How To Grow In Uk

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1 ICT Market Opportunities for SME and Large Enterprise It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change Charles Darwin John Lincoln VP, Enterprise Marketing

2 The changing landscape of business in the region

3 Governments driving the largest ICT spend Source: IDC Governments continue to fuel growth through increased budget spending on e government, education and healthcare initiatives.

4 Now more than ever, the CIO s role will change and so does the service providers Processor Core Chipsets Network Vendors OEM s Apps Channels Most CIO s have not truly internalized or contemplated the rapid change and the ramification of recent technology developments 4

5 Seismic shifts in the business landscape is forcing enterprise to rethink how they operate Organizational Technology Social / Cultural Evolution Regional / Global Marketplace Recession reset Do more with less Efficiency of operations Business Continuity Disaster Readiness Enablement Leverage Cloud Unified Collaboration Real time Comms Mobility Applications Visual Communications Managed IT Customer Shift Gen Y life style Use of Social media Visual Communication E-Commerce Mobile Workforce Evolution Enablement Shift

6 UAE businesses are unique The Dalai Lama or Stalin syndrome!!

7 The UAE and regional market opportunity

8 Enterprise Demographics by Emirates Abu Dhabi s oil based economy and presence of large enterprises makes it a key emirate in terms of telecom spending potential. Among the northern emirates, Ras Al Khaimah is expected to show highest growth in terms of number of enterprises growth from 2008 to 2015 due to favorable government policies and diversified large scale investments. 31 Northern Emirates 55 Region CAGR (%) Sharjah Dubai 239, , Abu Dhabi 61, , Sharjah 47,000 85, Ras Al Khaimah 11,476 21, Fujairah 8,548 13, Ajman 10,690 17, Um Al Quwain 2,887( 4, Total Number of Enterprises 381, , Source: Ministry of Labor, Central Stats Dept, Dubai Statistics Center, Frost & Sullivan Abu Dhabi Dubai

9 Top 4,807 companies contribute 43.5% of the enterprise telecom market Employees Number of Enterprises Enterprise % Telecom Spend % Average Annual Telecom Spend (AED million) Telecom Spend (AED million) >10, % 8.6% ,000 10, % 14.4% 3.5 1, ,000 4, % 19.5% , , % 7.5% , % 14.9% , , % 14.1% ,392 <10 173, % 21.0% ,066 Number of Enterprises = 381,949 Total Telecom Potential=9.8 Bn Hence there is a need to have an effective segmentation to address diverse market like UAE

10 Enterprise Demographics by Employee Size SMB 54% Large 1% Very Large 0% Micro 45% Total Enterprises in UAE: 381, > 10, ,000 10, ,000 3, Definition Employee Size Companies Very Large >1, Large 100-1,000 4,312 Medium ,144 Small ,000 Micro <10 173,000 Source: Ministry of Labor, Central Stats Dept, Dubai Statistics Center, Frost & Sullivan 2,006 2,530 44, , , < 10

11 Enterprise Demographics by Vertical Total: 381,949 Others includes traders (textiles, accessories and services) and NGOs, agriculture including fisheries, mining, soil and water related industries and statistic departments. Source: Ministry of Labor, Central Stats Dept, Dubai Statistics Center, Frost & Sullivan

12 Enterprise GDP spread and telecom spend 6% 4% 2% 8% 8% 36% 8% 16% 12% Oil & Gas Manufacturing Construction & Real Estate BFSI Government Services Retail Hospitality Transpoprtation Others Source: Ministry of Labor, Central Stats Dept, Dubai Statistics Center, Frost & Sullivan

13 Abu Dhabi Will be the Most Potential Emirate with Highest Telecom Spending of AED UAE 3.7 Billion Region Growing wise at a CAGR opportunities of 14.6 Per cent Telecom Spend (AED Million) 4,000 3,000 2,000 1,000 0 Fujirah, 162 Ras Al Qaimah, Ajman, Um Al Quw ain, 35.4 Sharjah, 1,784.9 Dubai, 3,466.9 Abu Dhabi, 3, % 8.0% 9.0% 10.0% 11.0% 12.0% 13.0% 14.0% 15.0% CAGR (CY08 to CY15) Abu Dhabi, along with government investment plans in infrastructure and ICT to support the same, makes it a strategically important emirate. Higher growth of enterprises at a CAGR of 11.5 per cent in Sharjah makes it the key region among all northern emirates with a robust tourism/hospitality industry.

14 Enterprise Telecom Market Potential by Verticals UAE Vertical wise opportunities 1,250 Telecom Spend (AED Mllion) 1, Others, 740 Oil & Gas, Media, 265 BFSI, 833 Govt, 895 Retail, 778 Transportation, 716 Manufacturing, 506 Construction, 599 Healthcare, 474 Real Estate, 490 Communication, 117 IT/ ITeS, 397 Hospitality, % 11% 12% 13% 14% 15% CAGR (CY 08 - CY 15) 16% 17% 18% 19% Government, Manufacturing and Transportation are the fastest growing opportunity. IT/ITeS and hospitality are the next growth prospect with government spending in these areas.

15 MEA IT spending exceeds all other regional markets Source: IDC 15

16 MEA IT market spend UAE second largest in ME Source: IDC UAE is the second largest ICT market in the Middle East following Saudi Arabia accounting for over 30% of the business in the Middle East.

17 GDP vs IT spend in the UAE exceeds 2% Source: IDC UAE spends the most on ICT in the region vs its GDP. Key focus is in education and healthcare.

18 UAE ICT Market will be close to $8B by 2015 UAE is expected to grow steadily behind Saudi Arabia fueled by steady SME investments and liberalization. Source: IDC

19 MEA Technology spread IT services, packaged software and systems account for a large portion of the growth segments Source: IDC

20 Top 5 IT Initiatives for enterprises in MEA Source: IDC Virtualization (data centers) and Cloud services still the top 2 of IT initiatives in the region

21 Key drivers of budget spend increases Source: IDC Several new initiatives from government have resulted in new projects in the UAE I the energy, education and transportation industry

22 Key drivers of budget spend decreases Source: IDC Other than the economic reset, redundancies play a large part in reduction of budgets. This provides opportunities for managed services.

23 Top CIO challenges in the region Source: IDC

24 Opportunity insights

25 Transformations in ICT driving change

26 Mobility is a key factor enabling businesses Source: IDC Mobility is both a growth sector as well as the most challenging to manage for an enterprise from a security and complexity perspective

27 Increasingly important in your workplace 27 Source: IDC

28 Cloud is fast emerging as a significant opportunity Source: IDC SMB s are the fastest in adopting cloud based solutions in the region. They account for 60% of adoption.

29 Managed Services Market Opportunity Data Centers Management 512 Managed Network Managed Security Managed Desktop Managed Services: AED 1.2B CAGR ( ): 22.3% Others 85 Managed Voice 51 0 (AED Million) Figures AC Neilsen Managed data centers contribute to 43.2 per cent of managed services. Managed desktop and managed networks are expected to grow the highest in the next 5 years due to increased awareness and adoption among the SMB segment.

30 Customer behavior insights

31 SME s currently need to go to multiple providers to fulfill their ICT needs managed Mobile managed Network managed Security managed Storage managed managed Broadband Telephony Customer Issues: Too many providers to deal with! Do not understand the technical details Too much upfront investment Take away my headache! Give me convenience and best value for money managed managed. ae Domain Web hosting

32 SME s require simplicity, convenience & value for money Simplicity Convenience Easy to use Eliminate complexity Value for money One stop shop Easy to do business with Reduction in TCO Pricing transparency & predictability 75% of the spending goes to Storage Security LAN

33 Large enterprise look for best of breed technology and service value Best of Breed Service Driven Value Innovative technology Customized solutions SLA s 24x7x365 Quality of service Quick GTM Reduce complexity and costs

34 SME s look for one provider who can offer One Simple Solution One Supplier One Point of contact One Contract One Monthly fee One Bill or invoice

35 How to win SME customers Keep these in mind when creating a proposition or solutions to an SME customer Commercial Model Complexity Convenience

36 What UAE enterprise look for in their providers Young and vibrant Innovative Flexible and approachable Customer focused Value driven Transparent Locally Based Partner Eco-system Financially Sound

37 Delivering an end to end customer experience Choice of buying options Proactive monitoring and incident management Performance and capacity management Measuring and delivering QOS Measuring service level agreements Seamless Partner Vendor management Offering SLA s The key is to deliver an end to end customer experience in line with industry standards and show progressive elaboration with the service in respect to technology, processes and service levels.

38 In summary formulas for success Step 1 : Be Local remote businesses do not succeed in the UAE. Customers look for local and regional presence as a proof of your commitment to the country and region. Step 2 : Build partnerships build credible local partnerships with specialist integrators who share business synergies and have a similar vision of success as yourselves. Step 3 : Acquire magnet customers success stories with lighthouse customers delivers credibility and demonstrate capability. Step 4 : Cloud delivery as providers of products and services, ensure you can deliver through a cloud based model locally.

39 Thank you