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? Increased competition between regional and global ESPs

? Cultural affinity seen as crucial to guarantee deal success/longevity

Each of the four country markets that compose the Nordic region has its own distinct characteristics and buying behaviors in IT services. However, if we look at the forecast growth between 2005 and 2010, we expect the region to grow at a similar speed (despite size differences) of about 8%.

Denmark: Sometimes seen as the 'entry point' for the global service providers to the Nordics. Expected growth is from €856 million in 2005 to €1.2 billion in 2010 (CAGR of 7.8%).

Finland: Unique in the Nordic region as buyers focus much more on business value of an outsourcing deal rather than just cost. Expected growth is from €1 billion in 2005 to €1.45 billion in 2010 (CAGR of 7.5%)

Norway: Remains the smallest outsourcing market in the region. Expected growth is from €1.2 billion in 2005 to €1.8 billion in 2010 (CAGR of 8.1%)

Sweden: Largest market and very cost-competitive. Probably the Nordic country targeted most by offshore providers currently. Expected growth is from €2 billion in 2005 to €3.1 billion in 2010 (CGR of 8.7%)

From a client perspective, the Nordic region market is generally mature, with many large corporations in second- or third-generation outsourcing deals. Global delivery is widely accepted as an option.

Competition between regional providers and global providers is increasing; this was initiated by the inability of local providers to support the operations of key Nordic organizations around the globe.

However, recent acquisitions and divestitures by both local and international providers prove that the market has still got room for further maturation and consolidation.

ºÉÀ¼¡ª¡ªNETHERLANDS

2005: €3.4B 2010:€5B 2005-2010 CAGR: 8%

Drivers: Cost reduction above all, agility/flexibility, improving service to end users

Inhibitors: Loss of IP and control, security/privacy, high cost

Key trends:

? Market shows mixed signs of maturity (organizations accept global delivery) and immaturity (sourcing strategy is often neglected)

? Market split between large global corporations and wide portion of SMBs

? Increased competition for local/national champions

? Application under scrutiny for externalization

The market in the Netherlands is one of the more modern IT outsourcing environments in Europe, closely following the U.K. in many trends. A focus on global delivery and the expansion of many deals into the application or business process layer points to more market maturity.

This maturity is driven primarily by the relatively high proportion of large (and often multinational) enterprises headquartered in the Netherlands and competing in major markets such as financial services.

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