1. Bulgarian EAS Market Outlook
The impact of the economy to Bulgarian EAS
market
Neli Vacheva,
Country manager, IDC Bulgaria
www.idc.com
Copyright 2007 IDC. Reproduction is forbidden unless authorized. All rights reserved.

2. Trends in the Economy, Bulgaria H1 2009
Key Economic Indicators:
GDP 2008: US $49,869 million
GDP Growth slowdown from 6.1% in 2008
to -2.8 in Q1 2009
-3.4 in Q2 2009
Population: 7,64 million
Inflation:
decrease from 11.4% in 2008
to average 6% in Q1 2009 on annual basis
Unemployment:
6.2% in Q1 2009
6.3% in Q2 2009
Source: Bulgarian National Bank
© 2009 IDC 09/11/2009 2

3. Bulgarian IT market 2009 in CEE Context
Bulgaria Total IT Market 2008 CEE Total IT Market 2008
US $1.1884 million US $60 614.89 million
Forecast 2008-2013 CAGR 6.6%* Forecast 2008-2013 CAGR 5.7%
40% 40%
70,000
30%
2,100 30%
60,000 20%
20%
1,700 10%
50,000
10% 0%
1,300
40,000 -10%
0%
-20%
900 30,000
-10%
-30%
500 -20% 20,000 -40%
2007 2008 2009 2010 2011 2012 2013 2007 2008 2009 2010 2011 2012 2013
Total IT Market
Total IT Market
Total IT Current
Current forecast
(*Constant USD) Source: IDC Black Book Q2, 2009
© 2009 IDC

4. EAS Market Highlights Bulgaria
EAS Software Market Size Bulgaria 2008 = US $18.22
Growth: 1.7% (year-on-year) USD*
Vendor Market Share of EAS L&M Revenue (US$M)
Bulgaria, 2008
SAP
Others 34.5%
37.5%
Microsoft:
16.2% Share
29.5% Growth in revenue
41 New EAS installations
Microsoft (Standalone CRM installations not counted)
Infor
16.2%
3.4%
Oracle
8.5%
Source: IDC EAS Software Survey, Bulgaria 2008
© 2009 IDC 09/11/2009 4

5. EAS (ERP) Market Highlights Bulgaria 2009
Enterprise Application Software Market
Growing saturation of the Large and Very Large corporate
segments
Underpenetrated Small and Medium Business Segments
Growing maturity – the demand for ERM has been outstrip
by demand for SCM, OM, CRM
Consolidated market
The L&M revenue in 2009 highly dependent on deals in
Government sector;
© 2009 IDC

6. EAS Market Highlights 2008/ 2009
EAS L&M Revenue by Functional Market, 2008
9.6%
10.4% Enterprise Resource
Management
20.8% Supply Chain Management
Operations & Manufacturing
Applications
Customer Relationship
Management
37.6%
Business Analytics
21.7%
- (ERM) segment remained the largest functional area;
- (SCM) and (OMA) functional areas became essential and the main
purchasing criteria for enterprises;
- Organizations from the large- and very-large-business segments
additionally focus on budgeting and control of financial flows.
© 2009 IDC 09/11/2009 6

7. EAS Market Highlights
EAS L&M Revenue by Functional Market, 2008
9.6% Enterprise Resource
10.4% Management
20.8% Supply Chain Management
Operations & Manufacturing
Applications
E
Customer Relationship
37.6% Management
21.7% Business Analytics
Functional Markets Growth
Enterprise Resource Management -28.5%
Supply Chain Management 16.5%
Operations & Manufacturing Applications 53.9%
Customer Relationship Management 49.1%
Business Analytics 45.2%
Source: IDC EAS Software Survey, Bulgaria 2008
© 2009 IDC 09/11/2009 7

8. EAS Market Highlights
17%
Top 4 Sectors by EAS L&M
Spending, 2008 37%
Change in 18%
Value persantage
Sector Share points
Process Manufacturing 1 6.6% -1 .9%
Discrete Manufacturing 1 8.3% 2.3% 11% 17%
Wholesale 1 7 .3% 6.2%
Retail 1 0.6% 3.0%
Process Manufacturing
Rest of the Market 37 .2% -6.6%
Discrete Manufacturing
T otal Market 100.0%
Wholesale
Retail
Rest of the Market
Source: IDC EAS Software Survey, Bulgaria 2008
© 2009 IDC 09/11/2009 8

9. EAS Market Highlights
EAS L&M Revenue (US$M)
According to End-User Segment
4.3%
19.2% Small Office (less than 1 0 people)
18.9%
Small Business (1 0-99 people)
Medium Business (1 00-499
people)
21.3% Large Business (500-999 people)
V ery Large Business (> 1 000
36.3% people)
Source: IDC EAS Software Survey, Bulgaria 2008
© 2009 IDC 09/11/2009 9

10. CIO Priorities: 2008 vs. 2009
European Enterprises’ IT Strategy for the Next 24 Months
Improving Improving
alignment of IT alignment of IT
with business with business
needs
needs
43%
44%
Reducing cost of
IT
Reducing cost 29%
of IT Improving
17% service levels
Improving
to the business service levels to
39% the business
Other 27%
1%
Q. Which of the following
statements can be best applied
to the general trend of your IT The next drivers:
strategy for the next two years?
Need for integration with other internal and external apps
Analytics for better visibility to business
Need for more predictable financing of the IT activities
Note: n = 500/535 Second tier of EAS applications
Source: IDC European Services Survey 2008/2009
© 2009 IDC 09/11/2009 10

11. Essential Guidance
Make IT costs more predictable;
Help customers understand the cost-saving opportunities;
Prepare for different approaches, not only in terms of
pricing, but also with regard to the support provided to both
clients and partners;
Consider the growing need for integration of EAS systems
with other applications and data sources, the increasing
adoption of SOA, and growing pressure for compliance with
security and data storage policies;
© 2009 IDC 09/11/2009 11

12. Key IT Market Highlights, CEE
Neli Vacheva IDC Bulgaria
Tel: + 359 2 9693056 Dragan Tzankov Blvd 36
nvacheva@idc.com Sofia 1040
Bulgaria
Fax: + 420 221 423 155
Country manager www.idc-cema.com
IDC Bulgarua www.idc.com
© 2009 IDC