Israeli IT Application Market 2009Presentation

Enterprise Applications, Information & Knowledge Management 2009 Your Text here Your Text here Einat Shimoni EVP & Senior Analyst Enterprise Applications, Analytics & KM Strategies www.einatstki.blogspot.com Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 1

Agenda Enterprise Applications general trends 1 Enterprise Applications (CRM, ERP, SCM) 2 Knowledge Management 3 Business Intelligence & MDM 4 BPM 5 Enterprise Portals & External websites 6 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 2

We will present data on products and integrators: Explanations on Slides List of Packages and Integrators Rep in Package Integrators Delivery model Israel Vendor A Company 1 Integrator a, Integrator b On-premise Integrator a, Integrator b, Vendor B Company 2 SaaS Integrator c SaaS Vendor C Company 3 Integrator a On-premise  Lists only include vendors that are represented in Israel  The location within the lists is random  Lists might not include all players Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 3

We will present data on products and integrators: Explanations STKI Israeli Positioning on Slides • Not a technological positioning, refers only to Israeli market • Represents current Israeli market and not our recommendation Vendor A •Focused on enterprise market (not SMB) Vendor B  Market Presence (X)  Market share - existing and new sales (more emphasis) Local Support  Mind share (how user organizations rate vendors) Worldwide  Local Support (Y) – is influenced by (X) Leader  Experience & technical knowledge, localization, support, number and kind of integrators  Worldwide leaders marked, based on global positioning  Vendors to watch: Are only just entering Israeli market so can’t be positioned but should be watched Vendors to Watch: Vendor C Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 4

We will present data on products and integrators: Explanations Selected Wins 2008-1Q2009 on Slides  Package X: Company 1 (Integrator), Company 2 (Integrator)  Package Y: Company 3 (Integrator), Company 4 (Integrator)  These slides contain examples of selected wins during 2008 and Q12009 (decision and purchase of certain products, not necessarily ongoing projects)  The lists are only partial and don’t include all wins of all vendors during this period Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 5

General IT in Aggressive Cost-Cutting Time Trends New IT budget Less budget for models: decrease new apps SaaS, OSS 3rd party Decrease app Need to cut IT ERP tools? maint. Self- costs service projects E-Service here Your Text here Your Text Social & Interaction with Social CRM, consumer employees & technologies KM 2.0 customers impact BPM, Web 2.0, Innovation, re- Need to help Innovation, think processes, increase connect with Social CRM, revenues customers CEM, BI Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 6

General Application projects in recession Trends • Zero based budgeting – every project is examined in payback, maturity, and risk • Low risk projects • Small scale projects (< 1 year) • Proven payback within ½ - 1 year Problem: sometimes the less mature markets (MDM, BPM) are the ones that can provide greater business benefits Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 7

General Questions for every IT project Trends • What are the business benefits and when is the payback? • What is the risk? Is it mature? Is it well supported in Israel? How many ISVs with in depth knowledge? Are other organizations happy with it? References! • What is the TCO? • Is the application user friendly? Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 9

Technologies Maturity Model 2009 General Trends Business Value BPM Active Investment BI Web to make money 2.0 Collab. Balanced CRM Data IT+business Cut costs, Increase Scorecard Governance, Oper. Project MDM ERP 2 CRM productivity Financial Pure Ent. BI Tactic Business Search BI Project ECM Gateway Commodity IT portal ERP1 Services Size of figure = complexity/ cost of project Financial Investment Non- sector Finance for regulations reg. sectors reg. Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 11

General IT Services Families Trends Reduce Expenses Increase Revenues Increase Increase Increase Improve Increase governance, process process Cut costs customer business regulation & Intelligence efficiency Experience agility risk mng. Regulation Active BI Green IT Social CRM BSC compliance CXO DC Tech: virtualization Analytical BPM management BPM/BPA etc. CRM tools Customer Supply chain Innovation IT Employee Productivity Experience intelligence support tools Governance Management Marketing IT Sourcing models focus IT portfolio management B2B Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 12

General Major trend in enterprise applications Trends SaaS (Software as a Service): A software delivery model, delivered via the web, in which users can consume functionality based on subscription pricing. SaaS is typically a multi-tenant, one-to-many architecture (one code base for all), this provides it with economy of scale The software is hosted remotely, eliminating the need for users to invest in related hardware or handle the installation, set- up and daily upkeep & maintenance. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 13

General SaaS in Israel Trends Most Israeli orgs aren’t yet using SAAS  Major adopters: technology, high tech, global companies  Major objectors: Financial orgs and govt. SaaS projects’ characteristics in Israel: • Short micro-projects (~3 man months) • Average of 40 users per installation • Usually DOES include some sort of integration to 1-2 inhouse applications • High satisfaction level (worldwide data: 94%) Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 15

General SaaS major setbacks in Israel Trends • 357 regulation doesn’t allow keeping “linked” data outside for financial organizations • Need for local point of contact • Need for SLA and local support • Hebrew • Israeli vendors need to reorganize operations around this model Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 16

General Characteristics of common SaaS Trends • Applications that have a “network effect” Travel management Social software • Niche/Point-solutions • Solutions that are easily separated from others Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 17

Application models General Trends Self development Your Text here Your Text here Package Internal External Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 18

Where are we now General Trends and what’s the next stage? ASP SaaS PaaS • Single separate instance • Outcome of using PaaS • Vendor controls application • Could have shared or •Platform-Centric • User has No access to core • User controls the app. dedicated infrastructure components of the solution • … ASP wasn’t a bad idea, • Fully-customized software • Multitenant, one-to-many • Will be more suitable for • Semi-customized (view) it had BAD timing • More suitable for generic “heavy” business processes “lightweight” processes or consumers Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 19

General Mashup Definition Trends • Mashup: a “web 2.0” term : combining data layers from more than one source into a single integrated interactive application http://blogs.zdnet.com/Hinchcliffe/?p=78 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 20

General New Applications = Services Mashups Trends An application mashup should define its needed infrastructure services Gateway (=ensemble) T8 T7 T2 T7 T8 T6 T3 T1 T1 T5 T4 T2 T3 T4 T5 T6 Applications Infrastructure Services Services Puzzle Builder The goal: Optimization of IT resources! Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 21

Cloud enables creation of General Trends new business models • Cloud can enable new Business mashups? business models* • By consuming “missing elements” from the cloud you can create a whole new product • Examples: virtual network operator * Source: STKI brain storming session Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 22

General Open Source Software Trends • Open Source applications used by 65% of global enterprises • Most Israeli organizations don’t consider using OSS in almost any project • The economic pressure will push Israeli orgs to consider this model in specific areas:  WCM  Internal IT tools  Collaboration and Web 2.0 tools Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 23

There are some major benefits to General Trends open source software Main reasons: Cost Text here Your Your Text here Vendor independence Sometimes – Better functionality Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 24

General Open Source pricing appeal Trends Price of a WCM project based on open source CAN BE 15-20% cheaper But will not always be the best choice Source: Water & Stone Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 25

Major Benefits for adopting General Trends Open Source Software Which of the following does your company see as the major benefits of adopting OSS ? Source: Open IT, Annual Open Source Survey for 2008, September 29, 2008 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 26

What should you do to make Open Source General Software relevant to your organization? Trends • Most important: assure available local professional knowledge with the package: Specialized Israeli ISVs or in-house • There should be no compromises on SLA • Understand the model and legal terms Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 27

CRM Trends CRM will be less about transactions And more about interactions Think of it as a way of improving customer experience by managing “conversations” Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 29

CRM Trends Better customer experience = better product Your Text here Your Text here CRM and CEM can provide a real competitive differentiator Upcoming STKI Round Table on CRM: June 17, 2009 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 30

CRM CRM: from the outside looking in Trends Focus on external clients needs Your Text here Your Text here Focus on internal processes Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 31

CRM Multi Channel CRM Trends • Mobile service • e-billing •More self • newsletters • EPSS/guided • e-banking • e-service service options • email marketing interactions • SMS • e-payments and transactions • email response • RTD • Live chat • CC management • Collaboration Proliferation of customer touch points Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 32

CRM Israeli CRM Trends 2009 Trends • “XRM” – using CRM as a development platform for various needs This is an important criteria when choosing CRM • “Quick win, quick ROI” approach continues • Reducing contact center costs (self service) • Analytical CRM continues to be top priority Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 33

CRM Source: STKI CIO Survey 2009 Trends CRM Priorities2009 40% 35% 35% 30% 25% 20% 20% 18% 14% 15% 10% 8% 5% 0% Campaign Ecommerce CRM Self-Service Analytical Management Systems Packages CRM Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 34

CRM Worldwide CRM Trends 2009 Trends • Think outside of the “CRM” box: Web virtual agents Home based CC Customer centric innovation • SaaS will rise significantly • Engagement with the customer – Social marketing • Managing the customer experience • Social CRM – clients & employees more “social” • Self Service is king (but don’t compromise with the customer experience, i.e poor IVRs) • Customer data still a problem Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 35

CRM The new DIGITAL social customer Trends Your Text here Your Text here Source: 2008, Fabio Cipriani. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 36

Communication with customers CRM Trends spurs customer centric innovation What features should What do you like about our new product? product X include? What don’t you like about What do you like about our new product? our company? Your Text here Your Text here Do you have ideas how we can How do you prefer enhance our to interact with us? products? Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 37

CRM Trends Interact with the customers & Learn more about what they want Define new customized products Your Text here Your Text here IT needs infrastructures to support diversity of products & interactions Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 38

CRM Packages & Integrators in Israel: Package Rep in Israel Integrators Delivery model Siebel (Oracle) Oracle Israel, Taldor Taldor, IBM, BeyondIT On Premise SaaS; Siebel on-Demand Oracle Israel, Taldor, ManofIT, Yael, BeyondIT Enterprise (Oracle) Taldor, Yael At customer/partner Yael, Malam-Team, ONE1UP, Oracle CRM Oracle Israel On Premise Oracle, HP-EDS, Advantech Peoplesoft (Oracle) Oracle, Matrix Matrix On Premise SAP CRM SAP Israel Ness, Taldor, Advantech On Premise Amdocs (Clarify) Amdocs Amdocs On Premise 20 Partners, including: Matrix- On Premise; Microsoft Dynamics Effect, Advantech, SIT, Malam- Microsoft Hosted by partners; CRM Team, Netwise, Aman ,Elad, SaaS not yet in Israel Yael…. Pivotal ONE1 ONE1 On Premise Salesforce.com ONE1, Blat-Lapidot SaaS Mid Tier MEGA Center Yael Yael On Premise Onyx (Consona) IT Navigator IT Navigator On Premise Netsuite Edmiso SaaS MyBusiness MyBusiness MyBusiness SaaS SugarCRM OpenIT Open source Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 39

Microsoft-Based CRM Solutions in Israel – Part 1 Company Solution E-Drive (Car Market) Capital Market: “Optimi” Advisor Platform (‫(יועצי השקעות‬ )‫פניות ציבור (מענה לחוק חופש המידע‬ Effect (Matrix) High Tech Solution ‫פתרון לניהול גביה והליכים משפטיים‬ Infrastuctures: configuration management, dashboard, self service, CDI Contact center - moked Analytical Dynamic CRM CRM for security org./departments HRM – Healthcare CRM, hospital risk management DRM – Donors relationship management Academy – Alumni, Student, scholarship grant mng, training courses Malam-Team Retail CRM VC – Venture capital CRM Financial services and Retail banking Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 40

Microsoft-Based CRM Solutions in Israel – Part 2 Company Solution Contribution System Donors CRM Conferences and training SIT Members club CRM for High-Tech sector Customer Service Portal Broad Digital Billing, Rating, Account Receivables Highview BI for Microsoft Dynamics Capital Market ‫ניהול פניות ציבור‬ Advantech Surveys module MOSS and CRM integration Vehicle Fleet management Almog SMS distribution Pricelists update HR companies’ operations and clients Agile Eyron Shimoni’s work Copyright 2009 @STKI Election campaign management Einat Do not remove source or attribution from any graphic or portion of graphic 41

CRM-Related Applications: Developing/ Solution Description Representing Company Enterprise Incentives Incentives, Matrix- Incentives Pro Management partner Kana Collaborative CRM Malam-Team DSKnowledge Service Center Knowledgebase Danshir Talisma – CIM (customer Collaborative CRM Business Solutions interaction management) collaborative CRM, KM for Knova (Consona) IT Navigator contact centers Siebel - Social CRM Social tools for CRM Oracle - Siebel Cemax Feedback Mng, Complaints Mng. Cemax *Doesn’t include Contact Center/telephony tools Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 42

Multi Channel /customer Self Service applications Product Name Description Israeli Representative Lyris Email marketing Neolane Multichannel marketing Netwise Cellular apps. SMS dist., WAP, download apps Self service apps Self Service Kiosks Kana Collaborative CRM Malam-Team Talisma – CIM Collaborative CRM Business Solutions Megacenter Mail Managing channels (SMS, Fax, email) Yael Software Server (MCMS) eBilling + eService + Self Service Oracle (part of Siebel suite) eCommerce Mail-IT + possible Marketing messages management (Mails cloud model channel) Matrix Bank2go, Ultra Credit, Calldinator, WFA Matrix Mobile MMIS – Matrix mobile info. server solutions One1 Mobile Mobile channel, SMS One1 Mobile Netwise – Integration partner Cellesense Text and web automated self service AMS Billminer (EBPP), self care Lognet Yodlee Moneycenter Aggregated financial data and payment Bynet SW. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 43 ISQ Q&A web self-service ISQ

CRM - Israeli Market Positioning 1Q09 Siebel Microsoft + SOD Peoplesoft SAP Local Support Oracle CRM Pivotal Worldwide MEGACenter Salesforce Leader Onyx Amdocs Vendors to Watch: This analysis should be used with its NetSuite (on-demand) supporting documents SugarCRM (open source) Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 44

CRM Selected Wins during 2008/1Q09 (Partial List)  Siebel On-Demand: ECI (Taldor), Test Insight (ManofIT), Remmon (ManofIT), Pascal (ManofIT), Coreflow (ManofIT), Civcom (ManofIT), Oridion, Teva, Netafim, Galil College, Nicast (ManofIT)  Peoplesoft: Bezeq projects  SAP CRM: Zim, Excellence Nesua (Taldor), Given Imaging (Advantech), Navy, IAI, Machon Mor, Sarel, Technion (Taldor)  Microsoft Dynamics CRM: Leumi-Card (Effect-Matrix), Random Logic-888 (Almog), Aviv PCB (Almog), Bank Igud (Effect), Doar Israel (Effect-Matrix), Egged (Advantech), Mey Eden (Aman), Yad Vashem, Red Data, Africa hotels, Superpharm (Effect), HTR (Effect), Audiocodes (Effect), Avis (Effect), Bank Leumi  Pivotal: Moatza Lezarchanut, Madgal, Negev Ceramics, Ambar  Salesforce: Symantech division, Alladin, Scopus Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 45

CRM Consultants in Israel (alphabetical) Partial List  Accenture  Alternative  Aman (widelink)  BI-Pro  Deloitte Touche: Strategy, business case  IT solutions  Luria  Meteor  Sensecom: Contact Centers  Synergy: Campaign Management, Analytical CRM  Several other independent advisors Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 46

STKI Rule of Thumb HIGH-END CRM in Israel: Price Per Seat • License: $1K - $3K • Integration: 2 x license • Hardware: 1 x license • Maintenance: 0.5 x license (for 3 years) • Training & Change Mng: 1 x license • Testing: 0.25-0.5 x license • Data Quality: 0.25-0.5 x license Total: 6 x license $6,000 - $18,000 per seat Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 47

STKI Rule of Thumb Mid-Tier CRM in Israel: Price Per Seat • License: $500 - $1K • Integration: 2 x license • Maintenance: 0.5 x license (for 3 years) • Implementation 0.75 x license (training, testing, data quality) Total: ~4 x license $2,000 - $4,000 per seat Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 48

STKI Rule of Thumb SaaS CRM price model Pay-as-you-go subscription pricing Price per user per month: 40$ - 130$ * Depending on functionality, contract period, scope of modules vs. full suite, number of users Additional possible costs: • Relatively very short implementation time • Internet bandwidth requirement • Data quality • Training + HATMAA • Some possible customization costs Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 49

EPSS for CSRs + Unified Agent Desktop Developing/ Solution Description Representing Company Guided Customer Interactions, E-Glue, ONE1- E-Glue Unified Desktop, EPSS partner Guided Customer Interactions, Composia, Matrix- Composia Unified Desktop, EPSS partner Front End integration, Unified OpenSpan Malam-Team Desktop Solan, Yael & SRL - E-Tracker EPSS partners CCF (Customer Care Aggregation, Acceleration and Microsoft, Matrix - Framework) Automation partner Expeditor Desktop Integration IBM, Matrix - partner Acceleration and automation, SKS for CCF Bynet SW expanding CCF capabilities Jacada Front End integration Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 50

Campaign Management Package Vendors in Israel Product Name Israeli Rep. Integrators Unica Gstat IBM, Gilon Chordiant IBM SAS Mia Computers Gilon Teradata Analytic CRM Mittwoch Mittwoch, Gilon Siebel Marketing Automation Taldor, Oracle Taldor (Acquired by Oracle) Neolane Netwise Netwise Peoplesoft Marketing Matrix Matrix Automation MEGACenter Marketing Module Yael Yael Other CRM Vendors… Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 51

ERP ERP Life Cycle Trends Increase efficiency of ERP operations Basic modules HR, Logistics, Portals, BI, BPM Financials Advanced modules Stabilizing Upgrades the system Increase Hatmaa “Core” modules ERP 3 ? ERP 1 ERP 2 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 53

ERP ERP Maturity Model 2009 Trends Business Value Increase efficiency, advanced/ vertical modules, upgrade, improve HATMAA, Investment implement ERP portals, BI, BPM to make money IT+business ERP 2 Cut costs, Increase Project Process productivity ERP modeling ERP Pure MDM for ERP Operational Business Portals Project Commodity IT ERP1 Services Size of figure = complexity/ cost of project ERP Investment governance for regulations tools Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 54

ERP ERP Benefits Trends Source: http://net.educause.edu/ir/library/pdf/ERB0401.pdf Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 55

ERP Staffing ratio Average size of Israeli ERP department: 15-20  Implementers: 60%  Developers: 17%  Infrastructure (system/DBAs): 10%  Other: 13%  ERP effort distribution:  New developments: 70%  Maintenance: 30%  Average ratio between ERP staff / ERP users:  SAP 1:66  Oracle 1:30 (due to smaller-scale installations) Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 56

ERP ERP Main priorities for 2009 Trends How to reduce ongoing maintenance costs? Sourcing strategies 3rd party tools Licensing management Improve HATMAA of ERP to decrease training costs, improve usability and lower HD costs Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 57

ERP SAP ERP specific issues in 2009 Trends BI – BW architectural dilemmas More willingness to use external services Increase efficiency with 3rd party tools Upgrade costs too high for value they provide Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 58

ERP Oracle ERP specific issues in 2009 Trends Need for software configuration management Upgrades More use of internal ERP staff Increase efficiency with 3rd party tools Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 59

STKI Rule of Thumb Enterprise ERP in Israel: Price Per Seat License: $1600 - $2500 Integration: 2-3 x license Hardware: 1 x license Maintenance: 0.5 x license (for 3 years) Implementation (Testing, Training Data Quality): 1 x license Total: ~6 x license ~$12,000 per seat Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 60

STKI Rule of Thumb Large - SMB ERP in Israel: Price Per Seat • License: $1500-$1700 • Integration: 2 x license • Hardware: 0.25 x license • Maintenance: 0.5 x license (for 3 years) • Implementation 0.75 x license (training, testing, data quality) Total: 4.5 x license $6,750 - $7650 per seat Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 61

STKI Rule of Thumb SMB ERP in Israel: Price Per Seat • License: $700-$1200 • Integration: 2 x license • Maintenance: 0.5 x license (for 3 years) • Implementation 0.5 x license (training, testing, data quality) Total: 4 x license $2800 – $4,800 per seat Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 62

ERP Packages & Integrators: Part 1 Package Israel Rep Integrators Delivery model Yael, Malam-Team, ONE1UP, Oracle Oracle Oracle Israel consulting, HP-EDS, Advantech, Ernst & On-premise Apps Young, Unitask, Motorola Oracle Unitask (Oracle Easy), Afek, Motorola, Oracle Accelerated ONE1UP, Advanteck, E&Y, Yael, AKT (HR On-premise Edition module) Ness, IBM, Taldor, Advantech, Malam-Team, SAP, HP-EDS, Accenture, Aman, SRL, Danshir, CB SAP Israel On-premise SAP All-in- I.T, E121, EPS SAP, Gav, IGC, Opex, One SAPLM, SDM, AKT (HR module) SAP Xioma, Malam-Team (Etop), RELS, Harel Business SAP Israel comp Malal, Complete, Menahel4U, Todan, On-premise One Reut-ONE, Synopsis E-Tafnit Matrix Matrix, Alpha Consultants On-premise QAD SIT SIT, ManofIT, Tirosh On-premise, SaaS Lawson Intentia Israel Intentia Israel On-premise (M3, S3) Ashbal, Meidatech, FBC On-premise, SaaS Priority Ashbal (meidatech) Afek, Tulip, RAAN, HP-EDS, IlitERP Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 63

ERP Packages & Integrators: Part 2 Package Israel Rep Integrators Delivery Model Microsoft Israel. Matrix, Oregano, Malam-Team, Microsoft Dynamics Localization & Prodware, Tadiad, Maxoft On-premise AX Distribution by other partners in qualifications mAXimum ERP (Matrix) Aviv, MARS Aviv Aviv On-premise ONE ERP ONE1 ONE1 On-premise KAV systems Kav Kav, Ardom On-premise FinPro, Logistic Pro Almog Almog On-premise Gan Tochnot On-demand, Aman Aman Heshev Hosted Comax (on On-demand, Comax demand) Hosted On-premise, Bgate Bgate SaaS IFS Teldan On-premise BPCS, Baan Matrix Matrix, Afek, IBM, Tulip (Baan) On-premise Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 64

ERP SMB ERP in Israel Trends Pressure from large players in generic ERP Verticalization, Verticalization, Verticalization SMB ERP providers develop very deep and verticalized solutions On-demand models – also in Israel! Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 65

ERP On-demand model ERP Trends Kicking in • Comax • Meida-Tech (Priority on demand) • SIT – QAD • Ggate • Gan Tochnot Heshev Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 66

ERP - Israeli Market Positioning 1Q09 Enterprise ERP Medium - Large ERP SMB ERP Priority SAP Oracle SAP Oracle SAP BOONE1 AIO ERP ONE1 Priority Oracle AE/easy QAD Tafnit ERP QAD Tafnit Kav Aviv Aviv Movex Movex Vendors to Watch: Ggate IFS Microsoft Dynamics AX COMAX Market Presence This analysis should be used Do not remove source or attribution from any graphic or portionsupporting documents with its of graphic Einat Shimoni’s work Copyright 2009 @STKI 67

ERP Selected Wins 2008-1Q09 (Partial List)  SAP: Rakevet Israel (Malam-Team)  SAP All-in-one (Best Practices): Gidron (Taldor), Ashdod medical center (Taldor), Batey Zikuk (Taldor)  Sap modules: GRC – Dead Sea, BIA – Coca Cola, Learning solution - Bazan, IDM – Ness, Billing - Meitav  SAP ECC upgrades: Mecan-Ericsoon, M.of Health, Tadiran Solelot  Oracle: Object (R12), Ashot (ONE1up), LUZ II, Actimize  Accelerated Edition: Modu (Advantech, R12), Retalix, ITL, Rion  Tafnit: Barzilay hospital, Leumicard, Albar, Sani, Visa, Mizrachi, Ayalon, Ampa investments  QAD: Vishey international, Expansions in AVT, Seragon. On-demand ERP: Enlyten, RGI  Microsoft Dynamics AX (not localized version): Random Logic 888 (Malam- Team), Aviv PCB (Oregano)  Comax (on demand): Hazi hinam, 2 municipalities, Domisil  ONE1 ERP: Agami, Beit Yanai, Ambar Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 68

3rd party SAP complimentary tools (partial list) – Part 1 Solution Israel Rep. Description EPIuse Ness Selective data copies Zoption Ness Integrating financial functions with Office - excel Panaya Panaya Simulation and guidance for SAP upgrades Intellicorp – Live Ness Impact analysis (for SAP upgrades) compare Object Manager Ness Software configuration management OrgPlus Ness Visual HR management Xpandion Ness Risk mng, behavioral analysis, license audit ARX Cosign Ness Digital signature IXOS - (OpenText) Top Solutions SAP content management and archiving Printboss - Consist Consist, Ness Design/distribution of SAP forms MessageManager Ness Unified messaging for SAP SteerU SteerU EPSS for SAP Innowera Shimoni’s work CopyrightNess Integration of SAP transactions with Excel Einat 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 69

3rd party SAP complimentary tools (partial list) – Part 2 Solution Israel Rep. Description Item Field - Aman Data transformation for SAP Informatica Clicksoftware Clicksoftware SAP workforce optimization HR Load runner HP Israel software performance testing tools HP Quality Center HP Israel automate QA testing Cisco Data Privacy Cisco Data security on the network CA Wily CA Israel Monitoring customer transactions in real time Arcplan Danshir Dashboard for SAP data Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 70

3rd party Oracle e-Business Suite complimentary products (partial list) Solution Israel Rep. Description Oracle Partners: UPK (acquired by Tools to increase productivity, usability, Yana-Smart, Oracle) deployment & content creation John Bryce, Blat Lapidot OMM (Object Migration management and change Migration Manager) management for Oracle e-business Unitask Print Director Enhanced Oracle printing Dynamic Entity Data management and control tool AOA AOA Travel management system (Add-on Applications) Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 71

ERP Consultants (Alphabetical list) Partial List  Accenture  Bit-Plus  Byon  Deloitte Touche  Ernst & Young  HMS  Meteor  OIC  Seker  Tulip  Several Independent advisors Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 72

SCM Supply Chain Management Trends Information focus Strategic measurements, Balanced Scorecard SCP: Supply Demand Chain planning & Planning forecasting Inventory Advanced planning & planning & optimization optimization Product Data Management SRM SCE: Supply Chain ERP 1, ERP 2 WMS Supplier Execution portal Transportation Management Transaction focus Demand Logistics Operations Supply Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 73

Supply Chain Management SCM Trends Global trends From Execution to Planning: try to match demand and deliver the right product to the right place at the right time at the right price Organizations becoming demand sensitive: More data that will help predict demand from POS, suppliers, internal sales/marketing people Ability to respond near real time Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 74

Supply Chain Management SCM Trends Israel trends  Gap between IT and logistics/SCM business departments  SCM very broad and complex, requires special expertise  Confusion regarding what ERP packages can and can’t do  why do we need a BoB solution if we have an ERP?  SCM package decisions are still based on BoB:  Solution has to be flexible, be able to include many dynamic constraints that change as you go  Solution has to include transactional as well as analytical (multi dimensional analysis)  SCM packages are also facing suppliers and partners Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 75

KM The problem with Knowledge Trends It takes too much time to find existing information needed to complete tasks The Problem: Too much info! Lack of information Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 78

KM Let’s see the numbers Trends The typical IW spends up to 25% of the day searching for the right information to complete a given task. Ineffective searches/wasting time looking for information can cost companies up to 10% in salary expenses (Butler Group) Employees spend 12 hours a week on info-gathering tasks: mostly, unsuccessfully. (Accenture) Knowledge workers spend 15%-30% of their time gathering information, but are successful less than 50 percent of the time. (IDC) The amount of new technical information is doubling every two years Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 79

Internal KM Maturity Model 2009 KM Trends Business Value Investment to make money Blogs IT+business Cut costs, Increase Social Project tools productivity Wikis Pure Ent. Business ECM Search Project Gateway Commodity IT portal Services Size of figure = Archiving complexity/ cost of project Investment for regulations Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 80

KM KM Best Practices Trends KM should be process-dependent and combined in every-day tasks Accommodate different types of users Digital natives Digital immigrants Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 81

What isn’t acceptable for the KM Trends Digital native (generation X)? Paper application E-form on form company portal 2 hour classroom Simulation games, session with PPT online courses, slides community Posting ideas on Suggestion box company blog Interaction, relevancy, ease of use Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 82

The digital native KM Technology “consumerization” Trends • New-age knowledge workers are used to: • Communicate • Share • Collaborate • Plan … in a different way. They will probably grow grassroots web 2.0 initiatives, whether IT likes it or not Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 83

KM Web 2.0 tools: Adoption vs. Complexity Trends Most known most deployed Least known least deployed Source: Cutter Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 85

Innovation tools? Innovation Operations Management Support Support Support Systems Systems Systems Innovation Transaction Special Employee Analytical Decision Systems Processing Purpose Productivity Systems Support ? Processing Supporting Enabling Systems that Strategic generate Business Workgroup Decision Innovation & Transactions Collaboration creativity Making Operational Knowledge Analytical Management Systems Einat Shimoni’s work Copyright 2009 @STKI Moshav Bnei Zion, Israel +972 9 74 444 74 www.stki.info All Rights Reserved @STKI Do not remove source or attribution from any graphic or portion of graphic 86

Enterprise 2.0 Social tools Integration Product Category Israeli Rep partners Elgg (open source) Social networks tools OpenIT IBM Quickr, Blogs, Wikis, RSS, Elad-Risotech & IBM connections Social networks other WS partners Kwizcom, Byon Bynet SW, Matrix MOSS 2007 Wiki, blog, RSS Microsoft & other MOSS partners Kwizcom Web 2.0 Wiki, Tagging, rating, Kwizcom bundle (MOSS addons) forum Mediawiki (open Wiki Byon, Matrix source) Atlasian Hosted Wiki Elad Byon “Beshutaf” Community tools Consist Consist Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 89

KM Participatory Technology Trends “Participatory technologies have the highest chance of success when incorporated into a user’s daily workflow” (McKinsey) • Google’s engineers report their projects work into blogs and wikis (Collaborative project management) Your Text here Your Text here • Pixar animators use wikis with videos to share and discuss ideas • STKI analysts are measured also by their blogs contribution; every new round table summary is uploaded Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 90

KM How to use participatory technology? Trends Make it a part of a specific daily work process (for example, project-specific wikis) Find the right “base” of users that will create the mass Maintain the right balance of freedom and control (different for each topic and industry) Your Text here Your Text here Do what is needed to make it RELEVANT for specific need • Make it more friendly • Add missing capabilities Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 91

Issues with using Web 2.0 KM Trends in the organization • Isn’t “controlled” like other tools are • Software usually isn’t proprietary • Hard/impossible to govern and control processes • What’s in & what’s out? Data leakage concerns • When using mashups – concerns regarding integrity and security of outside services • Almost zero training, different adoption cycle Adopting Web 2.0 in the organization requires a new approach Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 92

KM Web 2.0: Recommendations Trends • Find key leaders • Define areas in which Web 2.0 provides value: • Project teams “environments” • Internal/external Ideas blogs for product innovation • Define areas where Web 2.0 shouldn’t be used • Determine a certain control level • No “anonymous” posts • Feedback mechanism Upcoming STKI Round Table Web 2.0 for KM: May 13, 2009 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 93

Enterprise Content Management ECM Types of documents (definitions) Trends • Operational documents: Documents that support the organizations day-to-day operations. “Must have”/ Important  Documents linked to applications’ transaction and flow (viewed via app)  Important documents but can be separate repository (viewed via ECM app) Examples: Contracts, customer records, employee records • Soft documents: Documents that help “knowledge management” and sharing. Not linked to a specific process, considered a “Nice to have”. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 94

ECM ECM Market in Israel Trends • Most large organizations managing operational docs (partially)  Managed in different separate environments Documents around core processes mostly managed Other important documents hardly managed  “Soft” documents are rarely managed • Most common failure reasons for ECM projects: Poor integration leads to lack of HATMAA of these tools Ongoing HATMAA is problematic, tools are complex to use and no budget for training Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 95

ECM ECM state of the market in Israel Trends Source: STKI ECM Round table, 2008: http://einatstki.blogspot.com/2008/06/blog-post.html Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 96

ECM ECM market size in Israel Trends • During 2007-2009 (3 years) we estimate the ECM market size in Israel to be $70M*: • High End (15-20 large projects): $15-20M • Low End: 100-200 projects sometimes combined in different projects such as portals * Includes both SW licenses and services Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 97

ECM ECM Drivers in Israel Trends • Regulations - content reservation and retrieval • Process around documents = core apps • Phase 2 of large ERP projects (archiving): Procurement docs, HR docs, archiving SAP docs • Importance of web as a self service channel Need to manage documents over the website, both outgoing and ingoing forms Regulatory need to provide clients with access to their documents Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 98

ECM High-end large ECM project Pricing Trends • License pricing: $100K – $500K • Services: 3 x license definition of needs (30%) customization & Implementation (45%) Testing and Training (25%) • SW Maintenance: 18% per year Total (initial, not ongoing): $350K – $1200K Notes:  Based on Israeli data (large ECM projects)  pricing decline when the front end is another application (SAP etc.)  Java-based projects more costly than .Net-based projects. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 99

ECM What users look for in ECM Projects? Trends • Project management capabilities from the vendor (users want to outsource the project) • Low-risk, small projects but also ability to scale • Short implementation and Integration time • Integration to Office and enterprise applications as front ends Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 100

ECM Market Players in Israel ECM Trends Represented: Documentum (EMC), Filenet (IBM), Open Text, Interwoven, HP (Tower software), Meridio (Autonomy), Oracle’s Stellent Independent: Artis, Otzar, Microsoft based: D2K, Sharedocs, Omnisys etc. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 101

Internal Enterprise Content Management: Providers in Israel (doesn’t include WCM) Product Israeli Rep. Integrators IBM – FileNet Yael-IFN, IBM Yael-IFN Contex, Qualidocs (Livelink) EMC - Documentum EMC, Ness Ness, Danshir, Llxa Interwoven Xioma Xioma Open Text – Livelink ECM; IXOS-OT for SAP; Seeunity; Acadre – 3rd party for OT; Top Solutions Top Solutions, Consist Captaris (Input Mng ) acquired by OT Many ISVs… MOSS Microsoft Tower (acquired by HP) HP HP Meridio (Acquired by Autonomy) Sharedocs ELAD ELAD Omnisys, Matan, Business DocMaster Omnisys Solutions D2K Matrix Matrix Otzar Otzar Otzar Ada system Artis Artis, Taldor, Malam-Team Oracle (Stellent) Oracle Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 102

Enterprise Content Management (ECM) Products in Israel 1Q2009 MOSS/MSFT- based Solutions Documentum Local Support FileNet High-End Sharedocs OT eDocs Interwoven Mid-tier Otzar Artis Worldwide Leader Vendors to Watch: Oracle (Stellent) This analysis should be used with its supporting documents HP (Tower softw.) Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 103

ECM (Ent. Content Management) Selected Wins 2008-1Q09:  Documentum: Bank Hapoalim, Zionist Archive  FileNet: Bezeq archiving, MAPI new system, expansions  ELAD - Sharedocs: Attorneys chambre, Ministry of justice, Rakevet, Supreme court  Interwoven: Law offices (3) – DM  D2K: New financial organization, Clalit expansions Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 104

Special Purpose KM Apps: Productivity Management Applications Representing/ Product Examples of Apps Developing Company Actionbase ActionBase Action Items/Decisions management Matarot Matarot Quality management tools KCS, Malam-Team, Generica Objects Management, Regulations Byon - partners ,‫ניהול מסמכים, מעקב אחר משימות, פניות ציבור‬ Elad Sharedocs ‫מודול ועדות, ניהול חוזים, נהלים, סריקה וארכיונים‬ ‫ניהול לשכה, חוזרים ונהלים, ניהול תיק עובד, ניהול‬ Matrix D2K-Pro ‫התקשרויות וחוזים‬ Tmura Decision-Pro Decisions management Kotev Web Nest ‫ניהול מסמכים וידע, ניהול פרויקטים, ניהול‬ Omnisys DocMaster ‫משימות וישיבות‬ Upcoming STKI Round Table on Decision tracking: May 27, 2009 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 105

Special Purpose KM Apps: Information Centers Management Company Product Examples of Apps Olive Olive Software E-Publishing, Content Intelligence Malam-Team Kana KnowledgeBase Danshir (Internative, DSKnowledge KnowledgeBase Berale) Mckit Linkware KnowledgeBase IT Navigator Knova KnowledgeBase Business Talisma Knowledgebase Solutions Management of Archives/ Libraries/ IDEA IDEA info Centers Management of Archives/ Libraries/ Exlibris Exlibris info Centers Otzar Virtual Treasures Archives Management ‫הפקת לקחים‬ ROM TipTop Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 106

Enterprise Search Search What should you be looking for? Trends Market Consolidation & Price competition Basic enterprise search will not be enough very soon Look for “next level search” Federated Structured and unstructured Advanced visualization Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 107

Search Enterprise Search in Israel Trends Source: STKI enterprise search round table: http://www.scribd.com/doc/3859785/Enterprise-Search-Round-Table-June-2008- Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 108

Search Tips for enterprise search Trends Expectations – enterprise search is different than the internet search The “tidier” the info is, the less messy your search results will be (it’s not a magical solution) Establish policy for desktop search! Source: STKI enterprise search round table: Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 109

Search & Information Retrieval Players in Israel Rep/company Other impl. Product in Israel partners Autonomy Matrix Elbit, Taldor FAST (being acquired by ONE1 ONE1, eWave Microsoft) Enterprise Search - MOSS Microsoft Many ISVs Google Enterprise Search Taldor Vivisimo Netwise Nogacom Nogacom Malam, Netwise Omnifind IBM Oracle SES Oracle Israel Verasity XRS 2001 Morphix Melingo Worldwide Leader Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 110

Search & Information Retrieval Selected Wins 2008-1Q09:  Google (Taldor):  GSA – Cellcom, Mutual Art  Mini – Mirs, IAI, Navy, Intel  Microsoft MOSS Enterprise Search: Clalit Health Services (Matrix), Ben Gurion University, Tel Aviv Municipality, NICE, VISA CAL, Police Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 111

IT KM Consultants (Alphabetical list) Partial List:  AKT - e-Learning Matrix – Strategy, Assimilation  Aman (Pamam) – KM UI Netwise – KM UI  Blink: Web 2.0 specialists ROM  Byon - KM strategy & SRL (“Nihulim”) processes Yael – KM strategy  Digidoc – Scanning Independent consultants processes planning  Elad – KM methodologies  Ergo – KM consulting  Gait – document management  IT Solutions Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 112

BI is the #1 technology in Israel for 2009 BI Trends Source: STKI CIO Survey 2009 70% 63% 60% 50% 40% 35% 2008 30% 27% 2009 20% 14% 14% 10% 10% 0% BPM Collaboration and BI/ Data Mining WF Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 114

BI BI in recession times Trends BI is a top priority! All vendors need some sort of BI specialty Need for tools consolidation But at the same time - trying to accommodate different kinds of users with different tools Need to spread BI across the organization Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 115

BI Main problem with BI Trends Only specific people in the organization are using it: CXO Middle OLAP Data Mining management Ad-hoc reporting & analysts Rest of organization (knowledge workers) Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 117

BI Maturity Model 2009 BI Trends Business Value Investment Active BI to make money Balanced Data IT+business Cut costs, Increase Financial Scorecard Governance, Project BI MDM productivity Pure Tactic Business BI Project Dashboard Commodity IT Services Size of figure = complexity/ cost of project Investment for regulations Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 118

BI What BI services do CFOs want? Trends From past analysis (“pathology”) to future planning (“prediction”) Planning in shorter time intervals Tools have to be agile (“at least like excel”) Variety of available consistent data (not just financial data) 2009 Projects: CFO-oriented DW/BI Profitability tools Budget planning Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 120

Financial and Budget Planning packages Package Rep in Israel Integrators Hyperion - Oracle HMS, Oracle HMS, Business & Decisions Oracle EPB Oracle Ernst & Young, Yael, ONE1 TM1 (part of IBM-Cognos) Byconix - IBM Byconix, Ernst & Young Libi, 7th Dimention Cognos (IBM) Libi SAP SEM – BPS SAP Israel Ness, IBM, HP-EDS, Advantech + Recently Acquired products: Outlooksoft, Pilot B.O Planning/ consolidation/profitability Matrix Matrix & Costing (SAP company) + SAP BPC, SAP SM Power OLAP Top-IT Top-IT, Gilon SAS Mia computers Mia CFODream The 7 Dimension The 7 Dimension GEAC Ness Opisoft Worldwide CPM Leaders Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 121

Scorecard & Dashboard players in Israel Package Rep in Israel Integrators Cognos (acquired by IBM) - Libi Opisoft, Gilon, Libi, Data Mine, IBM CPM, CMM, Celequest Hyperion - Oracle HMS, Oracle HMS, Business & Decisions Business Objects an SAP ONE1 BI, Consist, Gilon, Matrix, Matrix company - EPM Suite Point of View, PerformanceSense Xcellius (dashboard) Matrix Matrix, B.O partners Pilot (acquired by SAP) SAP Israel SAS EIP Mia Computers Mia, Gilon Gilon, Consist, HighView, Bynet SW, Data Cube, Integrity, ONE1 BI, Panorama Panorama Business Solutions, Citrine BI, VisionBI Actuate Performancesoft Suite PerfomanceSense PerfomanceSense Sterna BPS (Business Sterna Sterna, IBM Positioning Management) Gilon, Consist, ONE1 BI, HighView, PerformancePoint Server 2007 Microsoft Israel Opisoft Geac Ness Opisoft TM1 Byconix Byconix Intellisys Intellisys Consist, Byney SW, Gilon iDashboard Bynet Bynet Arcplan Danshir Actionable performance mng. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 122 QPR BPMknowledge BPMKnowledge, Consist

Dashboards & Scorecards Wins 2008-1Q09 (Partial List)  Xcellius (Dashboard): Electra, UGS, Alladin (OEM)  Intellisys (Dashboard): Harel Insurance, Hilan, Eldan (Consist)  Panorama: Shufersal (Highview), Amdocs (Highview) Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 123

BI Passive versus Active BI Trends Passive DW Daily reports for operational needs Reports for strategic needs At discretion of the users Active DW “Injecting” BI into day to day processes For customer interactions For risk management Non at the discretion of users, part of process Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 124

BI BI is pretty mature Trends 50-60% of new projects released with BI capabilities Some are already a part of DRP Not real time… but more frequent A lot of knowledge in internal BI departments Market crowded with BI vendors & specialists Almost all vendors have some BI capabilities Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 125

BI BI in Israeli organizations Trends 75% have a central BI department Very few with have a formal BICC Source: STKI BI Round table, 2008: http://einatstki.blogspot.com/2008/06/business-intelligence.html Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 126

BI BICC: BI Competency Center Trends The problem: Uncoordinated projects; BI silos; lack of standardization in definitions & technologies; not enough HATMAA BICC roles:  Promote the optimal use of BI across the organization  Data governance (very broad term)  Data dictionary – define common terms  Data stewardship  Business-oriented (sometimes will be a business unit)  Deciding on BI priorities Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 127

BI Staffing ratio Average size of Israeli BI/DW department: 10-15  6.5% of IT department (between 3%-12%)  BI positions:  System analysis  Development  Implementation  ETL + data modeling  Testing, training, support  DBAs and business analysts NOT usually in BI dept. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 128

BI General Platforms (Part 1): Package Rep in Israel Integrators Ness, IBM, HP-EDS, Advantech, Taldor, SRL, SAP BW SAP Israel Malam-Team, Xact, Gilon Microsoft SQL Server Consist, Gilon, ONE1 BI, HighView, Opisoft, Microsoft Israel 2005, Performance Point Advantech, Gstat (datamining), SRL, Bynet SW Libi, Opisoft, Seven-D, Gilon, Consist, Advantech, Bynet SW, IBM, Data Mine, Cognos (An IBM company) Libi Mirkam (Energy), Malam-Team, ONE1 BI, Normative Business Objects (an SAP ONE1 BI, Consist, Point of View, Gilon, Matrix, Matrix company) IBM, Data Cubes, VisionBI, Active View Webfocus SRL SRL, Gilon OBI EE (Enterprise Edition – mainly Siebel Analytics) Oracle Consulting, Taldor, Gilon, Advantech, Oracle Israel Yael, IBM, ONE1 BI, Malam-Team OBI SE (Standard Edition – mainly discoverer)work Copyright 2009 @STKI Einat Shimoni’s Do not remove source or attribution from any graphic or portion of graphic 129

BI General Platforms (Part 2): Package Rep in Israel Integrators SPSS Genius Genius, Gstat, Matrix Mia, Gilon, Pareto, Business & SAS Mia Computers Decisions Israel Gilon, Consist, HighView, Bynet SW, Data Cube, Integrity, ONE1 BI, Panorama Panorama Ness (Panorama on SAP BW), Business Solutions, Citrine BI, VisionBI Qlikview Net-Intent Gilon, Consist, ONE1 BI Microstrategy Mittwoch Mittwoch EIS (Sigma) Gilon Gilon Actuate iServer PerformanceSense PerformanceSense (Enterprise Reporting) Syndera (Operational BI) PerformanceSense PerformanceSense Dynamics BI (BI Microsoft Highview Highview Dynamics - ERP and CRM) Spotfire (acquired by Tibco) Yael Software Yael Software Tableau (dataEinat Shimoni’s work Copyright 2009BynetDo not remove source or attribution from any graphic or portion of Malam-Team130 visualization) Software Bynet Software, graphic @STKI

BI Specialized Products: Marketing Package Description Company DQA Gilon Data Quality BI Portal Gilon Dashboard, BI Portal Tachlit CDI Gilon Customer data enrichment and unification OLAP cube manager Gilon Solution for MSFT OLAP cube Identifying business events (exceptions) Verix (Business Events) Gilon automatically and proactively Monitoring and Configuration Management for EQM Consist Business Objects PowerView HighView Generation of BI data in Powerpoints Babylon Enteprise Ness Metadata/ data retrieval Polestar (Business Objects – Matrix Data Exploration and Visualization An SAP Company) Gstat Analytical Platform Gstat Next best offer, Supply Chain SAP BIA (BI Accelerator) SAP, HP Appliance for accelerated BI performance Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 131

BI Suits: Positioning in Israel 1Q09 B.O Cognos (SAP) (IBM) Oracle Panorama Local Support OBI EE Microsoft SAP BW Worldwide SAS Leader Information Qlikview builders Vendors to Watch: This analysis should be used with its Spotfire supporting documents Tableau Market Presence his positioning does NOT take into consideration the depth of analysis with these tools Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 132

BI – Selected Installations 2008-1Q09 (Partial List)  Business Objects: Super pharm, Aladin (OEM), TTI (OEM), Finjan (OEM), Yedioth Information Technologies  BOXI upgrades: Bank Leumi, Bank Discount, Partner, Bezeq, O12, Netvision, Migdal, Clal  Spotfire: Invenstment company (includes mashup with Google maps)  Qlikview: Colmobil, Ophir optronics (on SAP)  Panorama: Coca-Cola also on BW (Highview) and other central bottling company companies, Storenext, Bituach Yashir, Modu, Sweetim, Opticana, Shabas, Rashim, Shapir, Land Authority, YES, Postal Authority, expansion in Bank beinleumi  Oracle (OBI EE, SE, 1SE): Ministry of Finance, UPS, Sanfrost (Gilon), Gadot (1SE), Telemap, IAF Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 133

Business Intelligence and Data specialists in Israel - Partial List (Alphabetical) • Aman – Stood out in data management • Activeview • Advantech • Byon - KPIs • BI-Pro – stood out in strategic BI consulting • Business & Decisions • Consist – stood out in BOXI upgrades • Data Cube (BI for Retail) • Eternity • Ergo – stood out in Balanced Scorecard consulting • Gilon – stood out in strategic consulting, risk mng, BICC, financial BI • Gstat • HighView – stood out in panorama, BSC/dashboards • HMS – stood out in strategic financial BI, risk management • IBM • Inquera – stood out in product catalog data cleansing • ONE1 BI • Opisoft • Matrix – stood out in EIM (enterprise information management) • Pareto – Data Mining • Point of View • Normative • PerformanceSense – BSC and KPIs consulting • Synergy advanced analytics – Analytics and Data Mining Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 134

Data Data Governance is A BIG TERM Mng. Trends DATA Governance DATA Dictionary: A good practical start Products: dedicated metadata tools/ EIM tools/ Babylon ent./ Wiki tools Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 136

Data Data Management & MDM Mng. Trends Awareness for data quality and cleansing within the boundaries of migration project No awareness for on-going data management MDM term and concept becoming popular Very few will acquire MDM platforms during 2009 Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 137

Data Data Management Mng. Trends A painful subject for many organizations Who’s responsible for the quality and consistency of information? (Mostly no one) Data quality is now considered important Importance increases as BI becomes more critical and ACTIVE (for example, risk mngt.) The biggest challenge is organizational change and work process change Data governance and stewardship One definition of client/financial/product data Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 138

STKI CIO Survey 2009: Data Mng. Are you planning to enter MDM? Trends 60% 51% 50% 40% 36% 35% 2008 30% 27% 26% 2009 20% 11% 10% 0% Not familiar with term No plans Plans to enter MDM Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 139

Data MDM Reality in Israel Mng. Trends Most Israeli organizations don’t have a business entity that is in charge of Data Organizations like the MDM model but most will not go out and “buy” an MDM product Some are considering using their DW as MDM (some are starting to)… Drivers for EIM projects Risk management DWs (i.e, Basel II) Mergers Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 140

MDM/ Data Hubs in Israel Package Rep in Israel Integrators Oracle Data Hubs Matrix, Yael, and Oracle Israel other potential Oracle Siebel UCM (CDI) partners Oracle Hyperion (financial data) Ness and other SAP MDM SAP Israel potential partners IBM WCC (CDI), WPC (PIM) IBM Israel IBM, Matrix PIM - QAD SIT Tibco (CIM – product data, Telecom) Yael Yael Informatica Aman Aman Microsoft (acquired Stratature) Microsoft Teradata MDM (+i2) Mittwoch Mittwoch Inquera: Specialists in MDM PIM (Product Information Management) Worldwide CDI Leader Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 141

Independent Data Cleansing tools in Israel (Partial list): Package Rep in Israel Integrators Trillium Aman Aman Informatica Aman Aman IBM Information Server IBM Microsoft (acquired Zoomix) Microsoft Gilon – data enrichment, Gilon Gilon DQA – data quality assurance Dataflux (SAS) Mia Mia Inquera – product data cleansing Inquera Inquera Worldwide * This list doesn’t include other Data Quality tools CDI Leader Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 142

BPM Trends How do we produce innovation? Your Text here Your Text here That will help grow revenues? Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 144

BPM Maturity Model 2009 BPM Trends Business Value Investment BPM to make money suites BAM IT+business Cut costs, Increase Project productivity Process Pure modeling Business Project Workflow Commodity IT Size of figure = Services complexity/ cost of project Investment for regulations Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 145

BPM BPM Adoption Forms Trends • Tactical BPM The goal: automating manual tasks, increase efficiency, use BPM/Workflow as tool for quick processes development platform • Process improvement The goal: agility, continuous improvement • Transformational BPM The goal: Increase innovation, redefine processes, gain competitive advantage Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 147

BPM BPM Drivers in Israel 2009 Trends • Main target: improve existing processes • Ability to provide answers to cross- departmental processes • Platform for packaging new competitive products quickly • Regulations – an added benefit, not yet considered a driver in Israel • Don’t rely on cost reduction in first year! Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 148

How much time does it take to develop BPM Trends BPM-based processes? • Simple: 1 week – 1 man month • Complex: 6 man months Type of Example Risk Departmental/ #of ROI Time to process level Cross-org. interfaces potential develop Low-medium 1 week – 1 Simple Travel request Low Departmental 1-2 process man month 6 – 8 man Complex Cross-company High Cross- >3 Very High procurement organization months process Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 149

BPM Tips for BPM projects: Trends • Establish infrastructures: ECM, Integration • Make long term plan • Iterative development • Management backup • Consider BAM right at the start • Architect role is important! • Identify most important processes to improve • KPIs and ROI even for the more simple processes Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 150

BPM BPM MEGA Trends Trends • Market starting to mature: More complete “BPM Suits” that provide modeling, execution and BAM under the same roof • But not completely mature yet: Too many players Different leaders in different categories Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 151

BPM BPM Reality in Israel Trends • 2009 will show increased interest in BPM Tactical BPM BPM as a foundation for IT agility BPM for IT / enterprise architecture – not yet Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 152

Interest in BPM rising: main technology for 14% BPM Trends Source: STKI CIO Survey 2009 70% 63% 60% 50% 40% 35% 2008 30% 27% 2009 20% 14% 14% 10% 10% 0% BPM Collaboration and BI/ Data Mining WF Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 153

BPM Players in Israel – Part 1: (Does not include Integration-centric BPM) Package Israeli Rep Integration Partners Modeling BAM Execution Oracle BPM (formerly ONE1 (Liam), Advantech, X X X ONE1, Oracle BEA) Mckit, Matrix–Aluna Advantech, Yael, Taldor, Oracle BPEL, BAM X X X Oracle Israel eWave, ONE1, Matrix-Aluna, Unitask, Malam-Team Aris X X Seker Malam-Team, IBM, HP-EDS ProcessGene X ProcessGene FileNet, Vflow X X X Yael - IFN IBM, Yael Tibco BPM X X X Yael IBM, Risotech-Elad, Matrix, IBM BPM (Modeler, X X X IBM Israel Midlink, Yael-IFN, Ness TSG, Process Server) Tangram, advantech Bynet, Advantech, Matrix, Microsoft Malam-Team, Yael, Netwise, Microsoft WWF, Visio X X Israel Millenium, Elad, SRL, HP, Omnisys,others… Matrix, Sequence X X Matrix, PNMsoft PNMsoft Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 154

BPM Players in Israel – Part 2: (Does not include Integration-centric BPM) Other Integration Package Israeli Rep Modeling Execution BAM Partners AgilePoint X X X SRL Software AG BPM X X X SPL Software Ultimus X X X Tiuv Nintex Workflow 2007 X Bynet SW (WF in MSFT environment) QPR (integrated BPA + CPM) X X Top-IT Captaris (acquired by Open X Top Solutions Text) Many Potential Partners – all SAP SAP BPM/WF X X X SAP Israel Integrators EMC (Documentum + X X X EMC, Ness Proactivity BPA/BAM) JCAPS X Sun Advantech, Aluna K2 X Malam-Team CaseWize X X HMS Arcplan (process-driven Copyright 2009 @STKI X Danshir Einat Shimoni’s work Do not remove source or attribution from any graphic or portion of graphic 155

Human-Centric BPM Positioning in Israel 1Q09 Doesn’t include modeling or Integration-centric BPM Vendors to Watch: Software AG Nintex SAP WF/ content- Documentum Local Support oriented Sequence Worldwide (PNMsoft) Leader Oracle BPM IBM Agilepoint Tibco K2 WWF Ultimus Vflow/ JCAPS Filenet This analysis should be used with its supporting documents Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 156

Modeling / Business Process Planning Positioning in Israel 1Q09 Local Support Aris Worldwide Leader ProcessGene Vendors to Watch: IBM Modeler This analysis should be used with its supporting documents QPR Casewise Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 157

Human-Centric BPM Selected Installations 2008-1Q09 (Doesn’t include EAI-BPM) IBM : IAF, 2 army units Sequense (Panam): Philips, Israeli government, Ministry of Defense, Tnuva subsidiaries, Makhteshim AgilePoint: Bank Leumi, Netivey Ayalon, Shabas Tibco BPM (iProcess – formerly Staffware): BAM – Pelephone Microsoft WWF: Comverse (Bynet), Meches (Malam- Team), Taasuka (Malam-Team) Nintex: Zim, Modu BEA BPM: YES, Paltel Software AG: Clal Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 158

Web & Portals/Web Maturity Model 2009 portal Trends Business Value Investment Mobile External to make money Web Web 2.0 Internal Cut costs, Increase Web 2.0 IT+business productivity Operational Project Portals Pure Business Gateway Commodity IT Project Portals Services Size of figure = complexity/ cost of project Investment for regulations Using Implementing Looking Market Maturity Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 160

Enterprise Portals Web & portal Current State in Israel Trends Becoming a “non-issue” Most using enterprise “gateway” portals Portals are a now a part of different projects Most large organizations have more than 1 portal technology in place Phase 2 of enterprise portals: Using web 2.0 tools in portals Adding lightweight Workflow capabilities Using portals for “mini” operational processes Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 161

Enterprise Portals: Players in Israel Company Product Name Integrators Websphere Portal IBM, ONE1, Matrix, Risotech- Workplace Services Express IBM Elad, SPL-Idor, KITS-advantech, NEW – Web 2 Workplace: Midlink, C-soft “Hannover” Matrix, Malam-Team, SRL, eWave, Netwise, Elad, Bynet, Microsoft SPS/MOSS HP, Advatech, We!, Byon, Yael……… Oracle Portal: Matrix, eWave, Taldor, Advantech, Unitask, Oracle Portal, Web Center, Oracle Malam-Team, Oracle Consulting Weblogic/plumtree Plumtree/BEA - ONE1, Mckit, HP-EDS, e-Wave Ness, Taldor, Malam-Team, SAP Israel SAP Portal SRL, Xact, Advantech, HP-EDS, IBM, B2 Tech, E121 Matrix Vignette, Peoplesoft Portal Matrix Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 162

Portals Positioning in Israel 1Q09 SPS/MOSS SAP EP Local Support IBM Websphere Worldwide Portal Leader Oracle + BEA This analysis should be used with its supporting documents Market Presence Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 163

Enterprise Portals – Selected Installations 2008-1Q09 (Partial List): IBM WPS: Pelephone (cellular portal), Amidar, IBM Expeditor: Isracard MOSS: ECI (Bynet), El Al (Bynet), Mekorot (Bynet), Solel Solar Energy (Bynet), El Al – amadeus portal (Bynet), Avney Rocha (Elad), Neviot (We!), Cellcom (eWave), Iscar-Berkshire (eWave), Liveperson (SRL), Investment company (Yael), Modu, Animation lab (Matrix), Leumi Card (Matrix), Visa CAL (Matrix), bank leumi (Matrix),, IAF (Matrix), M. of Education (Matrix), Malan (Matrix) Moss upgrades: Bezeq (Bynet), Phoenix (Netwise), Sochnut yehudit (ewave), Sandisk (ewave),Pelephone, Neviot (We!), Rabin medical center SAP Portal: Meshek & Calala (SRL) Oracle Portal: UPS Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 164

Web & External Website trends portal Trends Self Service will be most important From mass to individual communities Adoption of collaborative Web 2.0 tools Increased interest in Open Source WCM tools Increased awareness to accessibility Orgs looking to better analyze business trends in their websites Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 165

Web & External Portals in Israel portal Trends Web 2.0? Virtual Worlds? No 42% Yes 58% Source: STKI Web2 Round table, 2008: http://einatstki.blogspot.com/2008/08/web-20.html Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 167

Web & External Portals in Israel portal Trends Personalization and self service Source: STKI Web2 Round table, 2008: http://einatstki.blogspot.com/2008/08/web-20.html Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 168

WCM/ External Portals tools: Players in Israel Company Product Name Integrators Matrix Vignette Matrix Matrix, Malam-Team, SRL, eWave, Netwise, Elad, Microsoft MOSS Bynet, HP, Advatech, We!, Yael, Tvuna, Byon…… Matrix, Risotech-Elad, IBM, ONE1, SPL-Idor, KITS- IBM Websphere Portal + Web2 advantech, Midlink, C-soft, Taldor Sitecore Bynet Bynet EZ Content Bynet WebTrends (Web analysis) Bynet Scepia Daronet EPIserver Netwise Netwise Tridion Netwise Telerik Netwise Consist CMS (PHP) Consist Interwoven Xioma Xioma Fatwire e-Wave e-Wave Matrix, eWave, Coral, Taldor, Advantech, Unitask, Oracle Portal, Web Center, Oracle Malam-Team, Qesem, Oracle Consulting, Weblogic/plumtree BEA - ONE1, Mckit, HP-EDS, e-Wave Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 169 SAP Israel SAP Portal SAP Integration partners

Portals: WCM Open Source Company Israeli specialists (partial list): Joomla, Drupal OpenIT Drupal eWave Wordpress Dot Net Nuke Malam-Team Consist PHP-based CMS product Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 170

External Portals – Selected Installations 2008-1Q09 (Partial List): IBM WPS: Pelephone (cellular portal) Vignette: Mako MOSS: Water authority (Bynet), Bezeq self service (eWave), Bezeq site (Bynet), ECI Extranet (Bynet), Police, Social Security, Tehila – blogs, Oranim College, VISA CAL (Matrix), Clalit (Matrix), GOVX (Matrix), Debis extranet (Matrix) Moss migrations: Rakevet Israel (Netwise) EPI Server: Strauss, Colmobil, Hachotam eWave eGen: Winwin, Reshet, Pelephone music store Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 171

More willingness to experiment ? Web & portal Source: STKI CIO Survey 2009 Trends Will you consider gaming, podcasting and social networks for organizational use? 50% 45% 43% 39% 40% 35% 27% 33% 35% 30% 25% 2008 20% 2009 14% 15% 10% 5% 0% No way waiting to see Definitely yes what happens Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 172

To summarize… • Applications will be consumed differently: Smaller, low risk, low budget and quick payback SaaS will be considered for “new” areas • Important to balance “cut costs” & “grow the business”  New models (SaaS, OSS) will free up resources to do that • BI efforts increase, data quality because you ‘have to’ • Set the ground for BPM – it can take a year • Social tools will (quietly) penetrate:  Internal (employee-facing) – wikis, blogs, social networks  External (customer-facing) interactions – web 2.0 sites Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 173

My Topics Einat Shimoni’s work Copyright 2009 @STKI @STKI Moshav source or attribution from7907000 www.stki.info graphic All Rights Reserved Do not remove Bnei Zion, Israel +972 9 any graphic or portion of 174

For more ideas and research go to: www.einatstki.blogspot.com

Thank you! Einat Shimoni EVP & Senior Analyst Enterprise Applications, Analytics & KM Strategies Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 176

Israeli IT Application Market 2009Presentation

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