STKI Israel's IT Market 2017

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• Dr. Schwarzkopf has worked during the last 40 years in all areas of Computer Information
Services:
• As an Industry Analyst at META Group (Israeli Research Manager) and was named a META Group Research Fellow.
• As an academic researcher in Entrepreneurship Sciences; has published and presented in the Academy of Management and
Babson Conferences and Editorial Board Member of the academic journal "International Journal of Opportunity, Growth and
Value Creation".
• As a consultant in Arthur Andersen Consulting (USA), Booz Allen (USA) and Kesselman & Kesselman. As a systems professional
in SCS Computers and the R&D Unit of the Israel Defense Forces.
• As a sales and marketing professional in Digital Equipment Corporation.
• Teaching in the MIS department / TelAviv Yafo Academic College and the Computer School of the IDF.
• Entrepreneur founding three companies in the IT arena: STKI, store and forward mail and office information systems.

• Dr. Schwarzkopf served on the Board of Directors of Ashot Ashkelon Industries, served as
President of the Gymnazia Herzelia Association, Co-founder of the Mashov Political Movement
and was a member of the Central Committee of the Labor Party. Major (Rav-Seren) in the
reserves, Israel Defense Forces (where he served in an elite unit and later in the R&D unit).
Registered Engineer (IS22881), member of MENSA Israel.
• Dr. Schwarzkopf received BSE and MSE degrees (Systems Engineering) from the University of
Central Florida. Received a MSIA (Management Information Systems) and ABD (PhD
Program) in Systems Science (received (twice) the William Larimer Mellon Scholarship/Award)
from Carnegie Mellon University. His doctorate (DM-Management/ Entrepreneurship) he
received from Case Western Reserve University.

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STKI’s goal is to help our clients make the right choices in the strategic
and financial management of their information technology systems.
Founded in 1992, STKI is the leading market research and strategic analyst firm in Israel, covering the IT infrastructures, IT applications and IT services industry .
Over 25 years of experience in the IT analyst sector and thousands of annual face-to-face interviews with key industry participants have enabled us to establish solid,
long-standing relationships with our customers.
Our customers include major IT organizations (government, financial institutions, telecoms, manufacturing, medical, education, etc.) and IT suppliers/vendors
(infrastructure and software suppliers, consulting and professional services firms).
STKI works closely with vendor senior management (strategy, business development, and marketing).

Where end users are concerned, STKI meets with CEOs, CFOs, CMOs, CDOs and CIOs (as with all levels of IT decision making) thereby attaining complete information
of technology innovation as well as business transformation.
STKI's mission is to advise and analyze users of information technology as well as their suppliers while conducting original research and providing advisory services
regarding all parts of the information system puzzle.

Israel's foremost IT companies have come to rely on STKI's market-proven experience and expertise.

Our services include:

Face-to-face meetings Vendor Discovery Series (Newsletters and workshops)

STKI Analyst House Calls (for both users and vendors) Vendor Innovation Workshops

CIO STKI "Help Desk" In-house Workshops

Inquiries CIO Annual Bootcamp

Surveys CTO Annual Bootcamp

Strategic Marketing & Positioning Brainstorming Workshops

Round Tables for users STKI Annual Summit

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STKI Methodology: equilibrium model
The sum of all IT expenditures (from users)
has to be equal to all IT sales (from vendors).
most research firms are either a
"demand-based"
(market information based on data from users of IT)
"supply-based"
(market information based on data from IT vendors).
STKI is one of the only research firms using an equilibrium model
and the only one in Israel.

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What our study looks at:
› Real revenues of software licenses and maintenance.
› Real revenues of hardware sales.
› Differentiation between new projects and continuing projects. New projects count
more.
› We do not include any work/ products for OEMs and military non-IT projects.
› We are learning how to account for cloud usage for IT (Israel) only
› We distinguish between work done by the vendor's employees and work
outsourced to another vendor. The revenue is transferred to the vendor actually
doing the work.
› Distinguish revenues from projects done in fixed price, cost plus (SLA defined) and
staff augmentation (non SLA) projects.
› Differentiate value between work done by high level internal professionals in a
project and staff augmentation employees in the clients IT department.
Take into consideration IT department’s view/mindshare of
vendor’s value in projects/products

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STKI Summit 2017
Israeli IT Market 9

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Israel 2017

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Israel 2017

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Israel 2017
unemployment

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Israel 2017
CORRUPTION

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State of the Economy Index

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State of the Economy Index (% change*)
12/2014 - 12/2016

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Over 65% is BAD

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Israeli IT Market 18

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2011 2012 2013 2014 number of
2015 2016
number of number of
employees employees employees
v1 number of number of number of number of v2 number of v1 number of
companies companies companies companies companies % of companies % of
subtotals
(paying (paying (paying (paying (paying TOTAL (paying TOTAL
taxes) taxes) taxes) taxes) taxes) taxes)

251+ 1,348 1,476 1,493 1,533 251+ 1,583 0.61% 251+ 1,622 0.63%
4,374
101-250 2,384 2,453 2,525 2,606 101-250 2,685 1.04% 101-250 2,752 1.07%

21-100 3,871 4,088 16,305 16,647 51-100 4,352 1.69% 21-100 17,995 6.98%
70,260
6-20 31,720 33,073 46,920 48,780 10-50 36,268 14.06% 6-20 52,265 20.27% 262,901
up to 5 196,802 194,683 175,925 180,445 up to 9 212,985 82.59% up to 5 192,641 74.70% 192,641

232,393 235,773 243,168 250,011 257,873 267,275
totals
ACCORDING TO ACCORDING TO ACCORDING TO ACCORDING TO
BITUACH LEUMI BITUACH LEUMI BITUACH LEUMI BITUACH LEUMI ACCORDING TO BITUACH LEUMI 2/2016 ACCORDING TO BITUACH LEUMI 2/2017
2/2012 2/2013 2/2014 2/2015

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2011 2012 2013 2014 number of
2015 2016
number of number of
employees employees employees
v1 number of number of number of number of v2 number of v1 number of
companies companies companies companies companies % of companies % of
subtotals
(paying (paying (paying (paying (paying TOTAL (paying TOTAL
taxes) taxes) taxes) taxes) taxes) taxes)

251+ 1,348 1,476 1,493 1,533 251+ 1,583 0.61% 251+ 1,622 0.63%
4,374
101-250 2,384 2,453 2,525 2,606 101-250 2,685 1.04% 101-250 2,752 1.07%

21-100 3,871 4,088 16,305 16,647 51-100 4,352 1.69% 21-100 17,995 6.98%
70,260
6-20 31,720 33,073 46,920 48,780 10-50 36,268 14.06% 6-20 52,265 20.27% 262,901
up to 5 196,802 194,683 175,925 180,445 up to 9 212,985 82.59% up to 5 192,641 74.70% 192,641

SMB
232,393 235,773 243,168 250,011 257,873 267,275
Market
totals
ACCORDING TO ACCORDING TO ACCORDING TO ACCORDING TO
BITUACH LEUMI BITUACH LEUMI BITUACH LEUMI BITUACH LEUMI ACCORDING TO BITUACH LEUMI 2/2016 ACCORDING TO BITUACH LEUMI 2/2017
2/2012 2/2013 2/2014 2/2015

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In order to get the “IT Market” (what is bought/sold out there) :

25 years of
IT Market Data

What users bought? How much did they sell?
From whom? To whom?
Why? 4
2015,200
1, 7
5
000
For how much?
Competitors?
1% 41,
3.6 1, 4
3 00
201 ,000
%
.72 6, 0
, 26
6
9 4 3
1, 6 200 8% 214
50, 4.4 64,
A RE 1, 3 6, 4
W 00 0
RD 3%
HA AR
E 26, 4.7
TW 3, 1
F ED 13
SO DD 72,
2
E A ES 6, 1
LU IC
VA RV
SE L
TA
TO

IT Departments IT Vendors

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Comparison
Budgets 2013-2017**

**We expect increase mid 2017 for
“digital initiatives”
not on IT budget now

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2015 Israel IT Market
STKI Summit 2017
Israeli IT Market 34

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VARs or Partners:
NO double bookings for IT market size forecasts

Value Added Resellers
“VAR or Partners”
are incorporated into
STKI’s “TIERS”.
Both sell into the Israeli
Market.

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Products “sold” on the cloud
STKI “books” in on-premises software categories
NO double bookings for IT market size forecasts

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IT Market in Israel

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STKI Summit 2017 2015 Israel Hardware Market

Israeli IT Market 40

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Vendors: Hardware markets

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Israel: IT Hardware Total Market 2016-2020

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Server Markets

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Servers (manufacturers)
DB/DW, CONVERGED HW
& OTHER APPLIANCES

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Servers (Resellers-VARs)

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Clients (B2B) Markets

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Client Computing (manufacturers) B2B

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Personal Computing (VARs)

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Storage Markets

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“storage” (manufacturers)

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“storage” (VARs)

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“storage” (manufacturers)
VTL Backup , Storage Appliances and Storage Networks
Tape Libraries

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“storage” (VARs)
VTL Backup , Storage Appliances and Storage Networks

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Security Appliances and
Networking Markets

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Networking Products

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VoIP & other call center equipment

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Printers, Monitors, Self Service & DC Equipment

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Enterprise Printers
Enterprise Printers (manufacturers) Enterprise Printers (VARs)

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DC Equipment, monitors and Video Systems
(VARs & Manuf.)

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POS ,Self-Service Appliances

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STKI Summit 2017 2015 Israel Software Market
Israeli IT Market 68

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Vendors in the Software (on/off premises) markets

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IT Software Total Market 2014-2019

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System Infrastructure Software

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System Infrastructure
Software

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System Software Vendors

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Storage and Backup Software

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Databases (SQL NOSQL)

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Private Cloud and Automation Tools
Private Cloud And Automation Tools

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Middleware Software

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Security Software

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Security Software

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Security/ Cyber Software Vendors

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Security/ Cyber Software (VARs)

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Security/ Cyber Software (VARs 2)

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Office of the CIO & Development Tools

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Office of the CIO & Development Tools

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Office of the CIO & Development Tools
Development and ALM (including testing tools) VARs: Development and ALM (including testing tools)

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Information Management Applications

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Information Management Applications

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KM (Enterprise portals, ECM, Search, Knowledge Bases)

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BI, Analytics, Cognitive and Data Mgmt Tools

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BI, Analytics, Cognitive and Data Mgmt Tools 2

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Digital Output Management/Customer Communication Management

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Business Applications 1

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Business Applications 1

2014 2015 2016 2017 2018 2019
ERP 145,000 -1.38% 143,000 -2.10% 140,000 -1.43% 138,000 -2.90% 134,000 -2.99% 130,000

Vertical (Core Business) Applications 125,000 10.40% 138,000 12.32% 155,000 9.68% 170,000 8.82% 185,000 5.41% 195,000
CRM/XRM 45,000 11.11% 50,000 16.00% 58,000 12.07% 65,000 12.31% 73,000 8.22% 79,000
HR/ Talent Mgmt/ LMS 11,500 17.39% 13,500 18.52% 16,000 11.88% 17,900 11.73% 20,000 15.00% 23,000
326,500 5.51% 344,500 7.11% 369,000 5.93% 390,900 5.40% 412,000 3.64% 427,000

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Business Applications 1
ERP Software (all sizes)

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Business Applications 1
CRM/XRM

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Business Applications 1
HR/ Talent Mgmt./ LMS / PAYROLL

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Business Applications 2

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Business Applications 2

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Contact Center and Multi channel engagement tools (chat, bots, Video etc…)

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Marketing Automation Software

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Web Content Management + e-Commerce Platforms

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IoT tools and platforms

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Israeli IT Market 109

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Value Added Services Market 2014-2019

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Vendors that sell in the VAS markets

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"Enterprise" CONSULTING:
advice in a particular area not
AUGMENTATION (gulgalot) or IMPLEMENTATION

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"Enterprise" CONSULTING:
advice in a particular area not
AUGMENTATION (gulgalot) or IMPLEMENTATION

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IT Strategy Consulting & Analysts Services

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Digital Transformation Consulting

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(Big) Data Consulting

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IT Infrastructure/Delivery Consulting

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IT Application Consulting

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Cyber/Security Consulting

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Infrastructure Projects

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Consolidation/ Virtualization /Monitoring/ BSM/ Storage/
Hardware/ Data Center Environment/ Networking Projects

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Software integration, middleware, SOA, BPM, ALM, Testing tools, DevOps

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Cyber Security Product Implementation

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Unified Communication (IM, Video, Voice)

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Project Management Services

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Project Management Services

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ALM Q/A & Testing

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IT Training

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HatMaa

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Auditing, Governance & Risk Management

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Business Applications Implementation 1

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Business Applications Implementation 1

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Business Applications Implementation 1
ERP (on premise/cloud)

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Business Applications Implementation 1
ERP (on premise/cloud)

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CRM-XRM (on premise/cloud)

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HR and Talent Management

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Contact Center and Multi channel engagement tools

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Data, BI, Analytics

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Data, BI, Analytics

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Marketing Automation (on premise/cloud)

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Business Applications Implementation 2

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Business Applications Implementation 2

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“general” software development

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SaaS implementations

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Migrations

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Business Applications Implementation 3

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Business Applications Implementation 3

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Business Applications Implementation 3
Mobile Development

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Business Applications Implementation 3
UX Design

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Business Applications Implementation 3
Core Vertical Package Implementation

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Business Applications Implementation 3
IoT Projects

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Business Applications Implementation 4

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Knowledge Management (ECM, Portals)

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Web & eCommerce

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Web Accessibility

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Managed Services and Outsourcing Services

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Managed Services and Outsourcing Services

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Managed Services and Outsourcing Services
Infrastructure Outsourcing Services (Infrastructure, Storage & DBA Services)

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Managed Services and Outsourcing Services
Off-site Data Center (Operational/DRP). (Client owns the HW)

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Managed Services and Outsourcing Services
Help Desk Outsourcing Services

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Managed Services and Outsourcing Services
Cyber security managed services ( SIEM service)

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Managed Services and Outsourcing Services
Printing Outsourcing Services (pay per click)

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On-Demand or Cloud Services

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Business Services as a Service- BSaaS (Salaries, Payments, BPO, etc)

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Platform as a Service PaaS/ Infrastructure as a Service IaaS

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(PARTNERS) Platform as a Service PaaS/ Infrastructure as a Service IaaS

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Software as a Service SaaS

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DRP as a Service

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Staff Augmentation Services

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Gulgalot on-premises & Gulgalot off-premises (Nearsite)

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Nearshore

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Digitally signed
by Dr Jimmy
Schwarzkopf
Location:
Date: 2017-03-23
10:44+02:00

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