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Growth Opportunities &
Challenges for ICT
in Middle East Markets
April 16th – 18th 2013
Enterprise – Ireland East Point
Jack Diab Chief Business Development Officer
25B Spent on ICT 2012 (USD)
Sources: SAGIA, CITC, NCB
30% Spent on HW and IT services
KSA Budget surplus 2013 (USD)74BOf ME ICT spending is in KSA55%
IT Security
E-commerce
ICT Growth opportunities in ME
Mobile Data
Major IT Security concerns
Signature Based (Yesterday’s attacks)
Intrusion/
Data Manipulation Virus/Spam/
Malware
Signature-less
Advanced Persistent
threats, DDOS
Saudi Arabia appears in Top 10 Botnet source countries
Botnet Concentration
Source: Prolexic Technologies
Opportunities in threat protection
Anti-Virus/Spam
HW/SWOutsourcing/
Managed Services
Mature market Opportunity
Intrusion Detection/
Prevention
APT and DDOS
Mitigation
BYOD
Opportunities in response“Help me fix the vulnerability”
Investment inDetection/Prevention
Investment inResponse/root cause
Packet Capture
Challenges
� Regulation (Cloud, Managed Services)
� Security not a default item on IT budgets
� Long sales cycle
� Price sensitive market
� Local presence/partner
Mobile Data and the 4th wave
Operator’s Dilemma (and opportunity): The 4th Wave - Chetan Sharma
Net R
evenue
Subscriber penetration
Extend the peak
Move up the value chain in VAS
Digital Lifestyle solution provider
Enabler
Utility
VAS/OTT
Access
Messaging
Voice
Delay the decline
12
Exab
ytes p
er
mo
nth
Latin America
Central and eastern Europe
Middle East and Africa
Western Europe
North America
Asia Pacific
6
02012 2013 2014 2015 2016 2017
Mobile Data growth
Source: Cisco Visual Networking Index 1 Exabyte = 1,073,741,824 GB
(66% CAGR) 77% CAGRME & Africa
Exabyteper year in 2017
Saudi Arabia
1
Opportunities in the 4th wave
Applications e/m-commerce Advertising content
Network OptimizationQuality of service
Access, backhaulMobile Data Offload (WiFi, Femtocells)
Infrastructure
VAS enablers
Service
KSA: 3 MVNO licenses in Aug 2013
Challenges
� Regulation (Content filtering and control, Cloud)
� Content acquisition / localization
� Monetization on VAS
� Operator revenue share / feasibility
� Local presence/partner
e/m-commerce MENA
$5b2012
$25b2015
75mil Internet users270mil mobile subscriptions, 56mil in KSA50% smart phones penetration in KSA
e-commerce models in ME
MarketplaceMarketplace Retailer/VerticalRetailer/Vertical
Daily DealsDaily DealsFlash SalesFlash Sales
e-commerce in ME, what we learned
Margins
Cash Requirement
Marketplace
Flash Salesand Deals
Vertical/Retailer
Growth
Challenges
� Feasibility
� Payment
� Logistics
� Localization (Language, CurrencyG)
� Local presence/partner
Payment
70-80%
Credit CardsPrepaid CardsBank TransferOther
Logistics
� Cross border shipping
� Customs inconsistency
� Delivery delays
� In-country fulfillment is a must
JORDAN
SAUDI ARABIA
LEBANON
World’s leading partnerships
About Cyberia
One provider for Connectivity & Security
About CyberiaJORDAN
SAUDI ARABIA
LEBANON
15 years+ experience
1,000+ corporate customers
Consolidated 4 ISPs in KSA
About CyberiaJORDAN
SAUDI ARABIA
LEBANON
Consolidated with an ISP and a DSP
Largest Internet and Data provider
Mobile data player
JORDAN
SAUDI ARABIA
LEBANON
Part of a large Telco group
About Cyberia
