STRATEGIC STRATEGIC INTELLIGENCE AND INTELLIGENCE AND CLUSTER BUILDINGCLUSTER BUILDING

Questionnaire performed onQuestionnaire performed onICT Sector inICT Sector in

Region of Central MacedoniaRegion of Central Macedonia

Survey DetailsSurvey Details

30 Small to medium Enterprises in RCM30 Small to medium Enterprises in RCM

3 Academic personnel performed the 3 Academic personnel performed the interviews on behalf RCM – URENIOinterviews on behalf RCM – URENIO

Average time of interviews 1 1/2 hourAverage time of interviews 1 1/2 hour

STRATINCSTRATINCHuman Resource for RCMHuman Resource for RCM

Local Steering CommitteeLocal Steering Committee RCMRCM Panos GeorgopoulosPanos Georgopoulos SEPVESEPVE Spyros IgnatiadisSpyros Ignatiadis AUTH – URENIOAUTH – URENIO Nikos Komninos Nikos Komninos

Local Working GroupLocal Working Group Elena SefertziElena Sefertzi Isidoros PassasIsidoros Passas Lina KyriafiniLina Kyriafini Panos GeorgopoulosPanos Georgopoulos

ActivitiesActivities

The main activities that have been The main activities that have been identified areidentified are 11st st System IntegratorsSystem Integrators 22ndnd Software Development Software Development 33rdrd ITC Services to enterprises ITC Services to enterprises

Number of employeesNumber of employees

From 3 up to 125From 3 up to 125

SubcontractingSubcontracting

is not in the main scope of the enterprisesis not in the main scope of the enterprises

ExportsExports

only one (1) company is exporting up to only one (1) company is exporting up to 50 countries and exports value is up to 50 countries and exports value is up to 40% of global turnover40% of global turnover

Has not been identified interest for sub Has not been identified interest for sub contractors of which clients are original contractors of which clients are original equipment manufacturer (OEM)equipment manufacturer (OEM)

Company ManagementCompany Management(1)(1)

Industrial propertiesIndustrial properties Although industrial properties are considered Although industrial properties are considered

as very important, up to now very few of the as very important, up to now very few of the companies do have any of them registeredcompanies do have any of them registered

A trend have been identified that they will start A trend have been identified that they will start registering their industrial properties mainly in registering their industrial properties mainly in Hellenic Industrial Property OrganizationHellenic Industrial Property Organization

Company ManagementCompany Management(2)(2)

Management indicatorsManagement indicators QualityQuality Appears to be the most important indicatorAppears to be the most important indicator PlanningPlanning Although it have been stated as important, Although it have been stated as important,

appears to be only in short termappears to be only in short term Customer satisfactionCustomer satisfaction The second most important indicator, quite The second most important indicator, quite

a few of them have monitoring systemsa few of them have monitoring systems DashboardsDashboards The do exist but only for short term The do exist but only for short term

planning and monitoringplanning and monitoringOrganizationOrganization

The sample mainly consisted of SMEs therefore the budget (% turnover) could The sample mainly consisted of SMEs therefore the budget (% turnover) could not be answered by most of the enterprisesnot be answered by most of the enterprises

AdministrationAdministration Exist in most of the enterprisesExist in most of the enterprises Engineering and design departmentEngineering and design department Software development department is Software development department is

included in most of themincluded in most of them Information management departmentInformation management department 2 out 2 out

of the 20 do have Information management departmentof the 20 do have Information management department Marketing departmentMarketing department Mainly is outsourcedMainly is outsourced R&D Is performed by most of the SMEs but not by an organized departmentR&D Is performed by most of the SMEs but not by an organized department

Company ManagementCompany Management(3)(3)

Long life trainingLong life training Considered as a very important issue but because mainly is Considered as a very important issue but because mainly is

performed internally only few the SMEs gave values for Budget performed internally only few the SMEs gave values for Budget (% Wage bill), No days / year / employee(% Wage bill), No days / year / employee

Domains : Operating Systems, Hardware, Networking, Domains : Operating Systems, Hardware, Networking, Marketing, Business processesMarketing, Business processes

Training subcontractors or organisms Microsoft, SISCO, HP, Training subcontractors or organisms Microsoft, SISCO, HP, IntelIntel

Employees educationEmployees education PHDsPHDs <1%<1% MastersMasters 5%5% University DegreesUniversity Degrees 30%30% Technological Institutes DegreesTechnological Institutes Degrees 50%50%

Company StrategyCompany Strategy

OrientationOrientation Detection and conquest of new markets: InterestedDetection and conquest of new markets: Interested Improvement of the products quality: The only way to Improvement of the products quality: The only way to

advance their business goalsadvance their business goals ExportExport : Not considered as of great interest: Not considered as of great interest Development of new products: Very interestingDevelopment of new products: Very interesting Diversification: Interesting but VerticallyDiversification: Interesting but Vertically Specialization: Very interestingSpecialization: Very interesting

Company Strategy (2)Company Strategy (2)MarketMarket

None of the companies answered the field of their status in Europe, neither the field of None of the companies answered the field of their status in Europe, neither the field of Growth in EuropeGrowth in Europe

ImpulsionImpulsion The targets appear to by only short term for the next year up to maximum 3 years from very The targets appear to by only short term for the next year up to maximum 3 years from very

few of the enterprisesfew of the enterprises The main reason that have been stated is that the ICT sector is very volatile therefore very The main reason that have been stated is that the ICT sector is very volatile therefore very

difficult for them to set goals or targets. difficult for them to set goals or targets. Mainly they are market followersMainly they are market followers

CompetitorsCompetitors Very few of them stated competitors in Europe or worldwideVery few of them stated competitors in Europe or worldwide The competitors that were mentioned were mainly either local or in Greece.The competitors that were mentioned were mainly either local or in Greece. The general sense is that they do know quite well their competitorsThe general sense is that they do know quite well their competitors

ConstraintsConstraints The main local constraint that have been mentioned by most of the SMEs is The main local constraint that have been mentioned by most of the SMEs is

telecommunication Infrastructure (very difficult to get fast Internet ADSL)telecommunication Infrastructure (very difficult to get fast Internet ADSL) The Social constraint that was mentioned is that the graduates from Academic institutes are The Social constraint that was mentioned is that the graduates from Academic institutes are

not qualified for the real business worldnot qualified for the real business world Most of the companies stated the general commercial constraint is the financial situation of Most of the companies stated the general commercial constraint is the financial situation of

the Greek market (cashflow problems)the Greek market (cashflow problems)

INFORMATION INFORMATION SYSTEMSYSTEM

Electronic networksElectronic networks

All of them do have and use Local Area Network All of them do have and use Local Area Network

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

Internet Conection Type

ISDN

ADSL

Applications that are used Applications that are used by the companiesby the companies

How many personal computers?How many personal computers?At least one for each employAt least one for each employ How many personal electronic mailboxes?How many personal electronic mailboxes? At least one for At least one for

each employeach employ

0%

10%

20%

30%

40%

50%

60%

70%

Applications

intranet

EDM

mail server

Press Subscriptions Press Subscriptions

The main informative mean is considered to be INTERNETThe main informative mean is considered to be INTERNETScientific and technical PublicationsScientific and technical Publications

Very few of them considered themselves diligent readersVery few of them considered themselves diligent readersBusiness pressBusiness press

Subscribers mainly to oneSubscribers mainly to oneRegional Daily PressRegional Daily Press

Diligent reader to at least one of themDiligent reader to at least one of themNational Daily PressNational Daily Press

Diligent reader to at least one of themDiligent reader to at least one of themInternational Daily PressInternational Daily Press

Diligent reader to at least one of themDiligent reader to at least one of themProfessional and Specialized MagazinesProfessional and Specialized Magazines

INNOVATION and INNOVATION and WATCHWATCH

Product: Quite few of the SMEs mentioned Product: Quite few of the SMEs mentioned examples of new products that have produced examples of new products that have produced during the 5 last yearsduring the 5 last years

Processes:Processes: The most innovative change was The most innovative change was the implementation of ISO 9000/2000 quality the implementation of ISO 9000/2000 quality manualmanual

Fields of surveyFields of surveyNot

relevantSome

relevanceAverage

relevanceGreat

relevance

Regulations +Markets +Technologies +Competitors +Suppliers +Customers +Products +Process +Recruitment +Training +Financing aids and subsidies +Standards +

Sources of informationSources of informationNot

relevantSome

relevanceAverage

relevanceGreat

relevance

Employees +Other companies in the same co-operation, alliances +Customers +Suppliers +Competitors +Universities, laboratories +Consultancy businesses +Professional associations +Public or private research institutions +Professional publications +Exhibitions +Internet +Local or area institutional +National institutional +European institutional +

Watch practiceWatch practice

In strict terms of watch very few of the SMEs questioned In strict terms of watch very few of the SMEs questioned do have a watch methodologydo have a watch methodologyMost of them although they are applying not formalized Most of them although they are applying not formalized or documented watch methodologiesor documented watch methodologiesWhich tools of search for information uses the company?Which tools of search for information uses the company?

Internet and meetingsInternet and meetingsWhich tools of management for information uses the Which tools of management for information uses the company?company?

ERP - CRMERP - CRMWhich tools of diffusion for information uses the Which tools of diffusion for information uses the company?company?

E-mails and internal meetingsE-mails and internal meetings

Satisfaction degree with Satisfaction degree with outsourcingoutsourcing

not relevantnot relevant some relevancesome relevance average relevanceaverage relevance great relevancegreat relevance

Technical quality of the service

+

Human quality of the service

+

Confidentiality +Return on investment

+

Transfer of competences

+

Respect of the deadlines

+

Reason for absence of call with an outsourcer

+

Kinds of watch Kinds of watch

Nature of the problems: Nature of the problems: No problems have been statedNo problems have been stated

No Empirical Formalized Outsourced

Technological +

Products +

Competitors +

Suppliers +

Customers +

Financing +

Regulations +

Markets +

Juridical +

Research of networks or clusters

+

Research of partners +

NETWORKSNETWORKS

Participation of the company in Participation of the company in organizationsorganizations SEPVESEPVE Chamber of Commerce and IndustryChamber of Commerce and Industry

CLUSTER CLUSTER QUESTIONNAIREQUESTIONNAIRE

Only two of the companies are Only two of the companies are participating a clusterparticipating a cluster

3. Potentials, ambitions to build a new 3. Potentials, ambitions to build a new network:network: Most of the companies expressed the Most of the companies expressed the

willingness to participate in a cluster oriented willingness to participate in a cluster oriented to sales advancement to sales advancement