THE EXPERIENCE OF AN IT SOLUTION PROVIDER

1. UNIVERSITY OF TRENTO IBM ACADEMIC INITIATIVE Gino Zanella TN 21 March 2007 THE EXPERIENCE OF AN IT SOLUTION PROVIDER

2. DeltaDator Mission MIND&TECHNOLOGY Transforming technology into value Use technologyto improve our customer efficiency and competitiveness, allowing them to concentrate on their core business. The principal goal of DeltaDator is to become the customers’global IT partnerproviding complete solutions, applications and technological infrastructure. Deep understandingof customers’ business, high professionalities, technological know-how are the key competencies Deltadator is focused on.

3. Breakdown of turnover Customers Solutions Geographical areas North West 30% Enterprises 53% Services 47% Software 11% Banks and Finance 25% Central 5% South 7% North East 58% P.A. 22% Hardware 42% The main indicators in 2006 DeltaDator is the most important IT service provider in Trentino Alto Adige and the third largest System Integrator in Italy (source: Sirmi) • Group: 500 employees / 86,6m Euro turnover in 2006 • DeltaDator: 430 employees / more then 67m Euro turnover in 2006 • over 2750 customers, 1450 of which have a continuous software maintenance or service contract2100 PMI, 600 Public Adm., 200 Banks,

4. Company and Group Profile 65 % 22 % 100% 50,3 % 29,4 % 100 % 51 % 40 % 40 % 20 % PensPlanService 55 % 20 % 35 % 51 % 51 % 23 % 20 % Clinichall ATF Mountnet 40 % 51 %

5. The offices DeltaDator Offices Trento, Bolzano, Brunico, Milano, Vicenza, Cesena, Salerno, Lecco (R&D lab) Partners & Minority Shareholdings Milano, Brescia, Padova, Firenze, Atessa (CH), Napoli, Taranto, Cosenza, Palermo, Sorso (SS)

6. Business Units Thanks to its highly specialized Business Unit, DeltaDator isa global technological partner with a complete range of products and services that provide added-value solutions. I.T. INFRASTRUCTURES ENTERPRISES BANKS PUBLIC ADMINISTRATIONS

7. DELTADATOR & IBM

8. Deltadator & IBM DeltaDator: - IBM Premier Business Partner - the most important BP in North East Italy - we sell all IBM products from mainframes to printers, furnished with IBM software and services Some numbers: • Revenue: about 40% of DD Revenue comes from IBM Products • Split: 66% HW, 17% SW, 17% services • System i: 25% of that value is related to System i

9. ENTERPRISE DIVISION

10. Enterprise Division – Leading Solutions • Directional Systems • ERP solutions and SMB applications • Customer Relationship Management • Workflow and document management • Company portals and Web Solutions • Solutions for professionals • HR Management • Videoconferencing

11. Enterprise Division – Main customers

12. Enterprise Division – System i Customer

13. B A N K I N G DIVISION

14. Banking Division – The Banking Information System Following the agreement with Phoenix Informatica Bancaria, DeltaDator became the Exclusive Distributor of the SIB 2000 Banking Information System. • Leader solution in Italy in the Cooperative Credit Sector, with a market share of33% • Valid support for bank Management : provides the framework for any type of monitoring • Suitable for any specific requirement, to interpret the emerging needs of the modern bank and guarantee competitiveness • May also be used through outsourcing

15. Banking Division – Main customers Cooperative Credit Banks

16. Banking Division – Main customers Other Banks

17. Banking Division – System i customers Other Banks

18. P U B L I C A D M I N I S T R A T I O N DIVISION

19. P.A. Division – Innovatori per vocazione Side by side with Public Administrations towards the realization of E-GOVERNMENT The web native Suite • Compliance toEU and national (CNIPA)directives • Open Source • Anyoperative system or databasebond • User Group • ASP system • Modular structure The integrated Suite based on Client/Server architecture • Complete and versatileapplicatory core • Integratable withspecific procedures • Satisfying customer needs

20. P.A. Division – Main customers • Vercelli • Macerata • Biella • Bergamo • Grosseto • Roma • Milano • Napoli • Bologna • Catania • Crotone • Ascoli Piceno • Macerata • Chieti • Trieste • Trento • Novara • Cassa Ragionieri • Città del fare (Naples) • Parco La Maddalena • Progetto PEOPLE • CO.GE.ME. (Brescia) • Consorzio B.I.M. PIAVE • Consorzio B.I.M. ADIGE • A.S.M. Ancona • Azienda Servizi del Primiero • ISVAP • Unioncamere Municipalities Provinces • Roma • Firenze • Verona • Padova • Ancona • Parma • Cesena • Cagliari • Trieste • Segrate • Alessandria • Pordenone • San Severo • Dueville • Porcia • Taranto • Cinisello B. • Alassio • Frosinone • Piacenza • Tarquinia • Sabaudia • Asti • Monza • Rho • Buccinasco • Cologno Monzese • Imola • Chioggia • Fano • Schio • Cernusco sul Naviglio • Conegliano Veneto • Nuoro • Legnano • Siena • Marsala • Various

21. PA Division – System i customers

22. IT INFRASTRUCTURE DIVISION

23. ITInfrastructure Division – The know-how Company organisation Know-how • Lan - Wan • SAN - NAS • High Avaliability - Clustering • iSeries - pSeries - xSeries • Server & Storage Consolidation • Windows – Linux - Sun Solaris - Aix • Lotus Notes - Exchange • System Management - Tivoli • Citrix - Windows Terminal Services Tarantella • P.O.S. • Tandberg • help desk • systems specialists • designers • security managers • Pre-sales • Technical backoffice • hardware laboratory 680 customers/yr 12,000 calls

24. MY PERSONAL EXPERIENCE

25. My personal experience One like you • High School at “Liceo Scientifico L. Da Vinci – Trento” • Two years of Engineering in Povo (the only available) • Tree Years at Politecnico in Milan • Graduated in Electronic Engeneering in 1988 with a • specialization in Information Technology • Thesis on Software Engineering with the title • “An exemple of using meta-level inference to solve • Mathematical Symbolic Equations” in collaboration with • University of Trento

26. My personal experience What happens next… • I spent 1 obligatory year in the army at Italian Air Force • Ministry programming in Clipper • Some interviews and at last … the call of IBM • 5 month preliminary stage in IBM and … THE SHOCK • The Great IBM still uses those prehistorical languages like Cobol and RPG ! Where are: C++, Smalltalk, … OO … artificial intelligence ?

27. My personal experience What I learned very soon… • Real world is a “little” different from the one I studied • “Never touch a program that works” • Customer are more concerned on their business • Customer wants you to speak their language not IT one • The trick is translating technology in Customer value • however • What you have learned at school helps anyway • You can use even old tools in a new way • Customers needs new technologies to innovate, secure • and semplify their work and we …you can help them ! • - Reserch is very important but must be tranformed in business value

28. My personal experience A career around System i… • IBM • System Engineer • Project Manager • Sales Rep • Sales Specialist • DELTADATOR • Product Manager • Business Unit Manager • IT Sales manager • IBM Relationship manager

29. My personal experience Suggestions… • if you hear of AS/400, iSeries or System i … • pay attention! • keep in touch with the business world and listen to it • Take always your skills with you , companies need them (probably in a flavour you don’t know)

30. A voice from your side University and industry united under the mark of research • … • The industrial mind set that has made rich this province is • evolving toward technology and opens new spaces for • university and reserch, in a parallel move with the industry. • You can reduce the space and increse the value of • production, in an evolution that allows the work • world to absorb an increasing number of graduated • people in comparision with the past. • … • Innocenzo Cipolletta • from “Trentino” 18/03/2007