Webmedia GroupWebmedia Group

Andre Krull

Member of the Board

Oracle Day, March 11 2011

Webmedia Webmedia GroupGroup

Software solutions company

Customers in over 60 countries

9 offices in 6 countries

390 employees & growing

YoY growth since founding, profitable since 2002

Among fastest growing technologycompanies in CEE and EMEA (DeloitteTechnology Fast 500)

„Best Company to Work For“ in Estonia 2008 & 2010

GrowingGrowing and and profitableprofitable companycompany

8,0

10,0

12,0

14,0

16,0

18,0

-

2,0

4,0

6,0

8,0

2004 2005 2006 2007 2008 2009 2010 2011 (F)

Revenue (mEUR) EBITDA (mEUR)

Beating the cycleBeating the cycle

8

10

12

14

16

18

20

-

2

4

6

8

2005 2006 2007 2008 2009 2010 2011

Estonian GDP (EUR billion) Webmedia Grup revenue (EUR million)

IngredientsIngredients

Vision & ambition

People

Adaptability

Hard workHard work

X-factor

VISION & AMBITIONVISION & AMBITION

The beautiful „lost“ years

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

HowHow Estonia sees Estonia sees thethe worldworld

New York, Obamaand Silicon Valley. Big money but too

Putin, Moscow, oiltransit. Dangerous!

Sharm-el-Sheikh – niceand warm. Nigerian e-mails, Darfur, piracy.Dangerous!

Big money but too far…

Oil, $$$, Muslimsand Jihad. Dangerous!

Samba, Cuba, Chavez, Mojito.Interesting butdangerous!

Failed real-estateinvestments.

Baruto, Peking, Chicken Tikka Masala, manymany people.

WhereWhere isis WebmediaWebmedia goinggoing??

New Europe, Central Asia and

Africa

Baltics & Nordics

Target: Keep market leader position in Baltics, strong

position in Nordics

Target: market leader position in Public Finance Management and strong player in eHealth

Gulf Region

Target is quality leader positionon selected markets

Software developmentSoftware development

Public Public FinanceFinance ManagementManagement

Integrated Public Finance Management– budget preparation, – budget preparation,

execution, and control, Treasury management

eHealtheHealth

• Hospital management• eDiagnostics• Picture Bank• National Health Record• Health Integration Platform

Research & DevelopmentResearch & Development

IncubationIncubation

Information management (MicroLink team)

Application management (SLA with cloud)

Destination marketing

---

Eesti E-arvete KeskusEesti E-arvete Keskus

Fits.me

E-kool

STACC

KeywordsKeywords

Long-term approach towardscustomers

Take responsibility

Mindset: sell now – worry later ?Mindset: sell now – worry later ?

Industrialization of IT

How to bet on the right technologies?

PEOPLEPEOPLE

KeywordsKeywords

Methodology vs people

We are always trying to find peoplewho are smarter than we are

What do you do when things getWhat do you do when things getrough – invest!

Sharing of success

((Un)paidUn)paid advertisement!advertisement!

We are looking for crazy people who are ready to work abroad

(Russia, Central Asia, Middle-East (Russia, Central Asia, Middle-East and Africa) in challenging projects

ADAPTABILITYADAPTABILITY

Cultures are differentCultures are different

“I buy from my cousin”* Old Mozambiqueproverb

“You do not get fired for

“Please stop corruption immediately … or at least let me get my share” * Old Balkan proverb“You do not get fired for

buying from IBM”• Old Scandinavianproverb

“I don’t like monopolies, I just want one”* Old Chinese proverb

* Old Balkan proverb

“Everything will happen at the right time but notnecessarily on theagreed time”

* Old Arab proverb

WHYWHY ISIS ITIT SO SO DIFFICULTDIFFICULT FORFOR

USUS TOTO DODO BUSINESSBUSINESS ABROADABROAD

VS

VS

It does not matter how you want to sell, it is how the customer wants

to buy!

If we cannot sell ourselves, let us find people who can do it for us!

HARD WORKHARD WORK

HowHow toto generategenerate moremore valuevalue? ?

Step 0: Location-independent deliverycapability

Step 1: Packaging

Step 2: Industry Expert BrandStep 2: Industry Expert Brand

Step 3: Safe Choice brand

XX--FACTORFACTOR

Even if you are doing everything right, you might still not get it. You just havea higher chance ☺

Often it is fighting with a toothpickOften it is fighting with a toothpickagainst 10 swords

Dreaming is very important!!!

THANKTHANK YOUYOU!!ADDITIONALADDITIONAL INFORMATIONINFORMATION @ @

HTTP://WWW.FACEBOOK.COM/WEBMEDIA.EEHTTP://WWW.FACEBOOK.COM/WEBMEDIA.EE :):)