doing business with the western balkans · projects in western balkans etc. •albania - 2 •bih -...
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Doing Business with the Western Balkans
6 October 2016
Doing Business with the Western Balkans ‘Briefing on IT Opportunities & B2B Meetings’
Seamus McCann, ASTEC and ConsultingIreland Thursday 6th October 2016
Dublin Chamber of Commerce
– Background
• International activities since 1984 as ‘eir’ – MBO 2001 (now an SME)
• 30+ years on IFI Projects and Emerging Markets – incl. W. Balkans
• ASTEC ‘International Telecoms Cluster’ Denmark, Finland, Ireland, Portugal established 1995
• Providing Advice to Governments and IFIs
• Secure Payments, Standards Procedures, Opportunities
• Consulting and Training Projects in 100+ countries – Albania, BiH, Kosovo, Macedonia, Montenegro, Serbia, Georgia, Moldova
• Pre-selected EC Framework Contractor (15 years) for ICT– Only Irish Lead FWC
• Established partnerships - networks
• Projects funded - EC, EBRD, EIB, World Bank, Islamic Dev. Bank, UN - Developing Policy and Strategy, Feasibility Studies, IFI Tender Specifications
- Evaluation, Monitoring, Implementation, Bidders Advice
Projects in Western Balkans etc.
• Albania - 2
• BiH - 7
• Kosovo - 3
• Macedonia - 15
• Montenegro - 5
• Serbia - 8
• Georgia - 5
• Moldova - 1
Projects for Ministries and Government Agencies: Finance, Interior, P&T, General Prosecutors Office, Social Insurance Inst., Agriculture, Communications, Broadcasting, Environment, Border Police, Justice, Foreign Affairs, Public Procurement, Statistics Office, Trade
Typical assignments
Development of Government Policies and Strategies Advice to Ministries, IFIs and tender Bidders Drafting official tenders (e.g. for EC, WB, IsDB, etc.) –
technical specifications for services and supply (‘Upstream information’)
Evaluation of EC tenders – services, supply,
infrastructure and grants Software implementation/software development e.g.
– Border Security equipment specs., visa systems, banking …
Sample Projects
• Colombia - Digital TV
• Mauritius – Open Source Strategy for Government
• Macedonia – Cadastre database
• Albania – CASE Management system
• Northern Cyprus – Telecoms (follow-on project)
• Kenya – GIS and ICT Analysis
• Caribbean – Evaluation of Regional Programmes
• Jamaica – Energy Efficiency database
• Kosovo – Monitoring of Supply Contract (Ext.)
• Brussels – EC-wide Consumer Portal (3)
Projects – Direct and via Partners
DIRECT
• Egypt – Twinning for Telecoms Regulation
• Lesotho – Election Observation systems
• Africa – National Research and Educational Networks (NRENs)
• Haiti – GIS Data collection and dissemination
ASSISTANCE OF LOCAL PARTNERS (Incl. Balkans)
• Tunisia (Software Development), Kenya (UN information website), Somalia (Trade Portal), Ethiopia (Tourism), Armenia (Trade Portal)
Cross Sector experience • Legal/Regulatory – Georgia, Cyprus, Czech Rep., Ukraine • Finance – South Africa, Slovakia, Tanzania, Namibia • Education – Paraguay, Greenland, Caribbean • Biodiversity/Energy – Macedonia, Lithuania, Jamaica • Banking – Estonia, Romania, Tajikistan • Security – Serbia, Turkey, Malawi, Croatia • Trade – Egypt, Guyana, Serbia, PR Lao • Agri./Rural – Bosnia, Romania • IT – China, Brazil, Vietnam, Fiji, Kenya • Transport – Azerbaijan, Egypt • Water – Serbia, Malta • e-Government – Ethiopia, Belgium, Mongolia • Aviation – Kenya, Jordan • Broadcasting – Montenegro, Serbia, Croatia • Telecoms – Sierra Leone, UAE, UK, Moldova
Reasons to target IFI projects • Payments secure – advances up to 60%
• Transferrable ‘relevant home experiences’ to other countries
• If unrest or recession (domestically), or Ministry has a ‘favourite firm’
– then transfer focus to another country/region
• Strategic Approach to Markets - Procedures are standardised • English Language major advantage
• Often less competitive than at Home
• IFI work – ‘Recession-proof’
• Local companies looking for Partners
• Availability of experts and reputation with IFI
International Opportunities
• Opportunities can be tracked in 230+ countries • Over $800bn Public Sector tenders per annum • Emerging, High Growth and other countries • 5,000 new tenders each day – 1.5m tenders per annum • Average 200,000 live opportunities on any given day • Tenders from 140 Donor Agencies - Multilateral and Bi-
lateral (including DFID, UK) ‘More opportunities elsewhere – and less competition’
International Financing Institutions
• European Commission - €140bn pa • EIB - €60bn pa • EBRD - €8bn pa • World Bank - $30bn pa • Asian Development Bank -$11bn pa • African Development Bank - $10bn pa • Inter-American Development Bank • UNDP
‘In the developing markets particularly, Public Sector activity is a prelude to Private Sector involvement’
Bi-Lateral Aid (€100bn pa) - USAID, DFID (UK), SIDA, DANIDA, GIZ, AusAid, DFID etc.
Daily Tenders per Sector ‘Services, Supplies and Infrastructure’
Sectors International Public
Sector Opportunities Local Tenders
Agriculture/Food 9,674
ICT 13,542 Romania 757 Ireland 114
Transport 10,250
Services 28,068
Construction 25,151
Environment /Energy 11,611 Turkey 1,272
Finance 3,251
Health 17,814 Poland 1,594 UK 1,131
Industry 31,728
International Public Sector Tenders (ICT tenders - 13,542)
• Software Package and information systems – 2,670 • Radio, television, communications, telecoms and related
equipment – 2,270 • Office and computing machinery – 4,481 • IT Services: consultancy, internet, software development and
support – 4,721 • Post and Telecoms Services – 1,764 • Opportunities per country
– Poland 1,265 – France 2,391 – Romania 757 – Ireland 114
‘Business is cyclical – now its focused back on Africa’
0
500
1000
1500
2000
2500
3000
3500
4000
IE FI DK AT NL SE GR UK DE ES CZ PL RO BG LT SK
279 343
551 633
1127
512 565
3858
2502
1512
470
1803
1380
1007
326 321
Cyprus 102
Malta 47
Belgium 1,471
Portugal 340
Latvia 254
Slovenia 333
Estonia 221
Lux’bourg
France
Italy
Hungary
CROATIA
311
2,471
2,065
717
1,128
IFI Companies – EC States Ranking
IFI Companies – non EC States ‘Future
Local Partners’
0
500
1000
1500
2000
2500
3000
3500
4000
UK AL BiH MK RS TR UA AR GE AR Chi PG GH KE JR
3858
497
931
455
1097
2178
566 480
518
448
1065 984
812 719
305
Realities of working with IFIs
• At least ‘2 masters’ – Funder and Beneficiary • Corruption and ‘favouritism’ • Delay in getting ‘sign-off’ and final payment • Finding right experts • Finding right local partners/Agents • Right consortium – who leads, breakdown of tasks • Cost of visits and time for acceptance • Language, FX exposure, Delivery of Reports • IFI Documentation/Bureaucracy – ‘Ticking boxes’ • Logistics - accommodation, flights, fees, expert
contract, local taxes • ‘Feast or Famine’ • Competition
Market Approach - Way Forward
• Develop Business Plan – Policy and Strategy Obtain Board and Director level support
• Target sector and IFI - Long term strategy needed to
show commitment
• Determine region and availability of Funds - ‘follow
the money’
• Visit country/region – to understand priorities
• Visit relevant IFIs and Clients to get better
understanding of opportunities – visit before bid
Way Forward (2)
• Develop Project References – first question you will be asked by a potential Partner.
• Look for Local and International partners - Engage with other firms/consultants
• Junior consortia member initially (if limited experience)
• Submit a number of EOIs and Tenders – to show commitment/interest
• Do not give up after first loss - Review reasons for losses
Monitoring Opportunities
• IFI web-sites – free but cumbersome
• Tender services – e.g. Assortis, Devex, TendersInfo, InfoTrade, EuropeAid - tenders focus on different regions and IFIs
• Country websites – local partner can translate
• Local Partners – particularly those with ‘contacts’
• International Partners – different sector partners
• Country visits
• Visit IFI HQ and regional offices - Brussels, Washington, London, Luxembourg, Manila
• In-country Ministries – probably best option • Embassies/Trade Missions & Portals
Need For Partnering/Clustering
• Smaller sized companies generally
• Complexities of the work – cross-sector projects
• Assist in increasing revenues
• Logistical/ share risk/ operational requirements
• Need to ‘upstream’ to win more business
• Possibility of doing business with other Group members
• Create Group Synergies
• Share risks The best time to plant a tree is 20 years ago, the second best time is
now
Limited International IFI Experience ‘W. Balkan or Irish companies’
Getting Started
• Do not seek to lead IFI project
• Join consortium as junior partner or sub-contractor
• Provide experts to bidders – sub-contact to gain reference
• Contact those with IFI experience – provide niche input – new CI database will allow this
Consortium – ‘helps create Scale’
• Size of Project
• Tender requirements: expertise, sectors, local input, local site visits, logistics, translations and interpretation
• Multi-sectoral
• Reference value – often minimum value of reference – EC does not help SMEs qualify
• Country experience
• IFI experience – may need partner for this
• Competitor strength
Sourcing Partners • EC/WB Tender List, Specialist Data Vendors
• Visits to EC Brussels, EC Delegations, Country visits
• Embassies – Irish and Foreign Embassies
• Government Agencies – DFID, IFI Directors
• Chambers & Business Associations
• LinkedIn, Google Search
• From current Partners and Business Associates
• Experts, Advertisements, Recruitment Agencies
• Consulting Networks – e.g. Alsace, Catalonia,
• ICT Multinationals – MS, HP, Oracle
Sample Local Partners Country Partner name City Staff
Lebanon Libatel s.a.r.l Beirut 32
Syria CII Damascus 30
Romania Aquasoft Bucharest 80
Croatia Teched Zagreb 22
Paraguay ITH Asunción 15
Angola Telectrinf Luanda 141
Vietnam CMC Hanoi 16
Mongolia MEC LLC Ulaanbaatar 5
Ethiopia ITSC Plc Addis Ababa 12
Guinea Bissau Losser LDA Bissau 7
Armenia Arminco Yerevan 50
Malawi BUMAS Limbe 3
Mauritius De Chazal Du Mee Port-Louis 800
Montserrat Edge Enterprises Ltd Manjack 6
Mexico Mexico Consulting Mexico City 10
Nigeria Molecular Consultants Lagos 10
Rwanda AFADE Ltd Kigali 27
Saint Lucia P J Pierre Services Castres 8
Tanzania LA Consulting Ltd (LAC) Dar es Salaam 4
Cook Islands Browne, Gibson & Harvey Rarotongo 6
ConsultingIreland Association - Initiatives www.consultingireland.org
1. Seminars Country-wide – Ireland since 2011
– Belgium, France, Spain and UK
2. Tender Tracking System (profiled for individual company) - 2012
3. ‘Cluster’ Training programme (40+ companies) – 2013/14
4. International Partnerships and Network – Regional Govts. & Chambers 1. France – ‘Grand Est’ (Alsace, Champagne, Ardenne, Lorraine)
2. Spain - Catalonia
3. Norway - South Norway (SNEO)
4. Italy - Campagna Region
5. SERBIA – SEE IT Network
5. International Network & Conference Sept. 2015 – WB, ADB, EBRD
6. ‘INTERNATIONAL BIDDING TEAMS’ 2016
Agri/Food: Banking/Finance/Trade: Security: ICT: Tourism
Health: Energy: Infrastructure: Education: Environment
Helping Irish organisations win IFI projects
Contact Details
ASTEC Global Consultancy 25 Merrion Square Dublin 2 Republic of Ireland
Telephone: +353 1 6618950 Fax: +353 1 6619112 Web site: www.astecglobal.com E-mail: [email protected]
Thank You
SEE IT – The Perfect Match
SEE IT – The Perfect Match your strategic IT business partner
Introductory overview for
Ireland Marina Blagojevic, ICT
Net, member of SEE IT Network
SEE IT – The Perfect Match
Did you know that ...
South East Europe is one of the most dynamic and promising IT regions in the world but its potential is
virtually unknown
28
The ICT sector generated 42% of all service exports in Serbia in 2012 (World Bank, 2014)
10 Nobel Prize winners come from Southeast Europe.
4 of the world‘s 50 most IT-advanced nations are in Southeast Europe (IT Industry Competitiveness Index, 2011).
The famous scientist and inventor Nikola Tesla was Serbian.
Montenegro, Macedonia and Romania have state ministries which deal exclusively with the promotion of information society and telecommunications.
One of the world’s most advanced SAP Labs is located in Sofia, Bulgaria.
Albania
Macedonia
Bosnia & Herzegovina
Montenegro Kosovo
Serbia
SEE IT: Overview
29
One of the most dynamic and promising IT regions in the world
Regional market with a population of more than 20 million people
Total IT market value of more than EUR 3 bn (including Bulgaria and Romania)
Highly competitive and dynamic IT industry with more than 4,700 IT companies
Large talent pool with more than 40,000 IT experts
Over 60 universities teaching computer science or related subjects
More than 5,800 IT graduates per year
Large diaspora in whole Western Europe
EU accession and integration (e.g. CEFTA)
Close cooperation with Europe in the area of trade and IT education
Proximity: 2 hour flight from virtually anywhere in Europe
SEE IT: Facts & Figures1
Albania
Macedonia
Bosnia and Herzegovina
Montenegro Kosovo
Serbia
1 Sources: EITO 2013, ITIB, IDC, SEE IT Associations
Software development
Web development / design
Mobile apps / mobile solutions
Social media apps
Software testing
3D modeling and animation
Games
IT consulting
IT project management
Managed services
Software products
Custom electronics development
Product development
We design our product & service portfolio according to your specific needs
Our Portfolio & Value Proposition
30
Our Product & Service Portfolio
Operating Systems & Platforms
Database Technologies
Our Portfolio & Value Proposition: Technology Profile & Competences
Domain expertise
Java, JavaScript HTML, XML .NET PHP C C++, C# PL/SQL Delphi Script languages Objective C Python Perl Cobol ABAP4 Others
Windows Android Linux Windows Mobile iOS MAC-OS UNIX Realtime Systems SUN OS, Solaris OS/400 Others
MS SQL Server mSQL / mySQL Access SQL Oracle ODBC DB2 JDBC Dbase, FoxPro Informix Sybase
Telco
Financial Services Manufacturing
Logistics Retail
IT / Software Tourism
Healthcare Media & Games
Utilities
Programming Languages & Development Tools
Technical capabilities and skills customized to the specific needs of the UK and Ireland market (e.g. OSS, SAP, etc.); availability of highly skilled IT experts
“Hybrid capabilities”: combination of technical expertise with in-depth industry and functional know-how (business processes)
Excellent education system according to EU standards; solid knowledge base in mathematics and science
Long tradition in IT and software development
Continuing training & qualification (ESI Center Eastern Europe, MASIT Academy, STIKK Training Academy)
More than 2/3 of companies have international experience and references (ITIB)
Onsite delivery capabilities
Focus on small and medium-sized enterprises (SMEs)
Focus on IT security and IP protection
Why we are the perfect match for you
SEE IT: Value Proposition & Key Benefits
32
Key Benefits: Capabilities & Skills
CAPABILITIES & SKILLS
QUALITY COST
EFFECTIVENESS
Customer
Value
NEARSHORE
SEE IT: Value Proposition & Key Benefits
33
Company maturity: average age of companies 12 years (ITIB)
Certified company & process maturity (ISO, CMMI, ITMark)
Working according to international standards and methodologies: RUP, agile methods (Scrum), etc.
Professional project management skills (PMP, PRINCE2)
Professional HR management (motivation, skills management, training) → minimizing fluctuation
University alliances and cooperation with academia: Skill alignment and sustainable recruitment
Compliance with international IT security management systems and standards (e.g. ISO/ IEC 27001, ISO/ IEC 15408)
Key Benefits: Quality
CAPABILITIES & SKILLS
QUALITY COST
EFFECTIVENESS
Customer
Value
NEARSHORE
SEE IT: Value Proposition & Key Benefits
34
Highly competitive fee rates
Cost effectiveness: Competitive prices in combination with high quality software development and IT service
Very low travel expenses and overhead costs
Transparent pricing models
Well-proven and flexible cooperation frameworks and delivery models
Depending on project type, success-based fees
No currency exchange rates risks (EUR used as lead currency)
Sustainability: stable project teams and prices
Key Benefits: Cost Effectiveness
CAPABILITIES & SKILLS
QUALITY COST
EFFECTIVENESS
Customer
Value
NEARSHORE
SEE IT: Value Proposition & Key Benefits
35
European culture and Western business mentality
Excellent language capabilities in English, but also German, Italian and French
Geographic proximity: easy travelling and communication; similar time zone
Close economic and cultural ties between Western Europe and SEE
EU legal framework and macroeconomic stability
High quality IT infrastructure
Supportive government policies: IT industry is a priority sector; special incentive schemes
Functioning legal framework for information security and IP protection
Technology parks and special economic zones
Well-established cooperation network of IT association and clusters
Key Benefits: Nearshore
CAPABILITIES & SKILLS
QUALITY COST
EFFECTIVENESS
Customer
Value
NEARSHORE
We are strategic business partners for many international clients SEE IT: Our Key References
36
SEE IT –
Creating Customer Value
Joint Business Opportunities
37
Based on our technical expertise, nearshoring location and company excellence we want to become strategic business partners for the IT industry in the Irish region.
Nearshoring & Outsourcing Joint Market Development in SEE
Increasing flexibility and competitiveness of Irish IT companies through nearshoring
Providing Irish companies with high-quality IT resources at competitive prices
Leveraging external expertise
Providing local market intelligence
Gaining access to local markets
Joint market entry
Supporting Irish companies with localization of their products and services
Providing distribution channels and networks
B2B Match-Making
Public Projects & Tenders
Joint tracking and monitoring of public tenders in Eastern Europe
Forming joint “winning teams” (consortia)
Joint elaboration of technical and financial proposals
Providing local expertise
Joint project implementation
Successful, long-term business
cooperation
SEE provides substantial business opportunities for IT companies from Ireland
Joint Business Opportunities: Southeast Europe is one of the most dynamic economic regions in Europe
38
Foreign direct investment (FDI) by multinational corporations (MNCs)
Deregulation of the telecommunications sector in several SEE countries
Substantial investment by the public sector into ICT topics:
– E-government
– E-health
– E-energy
– E-education
– ICT infrastructure
Financial sector
Public tenders of international organizations: EU, EBRD, EIB, World Bank, KfW, etc.
Sectors & Topics
SERBIA
Serbia ICT Network (ICT NET) – http://www.ict-net.com/en
Vojvodina ICT Cluster (VOICT) – http://vojvodinaictcluster.org/
Nis Cluster of Advanced Technologies (NiCAT) – http://ni-cat.org/index.php?lang=en
ICT CLUSTER CS (ICT CS)- http://ict-cs.org/
Center of Excellence and Innovation Nis – http://cei.rs/index.php?lang=en
The Network also includes:
Bulgarian Association of Software Companies (BASSCOM) (http://basscom.org/), Bulgarian ICT Cluster (http://ictcluster.bg/en/), European Software Institute (ESI) Center for CEE (http://esicenter.bg/), Hellenic Technology Clusters Initiative – Corallia (http://corallia.org/en/), Hellenic Mobile Cluster (http://www.hamac.gr/), Union of ICT Companies of Northern Greece (SEPVE) (http://www.sepve.org/), Startup Hub Timisoara (http://www.startuphub.ro/), Cluj IT Cluster (http://www.clujit.ro/), Western Anatolian ICT & Electronics Regional Innovation Centre (BATI-BINOM) (http://batibinom.ege.edu.tr/?cc=EN), ODTU Teknokent (Defence Industry and Software Clusters) (http://odtuteknokent.com.tr/)
39
ALBANIA
Albanian AIT Association (AITA) – http://aita-al.org/
Protik ICT Resource Center – http://protik.org/
BOSNIA AND HERZEGOVINA
Innovation Centre Banja Luka (ICBL) – http://icbl.ba/en/
Business Innovation and Technology (BIT) Tuzla – http://www.bitcentar.com/
INTERA Technology Park Mostar – http://intera.ba/home
BIT Alliance Sarajevo – https://www.linkedin.com/company/bit-alliance
ICT Association of Chamber of Commerce FBH-http://www.kfbih.com/
HUB387 and – http://www.hub387.com/
KOSOVO
Kosovo Association of ICT (STIKK) – http://stikk-ks.org/en/
Innovation Centre Kosovo (ICK) – http://ickosovo.com/
MACEDONIA
MASIT ICT Chamber of Commerce – http://masit.org.mk/
MONTENEGRO
Montenegro ICT Cluster -http://www.itcluster.me/
SOUTH EAST EUROPE (SEE) IT NETWORK
There are many good reasons for working with us
Executive Summary: Good Reasons for Working With Us
40
Highly qualified IT professionals with excellent technical capabilities and (vertical) industry expertise; certified IT experts
Highly competitive prices to optimize your cost structure
Specialization in the European market in terms of technical capabilities, language skills and methodologies
Focus on small and medium-sized clients and their specific needs
Nearshore: Geographic and cultural proximity
International experience and references
Excellent quality: certified company and process maturity (ISO, CMMI)
Working according to international standards and methodologies (RUP, Waterfall, Scrum, etc.)
Proven delivery models (agile nearshoring) with onsite delivery capabilities
Effective collaboration with stable, dedicated teams
Ensuring IT security and IP protection (legal framework, ISO 27001 certification, etc.)
Building partnership through IPA projects cooperation
October 6th and 7th, Dublin, IrelandVenue – Dublin Chamber of Commerce
Belit d.o.o. Beograd, Serbia
Founded in 2000.
Major technology partnerships:o Microsoft Silver
Partnero ORACLE Silver
Partner
Certification:o ISO 9001:2008 o ISO/IEC
27001:2013
Belit is an innovative IT and consulting firm that serves private and public
businesses, governmental and non-governmental organizations.
Belit is well known for:
o innovative solutions, wide range of competences and areas of expertise,
o numerous contracts with government, public institutions, and banks in Serbia,
o active participation in regional and large-scale European projects,
o joint projects with national and European academic institutions,
o reliable solutions and products meeting highest quality standards,
o and close cooperation with our clients.
Belit d.o.o. Beograd, Serbia
Competences:o Designo Developmento Implementationo Integrationo Project managemento Consultancy
Field of expertise:o Financialo Publico Governmento Energy efficiencyo Health & Social careo Intellectual property
rights
Belit is active on EU projects since 2003.
We participated on EU programmes:
o Horizon2020 - IA (Innovation Actions),
o Horizon2020 - RIA (Research and Innovation Actions) ,
o CIP (Competitiveness and Innovation Framework Programme),
o IPA (Instrument for Pre-Accession Assistance (IPA)),
o Cross-Border Cooperation (Instrument for Pre-Accession Assistance (IPA) CBC),
o CARDS (Community Assistance for Reconstruction, Development, and
Stabilisation).
Instrument for Pre-Accession Assistance(IPA)
IPA 2007-2013 ("IPA I")
o Assistance for transition and institution building;
o Cross-border;o Regional
development;o Human resources;o Rural development.
IPA 2014-2020 ("IPA II")
Legal framework and Financial assistance.
The Instrument for Pre–accession Assistance (IPA) is a funding mechanism of the
European Union with the objective to support the EU candidate countries and
potential candidates in adopting and implementing the political, institutional,
legal, administrative, social and economic reforms required by those countries in
order to comply with the Union's values and to progressively align to the Union's
rules, standards, policies and practices, with a view to Union membership.
CooperationPM group, Ireland
Cooperation started: 2010.Status: ongoing
Projects:o PPF3 - Project
Preparation Facilityo PPF4 - Support
Preparation for IPA Component III
o PPF5 - Project Preparation Facility
EU project framework:Instrument for Pre-Accession Assistance (IPA)
Proven as a reliable and dedicated partner on EU projects through numerous
successful implementations in Serbia, Belit searched for further opportunities
and partners that can use our expertise to full potential.
We found perfect partner in PM group – an Irish company of international
renown, organization with strong expertise, professional and capable team, and
extensive experience delivering complex projects in the challenging markets.
Opportunity to start our cooperation opened with IPA project, PPF3 - Project
Preparation Facility. Under PM leadership project was a major success, and two
more successful projects followed, PPF4 - Support Preparation for IPA
Component III and PPF5 - Project Preparation Facility.
Focus of the project was on preparation of major high quality and financiallyviable projects for financing by IPA, national and IFI/other funding through IPAcomponents III and IV.
Duration: 02/2010 – 05/2012Budget: 4.599.750 EUR
Focus of the project was on the existing pipeline of major (above 10 MEUR) highquality and financially viable projects and several non-major projects (below 10MEUR) and/or technical assistance projects for financing by EU through IPAcomponent III, national and/or IFI/other funding are prepared with full tenderingdocumentation.
Duration: 02/2011 – 01/2014Budget: 4.179.200 EUR
Focus of the project is to support the drafting of strategic and policy frameworkfor pre-accession assistance and the creation of mature projects with a full set ofproject documentation in accordance with EU procedures for Programming andProcurement Rules.
Duration: 11/2012 – 11/2016Budget: 7.330.800 EUR
PPF5 Project Preparation
Facility
PPF4Support Preparation for
IPA Component III (Project Preparation
Facility 4)
PPF3Project Preparation
Facility
Component 1: Feasibility studies including Technical Report and/or Tenderdocumentation for major infrastructure projects in Serbia;Component 2: Programme preparation for IPA I 2008 and 2010,Programme preparation for IPA I 2012 and 2013,Project identification for IPA I 2011, 2012 and 2013. Project Fiches: 23 ProjectFiches revised and prepared; Merging of 9 project fiches.
Environment: Wastewater plants (WWP) in Kraljevo, Brus and Blace -Documentation for remediation and construction of the WWP in these locations.Transport: Railway section Niš – Brestovac - Preparation of the Preliminary Projectfor the reconstruction and modernization of the railway section Niš –Brestovac.Competitiveness: Kragujevac Business zone „Denino brdo“ - Preparing thePreliminary Project for the infrastructural equipment of the business zone.
Strategic Programming Documents: Fully drafted programming documents for IPAI, III and IV or successor schemes for the period after 2013.Capacity Building: Government administration dealing with IPA properly trainedand aware of possible evolution and changes in the pre-accession instrument.Project Preparation: Financially viable projects for financing by EU pre-accession/accession assistance (and possibly by IFIs and/or other donors)developed and ready for implementation.
PPF5 Project Preparation
Facility
PPF4Support Preparation for
IPA Component III (Project Preparation
Facility 4)
PPF3Project Preparation
Facility
Cooperation
Our cooperation with PM in the past 7 years has been an unique professional
experience with great results.
Marko PoznanovićDeputy General ManagerBelit d.o.o.Obilićev venac 18-20, 11000 Belgrade, SerbiaTel: (+381 11) 20 30 403Mob: (+381 63) 266 401E-mail: [email protected]
Thank you for your attention!
1This project has been funded from the European Union’s Horizon 2020 research and innovation programme under grant agreement N° 691478
Emerging industries as key enablers for the adoption of advanced technologies in the agrifood sector
Milan ŠolajaDoing Business with the Western Balkans
October 6, 2016 – Dublin Chamber of Commerce
2
Demographic change, urbanization,
technological advances, resource scarcity and
shift in economic power
bring new challenges in
agrifood
In Europe SMEs dominate the sector
by generating 51.6% of its turnover and
64.3% of its
employment
4.5 trillion euros represents:
10% of consumer spending
40% of employment30% greenhouse – gas
emissions
Global demand for food has to
increase 2.5 times by 2050 due to 9+ billion
global population
3
4
Matchmaking facility
Training program
Lean start-up approach
Supporting services
Marketplace for Precision Agriculture Services
Platform for exploiting IoT to reach consumers
Toolbox for the design of functional foods (recipes and
processes)
Technology
Peer-2-peer evaluation
Reward crowdfunding
Equity crowdfunding
Selection and funding scheme
5
100,000 € & Coaching
Crowdfunding campaigns
2,000 € & Trainings
P2P evaluation
10 consortia
40+ consortia
100 beneficiaries
500 applicants
6
Industries in focus:Agrifood,
ICT/advanced technologies, and
emerging industries
EU Member states and
H2020 eligible countries
Individuals (natural
persons), SMEs and start-ups
7
Collaborate with others
Shoot a videoForm a
team
Evaluate other teams
Prepare a crowdfunding
campaign
Put
Message
Your
Here
You will choose the best! We leverage community wisdom.
Understanding of the dynamics
across the value chain
Vision for new products/services
We are looking for the best teams
in terms of: Previous experience and current
activities
9
2,000 € travel grant
Onsite bootcamp (1,000 € in services)
10 online webinars and customer-focused
business modelling training (3,000 € in
services)
Matchmaking facility
15,000 € Reward crowdfunding campaign
Equity crowdfunding (optional)
100,000 € KATANA grant
Investment readiness program (10,000 € in
services)
5 webinars (2,000 € in services)
Export promotion e-learning training courses
(5,000 € in services)
Equity crowdfunding (optional)
10
Idea
Marketacceptance
KATANAfunding
AdditionalKATANA services
11
Call for teams
Call for ideas
12
Just 2 minutes of walking per hour combats dangers of sitting
If you’re just 2 minutes late for your ride Uber
starts charging you before you get in the car
A passionate kiss that lasts for 2 minutes can help you burn 4 calories
Give us 2 minutes of your time, shoot a video &
GET FUNDED!
Many dentists agree that proper teeth brushing takes 2 minutes
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Thank you for your attention!
This project has been funded from the European Union’s Horizon 2020 research and innovation programme under grant agreement N° 691478
www.katanaproject.eu
https://www.facebook.com/H2020KaTaNa
@H2020_KATANA
https://www.linkedin.com/groups/8551588
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Partnering to deliver innovation in Agritech
6.Oct.2016.
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Bitgear Develops Intelligent Systemsfor a More Connected World
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Bitgear High-Tech Solutions for Businesses
1 Advance Tech Design Services
2 Product Development
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Motion and Positioning
• Sensors fusion• Indoor localization (DASH7, UWB)• Strap-down Inertial Navigation Systems• Body motion processing in sports and health• GNSS augmentation - inertial, context-aware• Specialized GNSS implementations:• Wearable optimized AHRS-INS modules design• High update rates/low-power/• MEMS device selection and error modeling• fast acquisition/attitude determination
• Burst and continuous modems /w power control• Polyphase filters, synchronization, equalizer• Detection, adaptive filters, tranformations• Algorithm modeling, simulation, benchmarking• Ultrasound, biofeedback (ECG, EEG), Image processing• MATLAB, C/C++, fixed point optimization• Communications signal design and errors correction• Near-optimal receiver implementations• 802.11a PHY and J.83 Annex B Demodulator in-house IP core• W-CDMA, OQPSK, QAM64/256, OFDM(A), MFSK
• Wearable networked devices development• Power-optimized embedded design• Flex-PCB design• Wireless sensor networking based on DASH7• Indoor / Outdoor localization• Mobile network M2M communication• Web backend development, MySQL, Mongo, PHP• Cloud implementation and SaaS• Deployment on VMware and Amazon
DSP and Software Defined Radio
• Complex multi-layer PCB design• Analog and digital electronics design• Wide range of ARM processors• DSP processors, ARM and PIC microcontrollers• Linux and FreeRTOS operating systems• Xilinx and Altera FPGA• Wireless connectivity design and antennas• VDHL and Sysgen coding• USB, PCIe, GbE, fast interfaces• Pre-certification and certification support
Internet-Of-Things
Advanced Technology Design Services Embedded and FPGA
DSP and Wireless Internet-Of-Things
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• Innovation, IP protection, patenting• Design for manufacturing, design for testing• Pre-certification measurements in local labs• Managed outsourced engineering team• Support with CE and FCC certification process• Near-shore to major EU technology centers• Preparation of production test jigs• Prototype production runs and field trials• Support to product launch
Product development
Product Development
Internet-Of-Things
In-house IP cores and referent designs
Product development Internet-Of-Things
Embedded and FPGA
Motion and Positioning
DSP and Wireless
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Bitgear Quick Facts
• Privately held enterprise established in 2007
• 44 employees (mostly MSEE) + external team of experts
• Turnover growth of 1836% in last 5 years, recognized regional leader
• Innovation driven M2M spin-off:
Clients (partial list)
ManagementConsultingProgram
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Projects
1 Calving sensor
2 Other interesting projects
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Project: Calving monitor
● Problem statement:● Design a unique calving monitor● Prove its feasibility from technological
point of view● Make sure it can be mass produced● Develop algorithms for calving process
monitoring and classification● Challenges:
● Detection method● Battery life● Business model
● Customer:● Startup from Ireland
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Project: Calving monitor
● What has been done● Feasibility proven with in-house design
acceleration platform for data acquisition
● Algorithms development for calving process monitoring and classification
● Battery and device power profile management
● M2M business model definition and implementation on device side and cloud side
● Complete cloud solution for the business: web backend and frontend development
● Automated testing procedures and testers designed as well
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Project: Calving monitor
● Why this way? Why us?● Multidisciplinary product● Well played in team that can start the
work immediately● Fundamental understanding of science
behind the product monitoring and classification
● Previous failure history with other providers / internal / external
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Neuro-marketing system – low voltage system design
l Acquisition of low-voltage EEG signalsl Signal processing chain designl 80 channels,μV input signalsl Flex PCB designl Battery powered wireless devicel Integration with customers industrial
designl Customer: Fortune 500 public
company
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Ecovent – Wirelles, Inteligent Vent control system
l Full System design – including the full radio protocol and all the nodes, hardware, firmware and related
l Single hop network based around one network tree root working at 915MHz covers our whole office building
l Battery powered part (vent actuator), has a minimum life of 5 years with 4AA batteries, practical experiment show even more is expected
l Integration with customers mechanical design
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GHOST – Precise positioning camera
l The product in developmentl Essentially a camera and a GALILEO receiver, integrated in
mobile vehicles used for public transport. l automatically take pictures of predefined Points Of Interest
(POI) l based on the accurate position of the mobile vehicle geo-tagges
them and dispatches the data to a serverl Data is then presented to end users
Camera +GALILEO Rx
1 2 3 4
USERS
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Case study of working with the Balkans
Success Stories of IT companies working between the regions
Part II
Building Successful Partnerships
Success Story of Atlantbh (Bosnia and Herz.) and Teamer (R. Ireland)
Milad Cerkic, CEO
Ferid Ajanovic, COO
About Atlantbh
• Successfully delivering custom software systems for more than 16 years • Data Analysis • Java Based Systems • iOS, Android • Test Automation • Ruby on Rails
• Workplace of your dreams in Sarajevo • Unique and talented people. Motivated and hard-working. We love our jobs!
@atlantbh.com
About Teamer
• Online Sports Team Management system created to take the hassle out of managing any sports team.
• Founded in Dublin, Ireland by a unique mix of internet professionals with extensive experience of team captaincy at both the competitive and social level
• Teamer uses the web to significantly decrease the amount of time it takes to get your team on the field.
@teamer
Building Relationship with an Irish company
• Low Risk
• Clear Understanding
• Transparency
• Relatively Short Pilot Project
• Not Business Critical
Building Relationship with Teamer
• Problem: • Performance Issues which resulted in bad
user experience and minimum retention rate
• Approach: • Custom team to identify and deal with
both front and backend problems in 2 months
• Benefits: • from 3000ms down to 250ms
8,3% of the initial load time
Transition into long-term relationship
• Best Match
• Two-Way Assessment
• Partnership
Establishing Communication Channels
• Challenges • 4 countries (3 continents)
• No single point
• Toolkit • English
• Experience and Etiquette
• Tools (JIRA, Skype, Slack…)
Stable Model
Teamer product
3.5 million users
2.5 million sessions this month
UK, Ireland, Australia, US, New Zealand, Canada
1.5 million push notifications per month
english español
deutsch Italiano
le français
Evolution of the relationship 3.5 million users
2.5 million sessions
UK, Ireland, Australia, US, New Zealand, Canada
1.5 million push notifications per month
english español
deutsch Italiano
le français
Core engineering Software development Software testing
Change management Service lead
Trust Production environment management
5 engineers
1 service lead
1 designer
Service completeness Art work (UI / UX) Tier 3 support
1 Teamer CTO
Key principles
Transparency
Understanding
Long term
Quality and resilience
ABH team
Multiple software developers
At least one test engineer
A service lead
Operating framework
Core engineering Software development Software testing
Change management Service lead
Trust Production environment management
5 engineers
1 service lead
1 designer
Service completeness Art work (UI / UX) Tier 3 support
1 Teamer CTO
Checklist for Success in Outsourcing
• Quick POC
• Prepare for long-term relationship
• Establish communication channels
• Implement a proven team model
• Manage change
Northern Ireland: Technology & Innovation
Judith Millar, Invest Northern Ireland
Belfast is Europe’s leading destination for software development & technical support investment
(FT fDi Markets)
Northern Ireland is the #1 location globally for cyber security inward investment. (FT fDi Markets, 2013-2016)
Software & ICT Sector
Cyber Security
Mobile
Telecoms & Data
Networks
Data Analytics
IT Services
Financial & Professional
Services
Legal Services
Professional Services
Fintech
Capital Markets
Risk, Regulation &
Compliance
Business Services
Customer Services
Human Resources
Finance/Payroll
Marketing
Technical Support
TV, Film & Digital Media
Digital & Interactive
Media
Digital Media
Technology
Mobile
E Learning
Film & TV Production
Sectors & Key Clusters
Why Northern Ireland?
“We considered a number of locations for our new TRC... Belfast provided the right combination of talent and location that would help to serve our needs as well as the needs of our customers.”
Jeremiah Grossman, Founder, WhiteHat Security
"We have been very impressed with the technology ecosystem in Northern Ireland, which shares many of the characteristics of Silicon Valley, including access to world-class cyber security research at Queen’s University Belfast,“
Gary Steele, CEO, Proofpoint
“We were impressed with the excellent business environment, particularly the close working relationship between government, industry and academia." Corey Thomas, CEO, Rapid7
Enablers for Continued Growth
Software & ICT Sector
Research Excellence
Strong Cluster of global and start-up
companies
Vibrant networking community
University provision of industry focused
courses
Financial & Professional
Services
Innovation in the delivery of legal and professional services
Availability of talent
Strong collaboration between industry, government and
academia
Developing capability in key
clusters
Business Services
Diversification & ability to move up
the value chain
Depth of available skills for high value
functions
TV, Film & Digital Media
Global reputation for TV & Film Production
Skills
Government support including NI Screen Fund and UK Creative Tax Credits
Average 80 attendees at quarterly events
Vibrant meet-up of mobile sector
Topics include mPayments, mGovernment, mHealth
‘Open Web Application Security Project’
Quarterly events with active company participation
Approx 130 attendees at each event
New! Internet of Things Alliance – commenced 2016
Quarterly events
Vibrant tech networking community
Over 60 networks promoting collaboration and skills development
ICT Clusters in Northern Ireland
Data Analytics
Applications include financial trading, social media sentiment analysis, and medicines management / adherence.
Current examples: Allstate, Liberty IT Analytics Engines Deloitte PWC
Security
Cluster of expertise in cyber, data, network & physical security. Customers include government, finance, telecoms & healthcare.
Current examples: Cybersource (Visa) Rapid7 Alert Logic Q1 Labs (IBM)
Mobile/Wireless
A cluster of over 50 companies in wireless communications and internet technologies.
Current examples: Openwave Mobility Persistent Systems ByteMobile GTT
Financial Software
Software development and support services. Infrastructure and technology support. R&D.
Current examples: Citi Vela Allstate Liberty Mutual
ICT Clusters in Northern Ireland
Cloud Computing
Developed eco-system includes Software, Infrastructure, integration and leading university based research.
Current examples: SAP SQS Lagan HPE
Electronics
Cluster includes Tier1 suppliers to telecoms, health, automotive, media. Commercial R&D with global success.
Current examples: DTS Seagate CSR (aptX) Sensata Technologies
BPO/Tech Support
Multilingual capability. Higher end shared services including HR outsourcing and legal process outsourcing.
Current examples: Fujitsu Services Concentrix Baker McKenzie Caterpillar
Heathcare Tech
Commercial & research expertise in medical devices, wireless comms and drug dosage systems.
Current examples: Philips Intelesens Heartsine Sisaf
www.investni.com