webmedia international expansion - andre krull
DESCRIPTION
Presentation from conference "Oracle Day 2011" in Estonia 11.03.2011 Nordic Hotel ForumTRANSCRIPT
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Webmedia GroupWebmedia Group
Andre Krull
Member of the Board
Oracle Day, March 11 2011
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Webmedia Webmedia GroupGroup
Software solutions company
Customers in over 60 countries
9 offices in 6 countries
390 employees & growing
YoY growth since founding, profitable since 2002
Among fastest growing technologycompanies in CEE and EMEA (DeloitteTechnology Fast 500)
„Best Company to Work For“ in Estonia 2008 & 2010
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GrowingGrowing and and profitableprofitable companycompany
8,0
10,0
12,0
14,0
16,0
18,0
-
2,0
4,0
6,0
8,0
2004 2005 2006 2007 2008 2009 2010 2011 (F)
Revenue (mEUR) EBITDA (mEUR)
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Beating the cycleBeating the cycle
8
10
12
14
16
18
20
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2
4
6
8
2005 2006 2007 2008 2009 2010 2011
Estonian GDP (EUR billion) Webmedia Grup revenue (EUR million)
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IngredientsIngredients
Vision & ambition
People
Adaptability
Hard workHard work
X-factor
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VISION & AMBITIONVISION & AMBITION
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The beautiful „lost“ years
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Estonia 2000-2007 – fat and happy frogs in a small pond
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HowHow Estonia sees Estonia sees thethe worldworld
New York, Obamaand Silicon Valley. Big money but too
Putin, Moscow, oiltransit. Dangerous!
Sharm-el-Sheikh – niceand warm. Nigerian e-mails, Darfur, piracy.Dangerous!
Big money but too far…
Oil, $$$, Muslimsand Jihad. Dangerous!
Samba, Cuba, Chavez, Mojito.Interesting butdangerous!
Failed real-estateinvestments.
Baruto, Peking, Chicken Tikka Masala, manymany people.
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WhereWhere isis WebmediaWebmedia goinggoing??
New Europe, Central Asia and
Africa
Baltics & Nordics
Target: Keep market leader position in Baltics, strong
position in Nordics
Target: market leader position in Public Finance Management and strong player in eHealth
Gulf Region
Target is quality leader positionon selected markets
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Software developmentSoftware development
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Public Public FinanceFinance ManagementManagement
Integrated Public Finance Management– budget preparation, – budget preparation,
execution, and control, Treasury management
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eHealtheHealth
• Hospital management• eDiagnostics• Picture Bank• National Health Record• Health Integration Platform
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Research & DevelopmentResearch & Development
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IncubationIncubation
Information management (MicroLink team)
Application management (SLA with cloud)
Destination marketing
---
Eesti E-arvete KeskusEesti E-arvete Keskus
Fits.me
E-kool
STACC
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KeywordsKeywords
Long-term approach towardscustomers
Take responsibility
Mindset: sell now – worry later ?Mindset: sell now – worry later ?
Industrialization of IT
How to bet on the right technologies?
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PEOPLEPEOPLE
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KeywordsKeywords
Methodology vs people
We are always trying to find peoplewho are smarter than we are
What do you do when things getWhat do you do when things getrough – invest!
Sharing of success
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((Un)paidUn)paid advertisement!advertisement!
We are looking for crazy people who are ready to work abroad
(Russia, Central Asia, Middle-East (Russia, Central Asia, Middle-East and Africa) in challenging projects
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ADAPTABILITYADAPTABILITY
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Cultures are differentCultures are different
“I buy from my cousin”* Old Mozambiqueproverb
“You do not get fired for
“Please stop corruption immediately … or at least let me get my share” * Old Balkan proverb“You do not get fired for
buying from IBM”• Old Scandinavianproverb
“I don’t like monopolies, I just want one”* Old Chinese proverb
* Old Balkan proverb
“Everything will happen at the right time but notnecessarily on theagreed time”
* Old Arab proverb
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WHYWHY ISIS ITIT SO SO DIFFICULTDIFFICULT FORFOR
USUS TOTO DODO BUSINESSBUSINESS ABROADABROAD
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VS
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VS
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It does not matter how you want to sell, it is how the customer wants
to buy!
If we cannot sell ourselves, let us find people who can do it for us!
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HARD WORKHARD WORK
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HowHow toto generategenerate moremore valuevalue? ?
Step 0: Location-independent deliverycapability
Step 1: Packaging
Step 2: Industry Expert BrandStep 2: Industry Expert Brand
Step 3: Safe Choice brand
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XX--FACTORFACTOR
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Even if you are doing everything right, you might still not get it. You just havea higher chance ☺
Often it is fighting with a toothpickOften it is fighting with a toothpickagainst 10 swords
Dreaming is very important!!!
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THANKTHANK YOUYOU!!ADDITIONALADDITIONAL INFORMATIONINFORMATION @ @
HTTP://WWW.FACEBOOK.COM/WEBMEDIA.EEHTTP://WWW.FACEBOOK.COM/WEBMEDIA.EE :):)