South Africa's ICT capabilities are acceptable for Africa but not advanced. South Africa's broadband infrastructure is limited and expensive, and while business usage is moderate, individual and government usage is low. The government does not extensively use technology to drive social or economic impacts. The major telecommunications companies are moving into the IT services space and see opportunities in Africa, viewing South Africa as a competitive and mature market. New services are seen as a source of new revenue from digitalization and the IT services sector. Financial institutions are also building their digital and mobile strategies as part of internet and mobile banking initiatives.

1. Digital Africa Study
South Africa

2. South African ICT capabilities are acceptable (especially for
Africa) but not advanced
Source: World economic forum – Global IT report 2014
Commentary:
• South African ICT infrastructure is acceptable
but not advanced
• SA Broadband is both limited and expensive
• While SA business usage is moderate, both
individual and government usage is low
• The Government of South Africa is not using
technology extensively to make social or
economic impacts
Political and regulatory
environment
Business and innovation
environment
Infrastructure and
digital content
Affordability
Skills
Individual
usage
Business
usage
Government
usage
Economic
impacts
Social
impacts
1
2
3
4
5
6
7
Finland
South Africa
Affordability Finland
South
Africa
Mobile cellular tarrifs PPP $/min 0.07 0.51
Fixed broadband internet tariffs PPP $/month 28.94 37.25
Internet & telephony competition (index) 2.00 1.07
Internet & telephony competition (World rank /
148) 1 125

3. Public Services still with paper documents and SMS …
But Telecom earnings are changing
6/9/2015 © Finpro3

4. The ICT market size in South Africa
is estimated at R 190 billion (€ 14.1 billion)
The telecommunications
businesses are by far the
largest share – due to
customer subscriptions
The South African ICT
market is dominantly
driven by telecommunications
expenditure – approximately
80% of the ICT budgets are
used telecommunication.
Large telecommunication
companies are moving from
traditional communication to
providing ICT services
themselves.
Vodacom
MTN
Cell C
Neotel
Other Bytes
EOH
BCX
DD
Datacentrix
T Systems
Gijima
Telkom

5. Major Telecommunications Companies in South Africa
• Telkom is the major fixed line provider
• Vodacom is the largest mobile service provider in B to B
and B to C
• Vodacom is anticipated to acquire Neotel in the near future, giving
them ‘last-mile’ capabilities
• MTN is a larger mobile service provider than Vodacom,
but their South African revenues are significantly smaller
• Cell C is a private company
• Discussions about Cell C’s financial challenges and their future in
the market

6. South African Telecoms
Vodacom
Telkom
MTN
Neotel Cell C
32 483
58 801
38 922
3 900 7 500
In South African Rands 100 R ~ 7,77 EUR
or 1 Eur ~ 13,1 R (25.5.2015)
-
20 000
40 000
60 000
80 000
1 2 3 4 5 6 7
Revenue growth of the big three
telecoms companies
Telkom Vodacom MTN
2008 2009 2010 2011 2012 2013 2014
-
50 000
100 000
150 000
200 000
1 2 3 4 5 6 7
International Revenue - Vodacom
and MTN
Vodacom MTN

7. IT Service provider market in South Africa
1 Eur ~ 13,1 Rands
(25.5.2015)
6 512 300
8 761 000
2 279 512
6 124 556
7 220 000
1 519 000
2 000 000
Share of market – Revenues in Rands
Bytes
Business Connexion BCX
Dimension Data
Datacentrix
EOH
Gijima T-Systems
Seven largest
represent about
€ 2,564 billion
revenue.
Average revenue
growth for the
major IT suppliers is
12%.
Average gross
profit is 6.55%
(Excluding the loss-
making company)
Also the usual
international
companies are
represented in the
market
Approximately over 2000 medium to small
niche ICT service providers

8. IT service providers:
Entry points to telecom, financial and cybersecurity market in South Africa
• As the South African buying culture tends to be exclusive and trust is major issue among
corporate buyers
• As buying is steered by rigorous and long lasting Request For Proposal (RFP) processes and
guided by personal relationships
• As Broad Based Black Economic Empowerment B-BBEE levels are relevant issue in public
sector
 Existing networks by ICT service providers could be good entry point
• The ICT market is relatively decentralized and competitive with many potential options to start
to co-operate with the seven major IT service players, who operate in the market with a
significant grip on the clients in the focus markets like financial, telco and cybersecurity
• Partnering model with added value service and product providers is operating model for ICT
service providers – although global partners prevail, local added value providers have
remarkable advances and opportunities

9. What Telcos want to develop?
Summary: Telco market and investment areas
Telecom
• Biggest telcos are moving into IT service space
• All three major telco’s (MTN, Telkom, Vodacom) see huge opportunities in
Africa, South Africa considered as competitive and mature market
• New services are considered as source new revenue in digitalization and
IT service space

10. What Telcos want to develop?
Summary: Telco market and investment areas
Telecom
• Biggest telcos are moving into IT service space
• All three major telco’s (MTN, Telkom, Vodacom) see huge opportunities in
Africa, South Africa considered as competitive and mature market
• New services are considered as source new revenue in digitalization and
IT service space
”IT SERVICE
COMPETENCIES IN ALL
IT DOMAINS”
”EVERYTHING
RELATED TO
DATA
CLASSIFICATION”
”HELP CUSTOMERS TO
DEVELOP NEW
NETWORKS”
”VERTICAL EXPERTISE
NETWORK SECURITY ”
”HELPING OUR
CUSTOMERS TO
DEVELOP THEIR
DIGITALIZATION
ROADMAPS ”
”TO SECURE
CUSTOMER DATA
MANAGEMENT”
”IT SECURITY CAPABILITIES
IN DISASTER RECOVERY,
BUSINESS CONTINUITY
MANAGEMENT”

11. Opportunities
Two type of opportunity exist – servicing the Telecommunications Companies as a
provider in corporate and ICT services
There are many small ISP (Internet Service Providers) and web-based companies,
which use the networks and infrastructures provided by the big Telecoms companies.
Finnish companies wishing to use telecommunications networks will find
opportunities
Telkom, MTN and Vodacom have all stated a strategy of expanding into IT domains.
At the moment they provide networks, hosting, and ‘white label’ IT products. There
is an opportunity to offer them partnerships in all IT services domains
There is an opportunity to provide secure industry specific virtual networks (e.g.
Medical)
Many telecom companies have clear Africa strategy that makes it possible to expand
into other areas in Africa for e.g. Finnish ICT companies.
Network security has been named as one of the development areas among telcos
from offering perspective.
Companies are creating their digital strategies which opens up opportunities.
Companies, which can create new business for Telcos and even offer new financing
models for that business, have opportunities.
SWOT: South African ICT market - focus on telecommunications

12. South Africa has a mature financial market
0 5 10 15 20 25 30 35 40
AVAILABILITY OF FINANCIAL SERVICES
AFFORDABILITY OF FINANCIAL SERVICES
FINANCING THROUGH LOCAL EQUITY MARKET
SOUNDNESS OF BANKS
REGULATION OF SECURITIES EXCHANGES
10
3
21
5
2
39
21
3
6
1
Financial market development
Finland South Africa
• South Africa has an excellent banking system – but it’s not cheap for clients
Source: World Economic Forum, Global Competitiveness
Report 2014/15 Scale out of 144: 1=best, 144 = worst

13. South Africa has four major banks
• All together 13 local South African banks
• South African banks are growing their networks to Africa
• E.g. Standard Bank operates in 19 African countries

14. South Africa has over forty insurance companies
19,4
9,6
6,2
20,98
59,1
56,2
Old Mutual
Momentum Santam
Outsurance
Hollard
Discovery
These include four major banks
Revenue of major insurance
companies in Billion Rands

15. Insurances and Healthy life style
6/9/2015 © Finpro15

16. What financial organisations want
to develop?
Summary: Financial sector market and investment
areas
Financial
sector
• Mature and sophisticated market with lot of innovation
• All major financial institutions building Africa presence and investing
heavily in other parts of Africa and Middle East
• Financial institutions building their mobile and digitalization strategies as
part of internet and mobile banking
• Many institutions use old technologies, looking for leapfrog technologies

17. What financial organisations want
to develop?
Summary: Financial sector market and investment
areas
Financial
sector
• Mature and sophisticated market with lot of innovation
• All major financial institutions building Africa presence and investing
heavily in other parts of Africa and Middle East
• Financial institutions building their mobile and digitalization strategies as
part of internet and mobile banking
• Many institutions use old technologies, looking for leapfrog technologies
”DIGITAL BANKING
WITH THE FOCUS ON
MOBILITY”
”EVERYTHING
RELATED TO DATA
MANAGEMENT AND
NEW DATA SEARCH
FEATURES”
”HELP CUSTOMERS TO
DEVELOP ROADMAPS
FOR DIGITALIZATION”
”FRAUD
MANAGEMENT,
MALWARE AND
PHISPING
PROTECTION”
”IT SECURITY IN
GENERAL”
”BIG DATA FROM
CUSTOMER
INSIGHT”
”EXPANSION TO OTHER
PARTS OF AFRICA AND
FOOTPRINT CREATION ”

18. Opportunities
There is a saying in South Africa: “Banks buy everything in IT”. While this is an
exaggeration, there is certainly opportunity for sophisticated ICT suppliers to find a market
amongst mature IT buyers
All major banks and insurance companies are actively expanding into Africa and elsewhere.
They are willing to partner with ICT suppliers who offer niche services/products for their
markets
Digital banking with the twist of mobility is in great demand – huge investments will take
place in that space in the near future
Many Financial companies have clear Africa strategy that makes it possible to expand into
other areas in Africa for Finnish ICT companies.
Companies are creating their digital strategies which opens up opportunities for Finnish
companies.
Everything related to customer data, data classification and customer experience
development is in great demand
IT security and cybersecurity in general is big investment area for all financial sector
companies
SWOT: South African ICT market - focus on Financial Industry
Notice: Investments on digital/mobile banking are done now – window of opportunity is
getting narrower all the time

19. Strengths
• Most sophisticated and mature ICT market in the African
context
• Most Companies have reasonably mature security
measures and software in place
• There are a number of organisations directed at
promoting cybersecurity in South Africa.
www.cybercrime.org.za is a cybercrime awareness
portal, and the Information Systems Audit and Control
Association (www.ISACA.org,.za) which trains and
certifies IT security and audit specialists
• Companies are relatively well aware of the cybersecurity
threaths and expect their ICT suppliers to address these
risks
Threats
• The Government is lagging in
Cybersecurity legislation. New
cybersecurity legislation is being
mooted for 2015/6, which may
change the parameters of operation
SWOT: South African ICT market - focus on cybersecurity

20. Opportunities
Two types of legislation provide opportunities:
 King III which requires Company Boards to take responsibility for IT and with it IT security.
Any product or service which makes IT security clearly robust to Executives will be welcomed
 POPI (Protection of Private Information) requires companies to categories, document,
secure, and destroy personal data when its purpose has been served. Companies have so
far dealt with this (if at all) in a crude way. Any sophisticated, automated, and secure data
management service/ tool will be welcomed
Government Departments are laggards in terms of securing their IT
Developing governance processes provide opportunities to consulting assignments.
Security and fraud management are great concerns of almost all market players – with the
right offering this should provide huge market opportunities for Finnish ICT companies
concentrating on cybersecurity with clear focus
Telecom operators moving from consumer markets to B2B market – they need to understand
enterprise security related issues (disaster recovery, business continuity management etc.) –
this provides opportunities for Finnish companies
Finding players who have general level competence in security but who require vertical
experience.
SWOT: South African ICT market - focus on cybersecurity

21. Digital Health
6/9/2015 © Finpro21

22. Digitalization and Security
6/9/2015 © Finpro22

23. How to approach corporate customers in South Africa: Check List
1. Approaching customers without proper local partners and trust created through their existing
relationships could be a daunting task – direct approaches are not likely to succeed. To approach
customers directly, you need a major marketing / education / public relations program
2. Identify the real decision makers already in the early phase and address them – relationships are
important
3. Decisions might be made somewhere else than in South Africa– be aware that you understand where
the decisions are made
4. Show that you understand the local business culture by presenting your own operating model that fits
into the customer’s operating model
5. A well defined value proposition is needed that shows that you also understand customers pain points
and business challenges – local support of your service is critical
6. Value propositions need to include clear benefits from business perspective but quite often also in the
personal level (decision maker level)
7. Closed RFP’s do exist in South Africa, even for those RFP’s you need local partners that are backing your
offering – if you have good international references, these are your best bet
8. Be aware that financial sector is extremely conservative and slow in decision making, Telco’s
know their value as partners as they expect a lot in return for co-operation and security market is
sensitive and requires even more than other markets from trust creation

24. Recommendations for Finnish ICT companies in South Africa
• The SA ICT market is sophisticated and matured ICT market – if you are looking for good infrastructure
and “almost” European style business culture, South Africa is your location of choice
• The SA ICT market is highly competitive with almost all global players combined with strong local players
– there are no quick wins and go-to-market activities require long term planning and commitment
• Because of the maturity of the market, growth is not as strong as in certain other geographical markets –
if your resources are limited and you want to operate with “niche” offerings, you might find it easier to
operate in some other African ICT markets
• As everywhere in Africa, you need local partners that are able to take you to the right networks and
relationships – buying is highly personalised and it requires a lot of time to build right relationships
• South Africa is the gateway to other ICT markets in Africa as main telecom and IT service providers as
well as their clients operate from South Africa – if you are planning growth in other African locations,
South Africa is good base and option to build your business expansion
• South African ICT market operates same way as any other ICT market (despite local characteristics) – you
need to have clear and focused offering message as well as well formulated value proposition to your
potential partners and clients

25. Thank you.
• Terry White: (+27 82 537 3887) tw@taiconsult.com
• Mika Jantunen: (+27 79 123 6078) mj@taiconsult.com