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National champions, the providers that focus on a specific region or country, remain under competitive pressure from the global and multinational providers.

德国——GERMANY

2005: €10.6B 2010: €16B 2005-2010 CAGR: 8.6%

Drivers: Cost reduction above all, focus on core business, refocus internal IT

Inhibitors: Security/privacy, lack of trust, loss of control

Key trends:

Global economic pressures have forced many organizations to look at outsourcing as a viable option

In the short term, objectives such as flexibility and agility are secondary

Pressure to divest internal IT departments or internal shared service organizations remains strong

Global delivery gaining ground especially toward Eastern Europe

Intensifying competition between strong German players and global ones

Legacy system modernization will remain a key objective

The German market is “federated” in several ways: government responsibilities, industrial centers, buying centers within enterprises, and management structures in place. All of this makes doing business in Germany (and negotiating significant IT service deals) unique. Decision processes tend to be longer, require more consensus building and often entail more travel than in other parts of Europe. For a long time, the majority of German organizations have considered IT operations as a key component to maintain or enhance their level of competitiveness in the market. This has, as a consequence, slowed the outsourcing growth. In the past two years, however, economic pressures have forced many organizations to look at outsourcing tactically to cut cost. While in the short term, achieving flexibility is a secondary objective, organizations look at outsourcing as a way to refocus their internal capabilities while focusing on their core business. The traditional inhibitors around security, trust and loss of control apply.

While non-German external service providers (ESPs) still find it difficult to position themselves in Germany (exceptions are IBM Germany, which established itself early on as a “German” ESP, and HP, based on its early SAP hosting business and penetration as a technology provider), German providers maintain strong domestic positions and are starting to focus on expanding their international presence (through T-Systems).

In the short term, German organizations will still consider selling their own IT capabilities, while global providers will see these as viable targets to build capabilities as long as they provide financial support through a long-term outsourcing deal.

Finally, beyond potential healthy growth for ERP application outsourcing initiatives (especially SAP), as many organizations look at legacy system modernization, it is likely that many projects will evolve and deploy model to include the long-term management of applications.

东欧——EASTERN EUROPE

2005: €1.1B 2010: €1.6B 2005-2010 CAGR: 7.9%

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