STKI Israeli Market 2016v2

8/16/2019 STKI Israeli Market 2016v2

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Israel IT Market: STKI “tiers” 2016 V2

Dr. Jimmy Schwarzkopf

Research Fellow,

STKIhttp://index.stki.info/it-tiering

jimmy@stki.info

Tel: 972 9 7907000

• Dr. Schwarzkopf has worked during the last 40 years in all areas of Computer Information

Services: As an Industry Analyst at META Group (Israeli Research Manager) and was named a META Group Research Fellow.

As an academic researcher in Entrepreneurship Sciences; has published and presented in the Academy of Management and

Babson Conferences and Editorial Board Member of the academic journal "International Journal of Opportunity, Growth and

Value Creation".

As a consultant in Arthur Andersen Consulting (USA), Booz Allen (USA) and Kesselman & Kesselman. As a systems professional

in SCS Computers and the R&D Unit of the Israel Defense Forces.

As a sales and marketing professional in Digital Equipment Corporation.

Teaching in the MIS department / TelAviv Yafo Academic College and the Computer School of the IDF.

Entrepreneur founding three companies in the IT arena: STKI, store and forward mail and office information systems.

• Dr. Schwarzkopf served on the Board of Directors of Ashot Ashkelon Industries, served as

President of the Gymnazia Herzelia Association, Co-founder of the Mashov Political Movement

and was a member of the Central Committee of the Labor Party. Major (Rav-Seren) in the

reserves, Israel Defense Forces (where he served in an elite unit and later in the R&D unit).

Registered Engineer (IS22881), member of MENSA Israel.

• Dr. Schwarzkopf received BSE and MSE degrees (Systems Engineering) from the University of Central Florida. Received a MSIA (Management Information Systems) and ABD (PhD

Program) in Systems Science (received (twice) the William Larimer Mellon Scholarship/Award)

from Carnegie Mellon University. His doctorate (DM-Management/ Entrepreneurship) he

received from Case Western Reserve University.

STKI’s goal is to help our clients make the right choices in the strategic and financial management

of their information technology systems.

Founded in 1992, STKI is the leading market research and strategic analyst firm in Israel,

covering the IT infrastructures, IT applications and IT services industry .

Over 22 years of experience in the IT analyst sector and thousands of annual face-to-face interviews with key industry participants

have enabled us to establish solid, long-standing relationships with our customers.

Our customers include major IT organizations (government, financial institutions, telecoms, manufacturing, medical, education, etc.)

and IT suppliers/vendors (infrastructure and software suppliers, consulting and professional services firms).

STKI works closely with vendor senior management (strategy, business development, and marketing).

Where end users are concerned, STKI meets with IT managers as well as with all levels of IT decision making,

thereby attaining complete information of processes.

STKI’s mission is to advise and analyze users of information technology as well as their suppliers while conducting original research and providing advisory services

regarding all parts of the information system puzzle.

Israel’s foremost IT companies have come to rely on STKI’s market-proven experience and expertise.

Our services include:

Face-to-face meetings

STKI Analyst House Cal ls ( for both users and vendo rs)

CIO STKI "Help Desk"

Inquiries

Surveys

Strategic Marketing & Posit ion ing

Round Tables for users

Vendor Discovery Ser ies (Newslet ters and w orkshops)

In-house Workshops

CIO Annual Bootcamp

CTO Annual Bootcamp

Brainstorming Workshops

STKI Annual Summi t

STKI Methodology: equilibrium model

The sum of all IT expenditures (from users)

has to be equal to all IT sales (from vendors).

most research firms are either a

"demand-based"

(market information based on data from users of IT)

"supply-based"

(market information based on data from IT vendors).

STKI is one of the only research firms using an equilibrium model

and the only one in Israel.

› Real revenues of software licenses and maintenance.

› Real revenues of hardware sales.

› Differentiation between new projects and continuing projects. New projects count more.

› We do not include any work/ products for OEMs and military non-IT projects.

› We are learning how to account for cloud usage for IT (Israel) only

› We distinguish between work done by the vendor's employees and work outsourced to

another vendor. The revenue is transferred to the vendor actually doing the work.

› Distinguish revenues from projects done in fixed price, cost plus (SLA defined) and staff

augmentation (non SLA) projects.

› Differentiate value between work done by high level internal professionals in a project

and staff augmentation employees in the clients IT department.

Take into consideration IT department’s view/mindshare of

vendor’s value in projects/products

What our study looks at:

STKI Summit 2016

Israeli IT Market8

Global Information Technology

Report 2015

Israel 2016

Israel Economic Sentiment Chart

THE BUSINESS CONFIDENCE INDEX

increased from 15.8 in January to 17.7 inFebruary

THE CONSUMER CONFIDENCE INDEXincreased from minus 17.5 in December to

minus 16.0 in January

Both indexes have the highest readings

in over four years .

Economy improves significantly in Q4 2015

In annual terms, GDP expanded 2.7% in Q4,

up from the 2.5% in Q3.

The Central Bank

expects GDP to grow 2.8% in 2016 and 3.1%

in 2017.

Focus Economics Consensus

Foresee GDP to grow 3.0% in 2016 and 3.3%in 2017.

Israel GDP Chart

State of the Economy Index

State of the Economy Index (% change*) 4/2014 - 4/2016

2-3 Q 2014

Over 65% is BAD

Israel Business Confidence Survey

STKI Summit 2016

Israeli IT Market19

Number of Firms in Israel 1/2016

In order to get the “IT Market” (what is bought/sold out there) :

What users bought?From whom?Why?

IT Departments IT Vendors

How much did they sell?To whom?

For how much?Competitors?

24 years of IT market history

2 0 1 3

2 0 1 4

HA R D

WA R E 1, 6

9 4, 0 0 0

3. 6 1 %

1, 7 5 5,

S O F T WA R E

1, 3 5 0,

2 0 0 6. 7

2 % 1, 4

4 1, 0 0 0

VA L U E

A D D E D

S E R V I C

3, 1 2 6,

0 0 0 4. 4

8 % 3, 2

6 6, 0 0 0

T O TA L

6, 1 7 2,

2 1 3 4. 7

3 % 6, 4

6 4, 2 1 4

industry

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

government $1,350 $1,250 $1,310 $1,350 $1,500

education $250 $230 $235 $230 $260

health $300 $290 $275 $290 $320

banks $900 $815 $835 $850 $800

insurance $350 $400 $425 $430 $400

fin other $200 $190 $215 $245 $246

STKI IT MarketHealth Index

Budgets 2013 Budgets 2014 Budgets 2015

Budgets

2012 2013 2014 2015 2016

$1,525

$1,770

79.38%

$1,405$1,450

76.32%

$1,820

$1,475

81.04%

$1,446

81.55%

$2,080$1,870$1,900

69.52%

Budgets 2012industry

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

STKI IT

Market

Health

government $1,350 $1,250 $1,310 $1,350 $1,500

education $250 $230 $235 $230 $260

health $300 $290 $275 $290 $320

banks $900 $815 $835 $850 $800

insurance $350 $400 $425 $430 $400

fin other $200 $190 $215 $245 $246

STKI IT MarketHealth Index

Budgets 2013 Budgets 2014 Budgets 2015

Budgets

2012 2013 2014 2015 2016

$1,525

$1,770

79.38%

$1,405$1,450

76.32%

$1,820

$1,475

81.04%

$1,446

81.55%

$2,080$1,870$1,900

69.52%

Budgets 2012

Client inquiries (STKI) FY 2014-15 shifting

Tri-Modal IT Consequences

IT Centric Business Centric Customer Centric

IT Budget

Divisions Transfer Budget

P/L software vendor

computing

Hybrid

computing

SaaS delivery

The “IT” market is in the middle of profound change

(products/services and vendors)

STKI Summit 2016

Israeli IT Market

2015 Israel IT Market

The Great Debate: explanations

Even if the

graphs “look”

different

“not worse”

just smaller“boutique”

The Great Debate: explanations

Even if the

graphs “look”

different

“not worse”

just smaller“boutique”

VARs or Partners:

NO double bookings for IT market size forecasts

Value Added Resellers

“VAR or Partners”

are incorporated into

STKI’s “TIERS”.

Both sell into the IsraeliMarket.

Products “sold” on the cloud

STKI “books” in on-premises software categories

NO double bookings for IT market size forecasts

IT Market in Israel

STKI Summit 2016

Israeli IT Market

2015 Israel Hardware Market

Vendors: Hardware markets

Israel: IT Hardware Total Market 2014-2016

HARDWARE

Hardware: Servers and Clients

Server Markets

Market Players: Servers (manufacturers)

DB/DW, CONVERGED HW

& OTHER APPLIANCES

Market Players: Servers (Resellers-VARs)

DB/DW, Converged HW & other Appliances

Clients (B2B) Markets

Market Players: Client Computing (manufacturers) B2B

Market Players: Personal Computing (VARs)

Hardware : storage, networking and security

Storage and Networking Markets

storage 2014 2015 2016 2017 2018

Disks (HDD and SSD) 135,000 -3.70% 130,000 -3.08% 126,000 -2.38% 123,000 -2.44% 120,000

VTL Backup and other

Storage Appliances29,000 -3.45% 28,000 -7.14% 26,000 -3.85% 25,000 -4.00% 24,000

Tape Libraries 11,000 -4.55% 10,500 -4.76% 10,000 -10.00% 9,000 0.00% 9,000

total 175,000 -3.71% 168,500 -3.86% 162,000 -3.09% 157,000 -2.55% 153,000

networking 2014 2015 2016 2017 2018

Enterprise Networking 205,000 0.98% 207,000 1.93% 211,000 -2.84% 205,000 -2.44% 200,000

Security / Cyber 95,000 10.53% 105,000 14.29% 120,000 8.33% 130,000 3.85% 135,000

VoIP/Call Center Equipment 55,000 -9.09% 50,000 -4.00% 48,000 -6.25% 45,000 -4.44% 43,000

total 355,000 1.97% 362,000 4.70% 379,000 0.26% 380,000 -0.53% 378,000

Market Players: “storage” (manufacturers)

Disks (HDD and SSD)

VTL Backup, Storage Appliances & networking

Tape Libraries

Market Players: “storage” (VARs)

Tape Libraries

VTL Backup, Storage Appliances & networking

Market Players: Networking Products

Market Players: Security Appliances

Hardware: printers, monitors, self-service and data center

Printers, Monitors, DC Equipment, Self Service Markets

Market Players: DC equipment & enterprise printers

Market Players: POS ,Self-Service, monitors and Video Systems

STKI Summit 2016

Israeli IT Market59

2015 Israel Software Market

Vendors that sell in the Software markets

Israel: IT Software Total Market 2014-2018

SOFTWARE

1,515,500 4.39% 1,582,000 4.42% 1,652,000 4.36% 1,724,000 4.76% 1,806,000

2017 changes 2018changes2014 changes 2015 changes 2016

Infrastructure and Middleware Software

Market Players: system software

Market Players: Storage and Backup Software

Market Players: Data Bases, Cloud and Automation Tools

Market Players: Middleware Software

Delivery and Development Software

Security, Cyber and Regulation (IT-GRC & e-GRC) Software

Market Players: project, portfolio, governance, risk and compliance software

Market Players: Development & ALM Software

Market Players: BSM Software

Market Players: Security/ Cyber Software

Software: Information Management

Software: Information Management Markets

Market Players: KM Tools

Market Players: Collaboration and Output Software

Market Players: Analytics & Data Mgmt Software

Software: Business Applications

Software: Business Applications Markets

Market Players: ERP Software (all sizes)

Market Players: Vertical Application Software

Market Players: CRM + CEM + Contact Centers + Service Channels

Application Software

Market Players: HR /Talent Mgmt/ LMS Software

Market Players: Marketing, WCM and e-commerce software

Marketing Tools .. Campaign Management

STKI Summit 2016

Israeli IT Market86

Israel: Value Added Services Market 2011-2015

VALUE ADDED SERVICES

Vendors that sell in the VAS markets

The SIX categories of IT Value Added Services Offered in Israel

VAS: IT consulting and analysis services

Market Players: IT Consulting

Consulting: IT Strategy / Digital Innovation/ Industry Analysts Consulting: IT Infrastructure/ Delivery (on-premises & cloud)

Market Players: IT Consulting 2

Consulting: IT Business Applications (ERP, CRM, BI…)

VAS: Hardware & Software Maintenance Services

VAS: Hardware Maintenance Services

Market Players: Hardware Maintenance Services

VAS: Infrastructure Projects

Market Players: hardware integration projectsConsolidation/ Virtualization /Monitoring/ BSM/ Storage/

Hardware/ Data Center Environment/ Networking Projects

Market Players: software integration and legacy projects

Software integration, middleware, SOA, BPM, ALM,

Testing tools, DevOps

Market Players: Security Projects

Market Players: Unified Communication (IM,Video,Voice) projects

VAS: Project Management, training and “Hatmaa” services

Market Players: Office of the CIO Projects

Market Players: ALM, Q/A & Testing Projects

Market Players: Training Services

Market Players: “Hatmaa” Projects

VAS: contact center & EGRC Projects

VAS: contact center & eGRC & IT-GRC Projects

Market Players: Risk & GRC Projects

Market Players: VoIP- Call Center Projects

VAS: Business Application Implementation

Market Players: ERP Projects

Market Players: Core / ERP vertical Projects

Market Players: CRM,

Marketing and social (on-premises & cloud)

Market Players:

Knowledge Management (ECM, Portals, LMS)

Market Players: Data Analysis (BI, Analytics, Big Data)

Market Players: Application development (on-premises & cloud)

Market Players: Web Accessibility

Market Players: Migration Projects

Market Players: Mobility Projects

Market Players: IoT and UX Projects

IoT (enterprise) ProjectsUX Design

VAS: outsourcing services

Market Players: "off site" data center

M k Pl h l d k i

Market Players: help desk outsourcing

M k t Pl l t t i

Market Players: complete outsourcing

M k t Pl li ti t l ( d i

Market Players: application cost-plus (managed services,

third party software maintenance, others)

Market Players: application SLA based (managed services, third party

software maintenance, others)

M k t Pl f l (

Market Players: Infrastructure cost-plus (managed services, storage,

DBA services, third party maintenance, others)

VAS: Cloud Services

Market Players: BSaaS (many different) B2B Services

Market Players: PaaS & IaaS Services

* partners

Market Players: SaaS Services

Market Players: DRaaS Services

VAS: Staff Augmentation

Market Players: “gulgalot”- temps- on premises augmentation

Market Players: gulgalot - temps- on premises augmentation

Market Players: Nearshore augmentation

http://index.stki.info/it-tiering/

STKI Israeli Market 2016v2

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