Between 2019 and 2022 I’ve been involved in 6 projects that required talking with providers of software development and digital services.
All the data and information included in this report comes from having personally interacted with 124 different companies, from 25 countries, in a context where they were trying to sell their services.
I’ve analysed everything I received from these companies:
↳ emails
↳ meeting notes from calls
↳ sales decks
↳ rate cards
↳ projects estimations and budgets
All data and information was broken down to measurable attributes and variables which describe the sales process, to give you meaningful benchmarks.
You can use these to compare against your current performance, to inspire your team to look for improvements or just to feel good about doing better than your competition.
For many years, a vast majority of outsourcing companies have used the “pick us, we have low rates” argument to convince customers and win projects.
As quality delivered increased, costs have also gone up and this pricing strategy is less and less feasible.
Success for software development companies doesn’t come only from mastering the delivery and technical aspects of the business.
It also requires a structured and disciplined approach for their commercial side of the business.
Benchmarks can serve as a critical input in this quest for improving the sales and pricing process.
We hope you find the data included in this report useful.
