Key aspects of Ukrainian IT companies entering EU and UK markets: Insights from the IT Dnipro Community workshop in partnership with CSV Group
During the recent IT Dnipro Community meeting, together with Yuliia Solovyeva, founder of CSV Group, we broke down a systematic approach to scaling businesses abroad. The expert shared practical case studies covering everything from participating in public procurement and tenders to building reliable partnerships and a long-term international sales strategy.
Key insight of the meeting: In international markets, it is not just the product or service itself that sells, but the system that the company consistently builds around them. That is why international development begins long before the first contract — with building trust, deep market understanding, and systematic work with potential clients.
Practical approaches to B2B and B2G sales in European markets
The workshop participants analyzed key tools and strategies that help Ukrainian IT companies look at international development from a fresh perspective and build it as a systematic business function rather than an isolated sales effort:
- Engaging with procurement before tenders are published. A significant portion of decisions is shaped long before the official launch of a tender. Tools such as Prior Information Notices (PIN), Market Dialogues, and Preliminary Market Consultations allow companies to understand client needs well in advance and participate in shaping future requirements before open competition begins.
- Interacting with buying committees. In B2B and B2G segments, decisions are made by an entire group of specialists, not just a single person. Effective international sales are always built around managing multiple stakeholder groups simultaneously, rather than focusing solely on the individual who initiated the contact.
- Automating market intelligence. Quality market analysis is a well-defined system, not chaotic, round-the-clock monitoring. A properly structured data collection process allows teams to spend just 20–30 minutes a week while successfully discovering new opportunities, reliable partners, and early signals of upcoming procurement.
We sincerely thank Yuliia Solovyeva for her openness, practical expertise, and readiness to share real-world experience with our community. Such meetings help local companies effectively integrate into the European tech ecosystem and transform international sales into a predictable business process.
Stay tuned for announcements from IT Dnipro Community so you don’t miss our upcoming specialized events for IT leaders!