria in May!


Slovene Module partners: