Soome äripartnerina Priit Alamäe Webmedia Group CEO

Webmedia Group employees in 8 countries Tallinn, Tartu, Narva, Helsinki, Oulu, Turku, Uusikaupunki, Rovaniemi, Vilnius, Kaunas, Bucarest, Belgrad, Doha, Muscat, Moscow Customers in 15 countries Telecom Financial Services eGovernment Public Finance Management eHealth Industry automation Logistics

Timeline 2000 – Estonia 2005 – Lithuania, Sweden 2006 – Finland, Romania, Serbia 2007 – Denmark 2007 – Public Finance Management 2008 – Zeroturnaround, eHealth Platform 2009 – Qatar, Egypt, StaffLogic 2010 – Oman 2011 – Finland, Russia 2012 – We will think of something...

Webmedia revenue dynamics

First try in Finland New company from scratch Top-notch sales person from the industry as the manager „Near-shore“ business model Local Finnish team of project managers and consultants Development done in Estonia

First try – lessons learned Finnish market is mature Market is divided among the „big boys“ High barriers for newcomers – risk management by customers Estonia is much much more than 80 km away... Finland is not like Estonia Entering the market is extremely costly 2000 people is a small company

Second try July 2010 – first contacts January 2011 – dating starts May 2011 – marriage announced October 2011 – honeymoon continues

CCC explained 200 people in Finland Top experts in: Industry automation Logistics Public sector

Our Finnish strategy 2% -> 4% Trusted supplier for blue-chips Cross-border talent sharing Finnish experience + Estonian energy

Second try – lessons learned Finnish market is BIG Finland spends every year more on IT than Estonia has spent since independence Finnish market is mature There is much more trust on the market Long-term partnership vs constant shopping Finland has moved closer to Estonia The trust towards Estonia(ns) has increased

2012 keywords Growth in Finland Integration of cultures Synergy!

KIITOS!