1. Baltic IS Cluster Market Promotion Dr Valery Virkovski Board Member Association of IT-developers “National INFOPARK” (Belarus) INFOBALT Information Society Forum, Vilnius, 19 th November 2004

2. Expert opinion – To cope «…with challenges of “now economy” it is increasingly essential to sustain and manage the right mix of internal and external IT and business process capabilities» and moreover « Failure to use a global sourcing and delivery approach can result in loss of competitive advantage» G. Tramacere – GARTNER Analyst, Research Expert opinion – To cope «…with challenges of “now economy” it is increasingly essential to sustain and manage the right mix of internal and external IT and business process capabilities» and moreover « Failure to use a global sourcing and delivery approach can result in loss of competitive advantage» G. Tramacere – GARTNER Analyst, Research _____________________________________________________ IT Services market goes for Global Delivery Model _____________________________________________________ IT Services market goes for Global Delivery Model Where does the Market Demand in IT- Services Go ?

3. What does the Global Delivery Model Go for? INFOBALT Information Society Forum, Vilnius, 19th November 2004 2nd message – « The most-successful organizations will become niche service providers or large Aggregators with end-to-end capabilities. Some of them will focus on Transformational Outsourcing (TRO)» 2nd message – « The most-successful organizations will become niche service providers or large Aggregators with end-to-end capabilities. Some of them will focus on Transformational Outsourcing (TRO)» 1st message – « IT outsourcing mega deals reflected a growing emergence of the “best-of-bread consortia” in which enterprises (such as prime contractors) or third parties (alliance leaders) manage to aggregate pool of service providers that specialize in IT infrastructure, applications or business processes (so called end-to-end capabilities)» - Typical IS Cluster model !!! 1st message – « IT outsourcing mega deals reflected a growing emergence of the “best-of-bread consortia” in which enterprises (such as prime contractors) or third parties (alliance leaders) manage to aggregate pool of service providers that specialize in IT infrastructure, applications or business processes (so called end-to-end capabilities)» - Typical IS Cluster model !!!

4. TRO – Transformational Outsourcing, What is it about ? INFOBALT Information Society Forum, Vilnius, 19th November 2004 Transformation = Business Process + IT Revolution IT Migration = Adventure crusade to the new IT platforms IT Transition = Step-by-step move to the new solutions Transformation = Business Process + IT Revolution IT Migration = Adventure crusade to the new IT platforms IT Transition = Step-by-step move to the new solutions “ Serving somebody’s Business Transformation looks like surgery of the running sprinter” (Not famous Expert opinion) Who could do this ? Transformation Management - On-site Business & IT expert teams IT Migration - Near shore Aggregators IT Transition Services - Offshore niche Service Providers Who could do this ? Transformation Management - On-site Business & IT expert teams IT Migration - Near shore Aggregators IT Transition Services - Offshore niche Service Providers

5. Where could Baltic IS Cluster Go Business Wise? INFOBALT Information Society Forum, Vilnius, 19th November 2004 “ The service value chain will continue to emerge as IT Service Aggregators establish strategic relationships with niche Service Providers, and smaller players form alliances (read clusters) to handle large projects and deals” GARTNER Research “ The service value chain will continue to emerge as IT Service Aggregators establish strategic relationships with niche Service Providers, and smaller players form alliances (read clusters) to handle large projects and deals” GARTNER Research National Infopark proposal: Baltic IS Cluster is to be marketed as Regional/CEE Alliance of IT companies to aggregate their services and unite resources in order to win and to handle large projects and deals National Infopark proposal: Baltic IS Cluster is to be marketed as Regional/CEE Alliance of IT companies to aggregate their services and unite resources in order to win and to handle large projects and deals

6. Few Practical Proposals INFOBALT Information Society Forum, Vilnius, 19th November 2004 - Development of joint portal as the integrated information resource of Cluster participants proving the Baltic IS Cluster to be considered as the competitive offshore outsourcing centre at the Global Market; - Creation of Virtual Exchange for subcontracting services; - Joint application and participation in European IT programs/projects: EU, TACIS, EBRD etc.; - Joint marketing activities and participation in the leading IT and outsourcing events: CeBIT, OutsourceWorld etc. - Development of joint portal as the integrated information resource of Cluster participants proving the Baltic IS Cluster to be considered as the competitive offshore outsourcing centre at the Global Market; - Creation of Virtual Exchange for subcontracting services; - Joint application and participation in European IT programs/projects: EU, TACIS, EBRD etc.; - Joint marketing activities and participation in the leading IT and outsourcing events: CeBIT, OutsourceWorld etc.

7. INFOBALT Information Society Forum, Vilnius, 19th November 2004 INFOBALT Information Society Forum, Vilnius, 19th November 2004 Conclusion «The important thing is not to stop questioning» Albert Einstein LET US THINK WHAT OTHER QUESTIONS SHOULD BE ANSWERED TO GET BENEFIT OF CLUSTER MARKETABLE IDEA ! P.S. « The ability to ask the right question is more than half the battle of finding the right answer» battle of finding the right answer» Thomas J. Watson Thomas J. Watson

8. Belarus Association of IT-developers “National Infopark” Belarus Association of IT-developers “National Infopark” Thanks a lot for your patient attention! Dr Valery Virkovski National Infopark Board Member (Business Development and International Cooperation) 12 Komsomolskaya Str., Minsk, 220030, Belarus phone: +375 17 211 03 69, mob: +375 29 636 97 35 E-mail: virkovski@infopark.by