1. INFOTECH CLUSTER: NEW ENGINES OF GROWTH
Moving Forward: Enabling the Growth of ICT in Malaysia
20 June 2012

2. Agenda
• Overview of Infotech Cluster
• Program Highlights of 2011
• 2012 Plans
– Go-to-Market Strategy
– Growth and Development
• Conclusion

3. INFOTECH Mission
Create Globally
Competitive
INFOTECH Companies
Strengthen and enhance
INFOTECH companies
competitiveness
Access to Domestic
and Global Market

4. MSC Malaysia Status Awarded

5. MSC Malaysia Status by Cluster

6. INFOTECH Is The Largest Cluster

7. INFOTECH Companies Equity Ownership

8. 2011 INFOTECH Companies Performance
MYR 10.12b MYR 10.54b MYR 10.50b
Revenue between 0%-5%
for each vertical grouped

9. SCORE+ : More Companies Moving Up The Rank
Year INFOTECH Avg OVERALL Avg
Business
Performance 2009 2.11 2.24
3 2011 2.5 2.67
2.5
Management
2 Financial Capability
Capability
1.5
1
0.5
0
Operation
Talent Development
Management
Innovation Marketing Capability
Year 2009 Year 2010 Year 2011

10. Program Highlights of 2011

11. 2011 Key Highlights
18-23 July 2011
Specialised 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 2011
Specialised 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.

12. 2011 Key Highlights
5 October 2011
Launch of MSC Malaysia Cloud
 4 partners
 23 ISVs
 137 SMEs enabled
6 October 2011
Silicon 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

13. 2011 Key Highlights
November 2011
Creating 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

14. 2012 Plans
Go-to-Market Strategy

15. 2012 - End to End Nurturing and Development
Inbound
Outbound

16. Priority Target Market
Primary Market
Secondary Market Southeast Asia –
Middle East & Malaysia, Indonesia,
Kazakhstan Vietnam
Malaysia USD 28.3Bil
Saudi Arabia USD 39.5Bil
Telco USD 3738Mil
eGov Gulf CountriesUSD 3934Mil
Energy USD 3294Mil
Manufacturing USD 2704Mil
eGov USD 1982Mil
Telco USD 1340Mil
Indonesia USD 30.5Bil
UAE USD 15.3Bil
Telco USD 1645Mil
Energy USD 3383Mil
Manufacturing USD 1529Mil
Telco USD 1720Mil
eGov USD 1478Mil
Transportation USD 849Mil
Vietnam USD 9.8Bil
Manufacturing USD 1534Mil
N. Resources USD 500Mil
Telco USD 447Mil
*2012 ICT Spending
Source – Digital Planet

17. Outbound Strategy Framework
Revenue Generation Process
High
Qualified Sales
Awareness Mindshare Potential
Leads Closed
Leads
DD & SS matching
Partners/Channel
B2B Platforms
Super Buyers
Product Stacking Focus segments
• Malaysia
Solution
• BFSI • Vietnam
Target • Government • Indonesia
Market
• Telco
SCORE 2.5+ • E&E Embedded • Middle East &
Kazakstan
DDI
(Secondary
Market)

18. Enhance Roles for Account Management
Internal External
Proactive Visits Window to MSC Malaysia
•Inbound •MATRADE
Portfolio •SME Corp
•Outbound •Potential
Feedback Solicitation Portfolio VC/Banks
•Developmental
Portfolio
Analysis and Programme •Talent
“Fitting” and Recommendation Development
•Funding
HIGH POTENTIAL (MGS, Risk
MSC Capital)
ACCOUNTS Malaysia •Enterprise
Stakeholders Development
Companies
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

19. Key Sector Development – Stacking Process
Demand driven Key Supply driven Solution
Industry Verticals Stack identification
identification
• Indentify Industry verticals that will • Select INFOTECH MSC companies
provide the greatest opportunities offering the indentified solutions
and package these solutions into
• Superbuyers from specific Industry Matching end-to-end Solutions Stacks
Verticals or Superagents that have
existing, specific needs for end-to- • Identify gaps in the Solution
end solutions Identified Stack, recruit new companies or
retrain existing companies to fill
• Identify solutions that fits within the gap
the solution value-chain of each
Industry Vertical
Promote
Other Potential Superbuyers or Superagents within same
Industry Verticlas

20. Key Sector Development – Stacking Approach
Eg: Banking, Financial Service and Insurance Industry
Self-service, Online, Bringing best of breed
Mobile Banking together to form logical
solution stacks
Treasury
Insurance
Systems Network Integrated Core Banking CRM SFA Security
Portfolio Management
Solution Stacks: Credit Cards Mgmt
Stacking complimentary
product categories and Loan and Risk Mgmt
subsystems to deliver a
vertically and horizontally Collection Management
integrated end-to-end
solution

21. 2012 Plans
Growth and Development

22. Growth and Development
Enterprise Export Accelerator Connectivity &
Management Program Mentorship
Enhance professional Accelerate INFOTECH Access to network
and organizational companies of experts who
capability of INFOTECH readiness to enter offer insights to
companies overseas market market, funding &
innovation
Augmenting Capability Development and Skills

23. Augmenting Capability Development
BD
Understand
market and
identify buyer
requirement
Superbuyer
G&D
GAPS: INPUTS & REQUIREMENTS
 Develop Capabilities
Growth & Development
required to compete INFOTECH :
AM
Market Capability &
Access to Markets
Market Intel
Management
Development
Identify match
Profiling
Globally competitive
 Align capabilities
Enterprise
and build stack.
Priority Markets program to market
BFSI requirements
Self-
Product Stacks
service, Online,
Mobile Banking
 Accelerate company
Treasury
Insurance
Collection
Management readiness
Portfolio
Management
Credit Cards
Mgmt
Loan and Risk
Mgmt
Integrated Core
Banking

24. Conclusion

25. INFOTECH Creating Next Engine of Growth
Market Development
Product Stacking and Develop local and
Growth and
Development international market by
Development
Increase capability aligning INFOTECH
Develop capabilities
through innovation and companies competitive
required to compete
product development advantage to market
requirements.