Presentation from conference "Oracle Day 2011" in Estonia 11.03.2011 Nordic Hotel Forum

1. Webmedia Group
Andre Krull
Member of the Board
Oracle Day, March 11 2011

2. Webmedia Group
Software solutions company
Customers in over 60 countries
9 offices in 6 countries
390 employees & growing
YoY growth since founding,
profitable since 2002
Among fastest growing technology
companies in CEE and EMEA (Deloitte
Technology Fast 500)
„Best Company to Work For“ in
Estonia 2008 & 2010

3. Growing and profitable company
18,0
16,0
14,0
12,0
10,0
8,0
6,0
4,0
2,0
-
2004 2005 2006 2007 2008 2009 2010 2011 (F)
Revenue (mEUR) EBITDA (mEUR)

4. Beating the cycle
20
18
16
14
12
10
8
6
4
2
-
2005 2006 2007 2008 2009 2010 2011
Estonian GDP (EUR billion) Webmedia Grup revenue (EUR million)

5. Ingredients
Vision & ambition
People
Adaptability
Hard work
X-factor

6. VISION & AMBITION

7. The beautiful „lost“ years

8. Estonia 2000-2007 – fat and
happy frogs in a small pond

10. How Estonia sees the world
Putin, Moscow, oil
New York, Obama transit. Dangerous!
and Silicon Valley.
Big money but too
far… Baruto, Peking,
Failed real-estate Chicken Tikka
investments. Masala, many
Samba, Cuba, many people.
Chavez, Mojito.
Interesting but Oil, $$$, Muslims
dangerous! and Jihad.
Sharm-el-Sheikh – nice Dangerous!
and warm. Nigerian e-
mails, Darfur, piracy.
Dangerous!

11. Where is Webmedia going?
going?
Baltics & Nordics
Target: Keep market leader
position in Baltics, strong
position in Nordics
New Europe, Central Asia and
Africa
Target: market leader position in
Public Finance Management
and strong player in eHealth
Gulf Region
Target is quality leader position
on selected markets

12. Software development

13. Public Finance Management
Integrated Public
Finance Management
– budget preparation,
execution, and
control, Treasury
management

14. eHealth
• Hospital management
• eDiagnostics
• Picture Bank
• National Health Record
• Health Integration Platform

16. Research & Development

17. Incubation
Information management (MicroLink team)
Application management (SLA with cloud)
Destination marketing
---
Eesti E-arvete Keskus
Fits.me
E-kool
STACC

18. Keywords
Long-term approach towards
customers
Take responsibility
Mindset: sell now – worry later ?
Industrialization of IT
How to bet on the right technologies?

19. PEOPLE

20. Keywords
Methodology vs people
We are always trying to find people
who are smarter than we are
What do you do when things get
rough – invest!
Sharing of success

21. (Un)paid advertisement!
We are looking for crazy people
who are ready to work abroad
(Russia, Central Asia, Middle-East
and Africa) in challenging projects

22. ADAPTABILITY

23. Cultures are different
“I buy from my cousin” “Please stop corruption
* Old Mozambique immediately … or at
proverb least let me get my
share”
“You do not get fired for * Old Balkan proverb
buying from IBM”
• Old Scandinavian “Everything will happen at
proverb the right time but not
necessarily on the
“I don’t like monopolies, I agreed time”
just want one” * Old Arab proverb
* Old Chinese proverb

24. WHY IS IT SO DIFFICULT FOR
US TO DO BUSINESS ABROAD

25. VS

26. VS

27. It does not matter how you want to
sell, it is how the customer wants
to buy!
If we cannot sell ourselves, let us
find people who can do it for us!

28. HARD WORK

30. How to generate more value?
value?
Step 0: Location-independent delivery
capability
Step 1: Packaging
Step 2: Industry Expert Brand
Step 3: Safe Choice brand

31. X-FACTOR

32. Even if you are doing everything right,
you might still not get it. You just have
a higher chance ☺
Often it is fighting with a toothpick
against 10 swords
Dreaming is very important!!!

33. THANK YOU!
YOU!
ADDITIONAL INFORMATION @
HTTP://WWW.FACEBOOK.COM/WEBMEDIA.EE :)