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INFOTECH CLUSTER: NEW ENGINES OF GROWTH
Moving Forward: Enabling the Growth of ICT in Malaysia20 June 2012
Agenda
• Overview of Infotech Cluster• Program Highlights of 2011• 2012 Plans
– Go-to-Market Strategy– Growth and Development
• Conclusion
INFOTECH Mission
Strengthen and enhance INFOTECH companies competitiveness
Create Globally Competitive INFOTECH Companies
Access to Domestic and Global Market
To enhance
and stre
ngthen high g
rowth
local IC
T companies t
o be g
lobally
competit
ive and deliv
er the b
est in
class
serv
ices
MSC Malaysia Status Awarded
MSC Malaysia Status by Cluster
INFOTECH Is The Largest Cluster
INFOTECH Companies Equity Ownership
2011 INFOTECH Companies PerformanceMYR 10.12b MYR 10.54b MYR 10.50b
Revenue between 0%-5% for each vertical grouped
SCORE+ : More Companies Moving Up The Rank
Business Performance
Financial Capability
Operation Management
Marketing CapabilityInnovation
Talent Development
Management Capability
0
2
4
Year 2009 Year 2010 Year 2011
Year INFOTECH Avg OVERALL Avg2009 2.11 2.242011 2.5 2.67
Program Highlights of 2011
2011 Key Highlights
18-23 July 2011Specialised Trade Mission to Vietnam, Laos and Cambodia
12 companies took part 23 ISVs 6 channel partners recruited RM 32 million potential trade reported
26-29 September 2011Specialised Trade Mission to Jakarta, Indonesia
In collaboration with MATRADE 23 MSC Malaysia companies took part in the mission. 4 channel partners recruited Potential trade of RM42.43 million.
2011 Key Highlights
5 October 2011Launch of MSC Malaysia Cloud
4 partners 23 ISVs 137 SMEs enabled
6 October 2011Silicon Valley Nexus : Connecting MSC Malaysia companies with Malaysia Diaspora in Silicon Valley
A collaboration with Talent Corp Win-win model for the Malaysian diaspora to contribute to the
country's technology sector. 16 companies participated 4 companies selected to pitch to SV professionals
2011 Key Highlights
November 2011Creating Market Access via INFOTECH InnovAsian Catalyst Camp Series …
Use innovation framework to create access to Local Large corporation and GLC
Pilot camp hosted by Air Asia Berhad with 15 MSC Malaysia Status Companies
Winner company was invited to submit RFP
2012 Plans
Go-to-Market Strategy
Profiling and Portfolio Exercise
Niche Area Creation, Enteprise Dev.,Capital Raising
Inbound
Outbound
Global Expansion
2012 - End to End Nurturing and Development
Ready Company
Priority Target Market
*2012 ICT Spending Source – Digital Planet
Gulf Countries
Primary MarketSoutheast Asia –
Malaysia, Indonesia, Vietnam
Saudi Arabia USD 39.5BileGov USD 3934MilEnergy USD 3294MilTelco USD 1340Mil
UAE USD 15.3BilEnergy USD 3383MilTelco USD 1720MilTransportation USD 849Mil
Malaysia USD 28.3BilTelco USD 3738MilManufacturing USD 2704MileGov USD 1982Mil
Indonesia USD 30.5BilTelco USD 1645MilManufacturing USD 1529MileGov USD 1478Mil
Vietnam USD 9.8BilManufacturing USD 1534MilN. Resources USD 500MilTelco USD 447Mil
*2012 ICT Spending Source – Digital Planet
Secondary MarketMiddle East &
Kazakhstan
Outbound Strategy Framework
Awareness
Mindshare
High Potential Leads
Qualified Leads
Sales Closed
Super Buyers
B2B Platforms
DD
& SS m
atching
Revenue Generation Process
Solution
Target Market
SCORE 2.5+
DDI
• Malaysia• Vietnam• Indonesia• Middle East &
Kazakstan (Secondary Market)
Focus segments
• BFSI• Government• Telco• E&E Embedded
Partners/Channel
Product Stacking
Enhance Roles for Account Management
Internal
•Inbound Portfolio•Outbound Portfolio•Developmental Portfolio•Talent Development•Funding (MGS, Risk Capital)•Enterprise Development
External
•MATRADE•SME Corp•Potential VC/Banks
Proactive Visits
Feedback Solicitation
Analysis and Programme “Fitting” and Recommendation
HIGH POTENTIAL ACCOUNTS
Window to MSC Malaysia
KEY ACCOUNT SUPPLY & DEMAND MATCHING
• Added focus on stack development matching to identified “Super-Buyers”
• Identification of potential synergistic partnership or “Stacks” for Key Account Matching to SuperBuyer
MSC Malaysia
Companies Stakeholders
Key Sector Development – Stacking Process
Demand driven Key Industry Verticals identification
• Indentify Industry verticals that will provide the greatest opportunities
• Superbuyers from specific Industry Verticals or Superagents that have existing, specific needs for end-to-end solutions Identified
• Identify solutions that fits within the solution value-chain of each Industry Vertical
Matching
Supply driven Solution Stack identification
• Select INFOTECH MSC companies offering the indentified solutions and package these solutions into end-to-end Solutions Stacks
• identify gaps in the Solution Stack, recruit new companies or retrain existing companies to fill the gap
Promote
Other Potential Superbuyers or Superagents within same Industry Verticlas
Key Sector Development – Stacking Approach
Integrated Core Banking
Loan and Risk Mgmt
Credit Cards Mgmt
Portfolio Management
Collection Management
Insurance
Treasury
Self-service, Online, Mobile Banking
Eg: Banking, Financial Service and Insurance Industry
Solution Stacks: Stacking complimentary product categories and subsystems to deliver a vertically and horizontally integrated end-to-end solution
CRM SFA SecurityNetworkSystems
Bringing best of breed together to form logical solution stacks
2012 Plans
Growth and Development
Growth and Development
Enterprise Management
Export Accelerator Program
Connectivity & Mentorship
Enhance professional and organizational
capability of INFOTECH companies
Accelerate INFOTECH companies
readiness to enter overseas market
Access to network of experts who offer insights to market,
funding & innovation
Augmenting Capability Development and Skills
Augmenting Capability Development
BDUnderstand market and
identify buyer requirement
GA
PS: I
NPU
TS &
REQ
UIR
EMEN
TSPr
ofilin
gM
arke
t Int
el
Growth & Development
INFOTECH :Access to Markets Globally competitive
Integrated Core Banking
Loan and Risk Mgmt
Credit Cards Mgmt
Portfolio Management
Collection Management
Insurance
Treasury
Self-service, Online, Mobile Banking
BFSI
Superbuyer
Priority Markets
Pro
du
ct
Sta
ck
s
Ente
rpris
e M
anag
emen
t
Mar
ket C
apab
ility
&
Dev
elop
men
t
AMIdentify match
and build stack.
G&D Develop Capabilities
required to compete
Align capabilities program to market requirements
Accelerate company readiness
Conclusion
INFOTECH Creating Next Engine of Growth
Growth and DevelopmentDevelop capabilities required to compete
Product Stacking and Development Increase capability through innovation and product development
Identify INFOTECH verticals with growth potential.Develop a staged growth model for business and capability development.
Market DevelopmentDevelop local and international market by aligning INFOTECH companies competitive advantage to market requirements.
THANK YOU