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: smccann@astecglobal.com

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: marko.poznanovic@belit.co.rs

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

13

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

1

Partnering to deliver innovation in Agritech

6.Oct.2016.

22

Bitgear Develops Intelligent Systemsfor a More Connected World

33

Bitgear High-Tech Solutions for Businesses

1 Advance Tech Design Services

2 Product Development

44

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

55

• 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

66

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

77

Projects

1 Calving sensor

2 Other interesting projects

8

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

9

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

10

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

1111

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

1212

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

1313

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

1414

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