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Published on March 18, 2008

Author: Amateur

Source: authorstream.com

The Polish IT Market at a Glance -15 min overview- :  The Polish IT Market at a Glance -15 min overview- Delivered during Systems 2001 “Technology Partner Osteuropa” Kooperationspotentiale im Bereich der Informations-und Kommunikationstechnologien 18. Oktober 2001 At “Neue Messe Muenchen” Uli Kottmann, Process4E S.A. Warsaw/Poland “If you plan to go East you cannot afford to ignore Poland” Table of Contents:  Table of Contents Economic Overview Telecommunication Industry IT Industry Overview PC Industry Distribution and Channel System Integrators The Regions Internet Providers & Portals B2B Marketplaces Other Market Observations General Business Conditions Recommendations & Potential Opportunities Economic Overview:  Economic Overview * Vienna Institute of International Economic Studies Data Source: Business Monitor International Overview over the largest Telecom Firms:  Overview over the largest Telecom Firms Source: Data collected from various sources. Newspapers, Websites and Warsaw Stock Exchange announcements and Teleinfo 500 Report, Vol. II, p. 12 The Polish IT Market offers attractive perspectives:  The Polish IT Market offers attractive perspectives With approx. 3.1 (B$) in 2001, the total Polish IT-Market is… As large as the combined IT markets of Hungary, Slovakia, Croatia, Slovenia, Romania and Bulgaria Only 10% less than Russia Or 50% of the size of the Austrian market The projected growth rates over the next 5 years are on average above 11% Assuming the market matures further, Software and Services shall be growing above average Western Europe Poland HW 55% SW 17% Service 28% HW 35% SW 22% Service 43% Strong local assemblers used to dominate the PC Market…:  Strong local assemblers used to dominate the PC Market… Data Source: Teleinfo 500 Report, Vol. 1 … but in Q2 2001 Compaq took the lead Slide7:  PC, Component & Software Distributors in Poland Suppliers Distributors Dealers Over 10,000 registered dealers, but only 3000 or so are active. Almost all the known International suppliers present with disti partners in Poland Data Source: Teleinfo 500 Report, Vol. 1 (*) numbers for Optimus and JTT include other business activities such as PC Assembly and integration as well. Top 10 Systems Integrators:  Top 10 Systems Integrators Source: Data collected from various source: News items, Internet sources & also Teleinfo 500 Report, Vol. 1 A number of the large local players are listed on the Warsaw Stock Exchang The large local players are well positioned to take the majority of the larger deals Also some of the International SI’s and Professional Services Departments are active Slide9:  Regional Distribution of IT revenue Region-wise IT Sales Revenue & IT Personnel distribution in Poland Region-wise IT Sales Revenue Distribution (%) Data Source: Teleinfo 500 Report, Vol. 1 Slide10:  Top Internet Providers Data Source: Teleinfo 500 Report, Vol. II, , p. 28 Total # of active Internet users is around 3 million More than 200 Firms are registered as ISP (as one of the activities), but many of them may not be active “Schule ans Netz” Program in place In IT basically all business are connected to email and the web Slide11:  As everywhere, Internet Portals are having tough times Data Source: Teleinfo 500 Report, Vol. II Around 5 of the top 10 Internet Portals went this year out of service or are right now having serious troubles Most experts believe that there is room for 2, max. 3 players A number of “vortals” are also around, e.g. in travel, financial and insurance sector Slide12:  Up to 20 B2B marketplace projects have been announced Source: Data collected from various source: News Items, Stock Exchange news, Teleinfo 500 Report, Vol. II etc. Other Market Observations:  Other Market Observations Further Industry consolidation is expected More Portals will drop out Some of the financially weaker distributors and dealers may go out of business Further consolidation among the top 20 System Integrators, some M&A activities to be expected In terms of Market maturity and trends, the Polish market is running in many aspects some years behind the US or German markets E.g. CRM Software 2-3 years Integrated ERP systems in medium size companies min. 3 years As everywhere in CEE the market is very price sensitive Language protection law in place with implications to product documentation and packaging Past business mentality/behavior was, and in many cases still is, “opportunistic and deal oriented”. As the market matures and consolidates this will change to more strategic management approaches Business Conditions:  Business Conditions Legal and Tax environment ok Expect higher bureaucracy compared to Germany (e.g. similar to some southern European countries) Office rental market coming down to reasonable levels now (10-20US$ in Warsaw depending on site and location) Qualified and experiences people, in particular in Sales functions or Middle management and above, are expensive (around 3-6k$) Staff function salaries reasonably low (around 500 –1.000$) Huge difference in prices and salaries between Warsaw and other large cities Qualified lawyers & accountants available, many speak English or German Many contracts linked to US$ or EURO Recommendations/Opportunities for Foreign IT-firms:  Recommendations/Opportunities for Foreign IT-firms Get your expectations right The East European “Gold Rush” is over but there are still lots of interesting opportunities Market entry requires proven success in the US or in other major markets Dedication to stay long term in the market is required (support etc.) Careful Partner selection process is highly recommended Poland is not ideal to… Start “green-field” if you play in mainstream business e.g. general systems integration. Stay out or buy in if you have the power! Look for programming power Poland’s large market is interesting for e.g. Service and Repair facilities Electronic production in case you have a clear cut business case (e.g. Flextronics is moving in) Service/Consulting/Integration Niche players with strong vertical industry or specific business process know-how (e.g. mobile, PDA application/integration, Call center build-up etc.) IT-firms with proven experience to serve medium size customers In light of to be expected larger NATO investments maybe for players who have experience in the military business Slide16:  Large German Investors in Poland German IT-Firms in Poland Dykerhoff Data collected from various source: News items, Internet sources, Business Journals etc. Contact us and we can jointly elaborate what we can do for you in Poland:  Contact us and we can jointly elaborate what we can do for you in Poland Email: Office@Process4E.com Tel: +48-22-8745885 Slide18:  Process4E Consulting & Training for the IT-Industry in CEE Backup or Draft Slides:  Backup or Draft Slides In Summary:  In Summary The largest Central East European neighbor market to Germany 38.5 Mio Inhabitants 3.1 B$ IT-market As market matures Services and Software will grow above average All big and many small vendors are present Further market consolidation is expected Slide21:  Polish Statistics Growth Rate by Sector (%) Data Source: Business Monitor International, Quarterly Forecast Report 2001 Slide22:  Some examples of recent large IT-tenders in Poland Source: Polish Public Procurement (Urdzad Zamoweien Publicznych) Web site, Web sites of: Prokom Software, ComputerLand etc.

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