Opportunities for Brazil in The North American Market. Bob Hartmann. 3 March 2010

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1 Opportunities for Brazil in The North American Market Bob Hartmann 3 March 2010

2 What s Being Outsourced Other; 21% IT; 28% Admin; 9% Financial; 11% S&M; 15% HR; 16%

3 Outsourcing by Segment Continued growth in 2009, but slowed due to economic issues Strongest in IT market segment Finance & Accounting outpacing HR services Most growth potential Finance is showing the most up-side Followed by Healthcare Telecommunications coming on strong, especially Mobility

4 Outsourcing Volumes by Segment BPO Led by Transaction Processing o At end of 2009, US$ Billion Application Outsourcing Led by Application Development o Gaining strength ERP o At end of 2009, US$ 36.1 Billion Infrastructure Led by Network Services o Strong Help Desk o At end of 2009, US$ 155Billion

5 Anticipated Growth Rates Desktop; 5,9% Data Center; 5,4% Enterprise Application s; 7,1% Network; 9,3% All outsourcing = 6.9% Compound Annual Growth Rate (CAGR)

6 What s Being Outsourced In a Computer Economics study of 200 IT organizations in the US and Canada Applications development is most popular, at 33% Data center operations is 28% Applications maintenance is at 27% Website/e-commerce systems at 27% Disaster recovery services is at 27%

7 What s Being Outsourced In a Computer Economics study of 200 IT organizations in the US and Canada Desk top support is 23% Voice network operations is at 23% Database administration at 21% IT security is at 19%

8 What are The Analysts are Saying For companies with revenues > US$ 5 Billion, up to 25% of IT jobs will move off-shore by end of 2010 (ComputerWorld) The US$ 50 Billion/Year off-shore outsourcing business is growing at a 29% annual rate (The New York Times) 2009 saw a drop to about 10% growth; 2010 recovery is back up to 25%+ rate By 2020, outsourcing will yield US$ 175 Billion in revenues (McKinsey)

9 Trends to Watch From a research study by the Outsourcing News of 650 organizations: 89% plan to continue their outsourcing transactions 47% feel outsourcing opened new opportunities to them 42% believe outsourcing improved their financial performance 27% feel competitiveness was greatly improved 60% of customers and 59% of providers feel the problems related to outsourcing are dependent on the people involved

10 Competition India still strong, but losing market share Issues with China Must also consider currency fluctuation / stability Rate increases Normal increases = 3% - 10% Asia increases = 20% - 40% Source: AT Kearney

11 What about India? Half of IT pros surveyed said they have new concerns about India IT providers (InformationWeek) When compared with their feelings 2 years ago, 58% of companies say they are less of a believer in the idea of working with India IT outsourcers delivering value to their company (InformationWeek)

12 What about India? 25% of India s computer engineers have language proficiency, cultural fit and practical skills to work with US companies (The Wall Street Journal) Wages in India are increasing 10 15% a year (some say it may be as high as 50%), while wage inflation in software industry in the US is under 3% (The Wall Street Journal)

13 Demands were are seeing Microsoft.NET SharePoint (very strong in Canada) JAVA Mobility Blackberry (still the largest market share) iphone Android Touch Screen technologies

14 Strategic / Tactical Considerations Product / Service Target Market Direct Sales / Channel Partners If Direct, how to penetrate? Existing Clients with Global Presence Business Entity Strengths / Weaknesses Competition & Pricing

15 How to Engage? Agile / Scrum is getting HIGH EXPOSURE in North America 30-Day Sprints Scrum Master If first time off-shore experience, they may want some staff on-site during start-up and again at deployment Some request staff on-site for entire first project

16 How to Engage? They will most likely want to engage with a US company; some reluctance to sign an Agreement with a foreign entity English language proficiency / English website / English collateral US business visas for key resources

17 About Bob Hartmann Member of the Outsource Brazil network 30-years experience in Outsourcing EDS Logica Working with Brazilian companies for the past 6 years BS / MBA degrees Member of PMI

18 Roles We Play Strategic / Tactical Planning and Execution Offerings review Business Development Establishing a presence in North America Alliance Management On-shore resource / Program Manager

19 THANK YOU!

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