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January 2010

Aplana SoftwareI.T. Group

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Building Win-Win Relationships in Software R&D Outsourcing

Victor Weinstein – CEOBill Mangino – VP International Business Development

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Agenda• Company Overview• Our Services • Our Customers• Key Differentiators• Customer Case Studies• Q&A

Agenda

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Software services since 1999, incorporated in 2001• Member of I.T. Group, leading Russian systems integrator • Development locations: Moscow , Penza, Ufa• Client support centers: Russia, USA, UK

People and Processes• Delivery team: over 100 developers, certified specialists –

JBoss, Microsoft, IBM, Oracle• Project management: based on CMM and ISO 9000,

PMBOK (PMI), RUP, MSF methodologies+400 projects worldwide

Company Overview

Образец заголовкаRevenue

Aplana Software Revenue (EUR millions)

2001 2002 2003 2004 2005 2006 2007 20080

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Образец заголовкаMarket Position

Aplana Software Rankings• Global Outsourcing 100 Rising Star in 2006• Deloitte Fast 500 EMEA in 2005, 2006

Aplana Software Awards• IBM Top 100 Business Partner in 2005, 2006, 2007, 2008• Microsoft 2004 – CEE Customer Winner of Year,

Customer Experience of Year• Microsoft 2008 – CEE Smart Client Development Partner of Year • Microsoft 2009 – CEE Web Development Partner of Year,

Software-plus-Services Development Partner of Year

Образец заголовкаOur Services

• Full range of software R&D services• ODC staffing and management• Custom software development • Software product development• Applications integration, re-engineering

and maintenance• QA/Testing Center

Образец заголовкаOur Business Model

What We Provide• Access to advanced technology skills• Full transparency• Creativity and reliability• Software R&D extension

Very Flexible Services Models• Project based• T&M (Time and Material)• Cost plus• BOT (Build Operate Transfer)

Образец заголовкаSome of our Customers, by Industry

Manufacturing and Retail• General Electric • OTIS • Procter & Gamble • Tetra Pak • Renault • Wrigley

Information Technology• GRT Corp.(US)• ICL Smart Card Group (UK/US)• Hewlett-Packard • Management Technologies (US)• Relavis (USA)• Systran (France)• ITIS (UK) • TDSi (UK)

Energy, Oil and Gas• GAZPROM • TNK-BP• Rosneft

Government• Ministry of Industry, Science and

Technologies of RF• State Committee for Statistics of RF• Ministry for Management of State

Property of RF• Ministry of Atomic Energy of RF

Ecommerce and Entertainment• MUZ.RU

Banking and Financial • Central Bank of RF• Absolut Bank• HSBC Bank• Moscovsky Kapital• IFD Kapital• Sberbank of RF• Raiffeisen-Leasing

Telecom• MTS• VimpelCom

Образец заголовкаKey Differentiators

• Focus on long-term relationships• Openness and transparency• Same engineering work culture• Same time zone (near shore)• Deep customer involvement in software

design/development processes• Focus on solving problems rather than selling specific skills

or products

Образец заголовкаCustomer Case Study – MTech (USA)

MTech serves hotels around the globe, providing solutions that enable them to provide better service while working more efficiently.

The Customer Situation• Small Miami, FL based software company with brilliant

sales people• VB based software with good functionality, but time-

consuming integration process and difficult to support• Global customer base, support staff spending life in

planes• Hard to attract qualified software personnel

Образец заголовкаCustomer Case Study – M-Tech (USA) (cont)

The Initial Relationship with Aplana• Initially started working with Aplana due to .NET and Smart

Client skills and experience• First project – “testing the waters” – fixed price• Second project – full system redesign – T&M with a price capThe Transformation• Move to SaaS model drastically reduced sales cycle• Able to add 300 hotels in just 2 months• 10 person, distributed R&D / support team – cost plus basis• +5 year ongoing relationship

Образец заголовкаCustomer Case Study – (UK)

The Customer Situation• Small UK based advanced technology company• Innovative technology, but not enough resources• Multiple R&D locations• Tight customer delivery commitments

A leading supplier information services with an innovative software delivery platform.

Образец заголовкаCustomer Case Study – (UK) (cont)

The Initial Relationship with Aplana• Initially started working with Aplana due to large

database management skills and experience, strong mathematics background

• Created a two tier R&D team – core team with long commitment and low price, additional resources as required

The Transformation• After some pilots all R&D consolidated in head office

and Aplana• Won key accounts by being able to prototype solution in

very short time frame

Образец заголовкаSummary

• Reliable partner, part of I.T. Group• Focus on long term R&D partnerships

and solving customer problems not just selling resources or skills

• Near shore

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Moscow Office84/32 Profsoyuznaya Str, Bld 1.Moscow, 117485, Russia+7 (495) 710 7580

USA Office2600 Philmont Avenue suite 305, Huntingdon Valley, PA 19006, USA+1 (215) 947 4757email: usoffice@aplana.com

United Kingdom OfficeAlexander House, 19 Fleming Way,Swindon, Wiltshire, SN1 2NG, United KingdomTel: +44 (1793) 600 720

email: info@aplana.comwww.aplana.com

Thank you!

Aplana Software