tag:blogger.com,1999:blog-12106006082490286302024-02-07T12:50:31.891+02:00Dr Jimmy's kitchenThis blog holds a "brain dump" about Information Technology, Israeli IT Scene, new phylosophies and books that affect us (technology changes) and some ideas about entrepreneurship.Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.comBlogger227125tag:blogger.com,1999:blog-1210600608249028630.post-24197322850528362112012-03-26T04:52:00.000+02:002012-03-26T04:52:37.811+02:00My keynote at the STKI Summit 2012<a href="http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2012-main-presentation">Dr Jimmy Schwarzkopf STKI Summit-2012-main-presentation</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-48954438186995626082012-03-22T04:42:00.000+02:002012-03-22T04:42:20.249+02:00STKI Summit 2012... Israeli IT Market<div class="separator" style="clear: both; text-align: center;"><img border="0" height="247" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEigdbXg1O2-VXnl3KqCKvdNyv7XGX1TZvxv1NhszQa7uY7sLfqtYNE_oFRqRxiLMTgfjOB1jA5Up3FCcgaxQBKdqGTvfhrEYYn0jdw451Z0rh9TiN5W4HzVsv5yLEb2D4UZHCDes5ONFd9u/s320/first+page_pagenumber.001.jpg" width="320" /><a href="http://www.scribd.com/doc/85804268/STKI-Israel-IT-Market-2012-study">http://www.scribd.com/doc/85804268/STKI-Israel-IT-Market-2012-study</a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-80873223600174787922012-03-22T04:38:00.000+02:002012-03-22T04:38:27.752+02:00Israel 2012 IT MARKET<a href="http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2012-israeli-it-market">STKI 2012 Israeli IT Market</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-22886809578043106652011-12-19T14:40:00.002+02:002011-12-19T14:40:42.921+02:00Hope to see you there<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiPCCDbRxJakPULqL3C1Yywi5YRrActsRchAuqE7nhqf387FgNjfWIWHhbmw1KMHpJTdqS8MEhz4cD02t0CAAAFkpMMJ1-vcMCUbw0tblH5x3W1-1SAHkv4GlyxJ-qlJRb1Fg-Lh5gc_ORf/s1600/save_the_date.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="232" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiPCCDbRxJakPULqL3C1Yywi5YRrActsRchAuqE7nhqf387FgNjfWIWHhbmw1KMHpJTdqS8MEhz4cD02t0CAAAFkpMMJ1-vcMCUbw0tblH5x3W1-1SAHkv4GlyxJ-qlJRb1Fg-Lh5gc_ORf/s320/save_the_date.jpg" width="320" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-2350656497045597262011-12-19T14:38:00.002+02:002011-12-19T14:38:57.711+02:00Israeli "tentative" IT Market 2011<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj33S0c3A7hdJjLzNbrROPJVwSuvfE_8yUXRpYFM0QYlQysQ7YVjPp2cpaSVav0x6LmSKPobLtWTsgvOhaKA2hg_GnbIoxNjKfr0BXVQKuKnCiEp6vhY1rU4RkZ0R_83cXXpIfDJnyJ-M0Y/s1600/market.PNG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="181" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj33S0c3A7hdJjLzNbrROPJVwSuvfE_8yUXRpYFM0QYlQysQ7YVjPp2cpaSVav0x6LmSKPobLtWTsgvOhaKA2hg_GnbIoxNjKfr0BXVQKuKnCiEp6vhY1rU4RkZ0R_83cXXpIfDJnyJ-M0Y/s320/market.PNG" width="320" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-140853137355871952011-09-12T04:24:00.000+03:002011-09-12T04:24:06.887+03:00HAPPY NEW YEAR<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-UK343nyTAXUxtikrRcjDhI0rZb820zxNxC6g0QEO70o7lLZhkNeHQg53ZNgyhWSZ_gqUADLI5i4ZMLDMoDOz_XLSk47FRp0xMvEnG9rEQ3KHpYdniWFGnkbbZGM_Z97vC8xQYtmLxVy_/s1600/happy+new+year.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="235" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-UK343nyTAXUxtikrRcjDhI0rZb820zxNxC6g0QEO70o7lLZhkNeHQg53ZNgyhWSZ_gqUADLI5i4ZMLDMoDOz_XLSk47FRp0xMvEnG9rEQ3KHpYdniWFGnkbbZGM_Z97vC8xQYtmLxVy_/s320/happy+new+year.jpg" width="320" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com1tag:blogger.com,1999:blog-1210600608249028630.post-7393679784087016372011-08-12T08:22:00.000+03:002011-08-12T08:22:29.002+03:00<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgeawUR1b-u6EfQVqFNT7I144dK2mfPqbNhc_ubyCZlJh4mAGy3-itvb32rzux4SphPxJy8L1N-xfqz0X_FYcvInVsQr2wK7YCxUw1UMQWbzlSYmgKQPPX0zHGdkIv8W2m9cFraaExB_hvz/s1600/boidata.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="452" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgeawUR1b-u6EfQVqFNT7I144dK2mfPqbNhc_ubyCZlJh4mAGy3-itvb32rzux4SphPxJy8L1N-xfqz0X_FYcvInVsQr2wK7YCxUw1UMQWbzlSYmgKQPPX0zHGdkIv8W2m9cFraaExB_hvz/s640/boidata.jpg" width="640" /></a></div><div class="separator" style="clear: both; text-align: center;"><br />
</div><div class="separator" style="clear: both; text-align: center;"><span class="Apple-style-span" style="background-color: white; font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;">he Israeli Economy has entered a downward spinn that Bibi and his ministers are not talking about. Gratefully we have Bank of Israel that shows the stats in boi.gov.il (State of the Economy Index % change)</span></div><br />
<div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-6678578566043607592011-08-12T08:18:00.000+03:002011-08-12T08:18:10.546+03:00My new mobile presentation<a href="http://www.slideshare.net/jimmyschwarzkopf/mobile-august-2011">http://www.slideshare.net/jimmyschwarzkopf/mobile-august-2011</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-24788554324583372212011-07-10T15:05:00.000+03:002011-07-10T15:05:42.188+03:00What is happening now?????<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgerVcanE_MBptciCeif3el3sHefiZk4RGgYVGc15G5dDj7xi3Hh0bkJ_RNM7LWk5cmu3yvC6Nf3RAuJoxRwwV2OIMQUKdzCRYigtPIAPoaBW6F6ODBkDhNhdQNq2LyrSsiyHxiE2ywyd1_/s1600/state+of+the+economy.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="406" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgerVcanE_MBptciCeif3el3sHefiZk4RGgYVGc15G5dDj7xi3Hh0bkJ_RNM7LWk5cmu3yvC6Nf3RAuJoxRwwV2OIMQUKdzCRYigtPIAPoaBW6F6ODBkDhNhdQNq2LyrSsiyHxiE2ywyd1_/s640/state+of+the+economy.png" width="640" /></a></div><span class="Apple-style-span" style="font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;">The Bank of Israel puts out a graph about the percent change of the Israeli "state of the economy index"....</span><span class="Apple-style-span" style="font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;"><br />
</span><span class="Apple-style-span" style="font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;">I am following it for the last decade and it usually can forecast IT market behavior.</span><span class="Apple-style-span" style="font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;"><br />
</span><span class="Apple-style-span" style="font-family: 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 11px; line-height: 14px;">I cannot understand the behavior NOW........ ???????</span><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-48007977064590375032011-04-24T17:40:00.000+03:002011-04-24T17:40:54.176+03:00full keynote presentation from Summit 2011<a href="http://www.scribd.com/doc/52693277/Dr-Jimmy-Summarizes-Full-Keynote-Summit-2011-Finalv4p">Full-Keynote-Summit-2011</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-32114155208632639692011-04-24T17:38:00.000+03:002011-04-24T17:38:45.867+03:00My final part of the presentation<div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/YiMw5PfyjpY?feature=player_embedded' frameborder='0'></iframe></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-26355135353195815122011-04-24T17:10:00.002+03:002011-04-24T17:10:10.188+03:00My presentation part 3<div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/DnrRuebiZSQ?feature=player_embedded' frameborder='0'></iframe></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-34531903534356608182011-04-24T16:00:00.002+03:002011-04-24T16:00:31.183+03:00My presentation part 2<div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/VNxDL4L-mVQ?feature=player_embedded' frameborder='0'></iframe></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-35025070763269676632011-04-24T15:59:00.000+03:002011-04-24T15:59:54.358+03:00My Presentation part 1<div class="separator" style="clear: both; text-align: center;"><iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/G5J8TS7b21o?feature=player_embedded' frameborder='0'></iframe></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-24487500734431660882011-04-10T05:54:00.002+03:002011-04-10T05:54:38.817+03:00When we do a mistake ... we have no problem correcting it<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhH_iwynJPfBtRHHBaQQAS1iZMQCpPL4vJ0uSJ4geW1zZrpd01nHjAykntCIn80tFPbecnueosZwhqiFgQrN7GvEuora0VuFCdOvwWOSuuRzGNWx5ebuqJ4DP9J23aCmHVnzzItL5WyPEtX/s1600/Corrected+Testing+Tiers+8_4_2011_pagenumber.001.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="494" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhH_iwynJPfBtRHHBaQQAS1iZMQCpPL4vJ0uSJ4geW1zZrpd01nHjAykntCIn80tFPbecnueosZwhqiFgQrN7GvEuora0VuFCdOvwWOSuuRzGNWx5ebuqJ4DP9J23aCmHVnzzItL5WyPEtX/s640/Corrected+Testing+Tiers+8_4_2011_pagenumber.001.jpg" width="640" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com2tag:blogger.com,1999:blog-1210600608249028630.post-39496497471914309602011-04-10T05:32:00.000+03:002011-04-10T05:32:18.311+03:00What companies (IT departments) does STKI cover?<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjq6xOBpOEcmBp1BFF9eSVAMqqturAFeKBYn5JiEad-q_Dw4CldmWp7pGx_a2PlMrNO47AYTbCh9WmOcy-IMZ0LXPDX2zSTlVu-8ibVcwkhanFnYYMCZ4Ti8WATWt9rGgsJ8wHzul-TD4He/s1600/users.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="570" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjq6xOBpOEcmBp1BFF9eSVAMqqturAFeKBYn5JiEad-q_Dw4CldmWp7pGx_a2PlMrNO47AYTbCh9WmOcy-IMZ0LXPDX2zSTlVu-8ibVcwkhanFnYYMCZ4Ti8WATWt9rGgsJ8wHzul-TD4He/s640/users.png" width="640" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-59158775555211556062011-04-10T05:30:00.002+03:002011-04-10T05:30:43.265+03:00STKI Analysis covers over 100 categories:<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicl5r4TVOCknvDtMrxilYcCTUUBANiFXrTYBWZeGmJH5FDJocqZFORRsPiSeT2nQaxpLm_p3cFgAXHFSvPHgd_0W7AkHr2VytnR5o4x5aa-YFhz0HZtxpcXv6hTTT8LaQqOTnIdk5lSb2_/s1600/Picture3.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="480" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicl5r4TVOCknvDtMrxilYcCTUUBANiFXrTYBWZeGmJH5FDJocqZFORRsPiSeT2nQaxpLm_p3cFgAXHFSvPHgd_0W7AkHr2VytnR5o4x5aa-YFhz0HZtxpcXv6hTTT8LaQqOTnIdk5lSb2_/s640/Picture3.jpg" width="640" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-4590408535867563902011-04-10T05:29:00.002+03:002011-04-10T05:29:42.056+03:00STKI covers about 300 vendors that work in the IT Market of Israel:<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjtFs_bQHMEpzAfbdhqmwin6Kwest9qmy46cwcfBwY5XmMH7LUXAuLByEED7quJoLLdI3l65pvbOrGxSa4gnz_F97nhVjivKlPpaCJLdfe8Udm6wUILOgUUIikX0n9gP7pkVMMOGi9D3DX_/s1600/vendors.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="640" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjtFs_bQHMEpzAfbdhqmwin6Kwest9qmy46cwcfBwY5XmMH7LUXAuLByEED7quJoLLdI3l65pvbOrGxSa4gnz_F97nhVjivKlPpaCJLdfe8Udm6wUILOgUUIikX0n9gP7pkVMMOGi9D3DX_/s640/vendors.jpg" width="500" /></a></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-54137246897057900062011-04-10T05:27:00.000+03:002011-04-10T05:27:59.320+03:00STKI Methodology<div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><b><u><span style="color: black; font-family: "Comic Sans MS"; font-size: 14.0pt;">METHODOLOGY (Equilibrium Model) <o:p></o:p></span></u></b></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><span style="color: black; font-family: "Comic Sans MS"; font-size: 10.0pt;">Starting after our annual STKI Summit (this year it was our 18<sup>th</sup>) we maintain our market model and update it (our segmentation is adjusted when the market changes) constantly.<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><br />
</div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUHaZYxEUV3NNJRHnv0SJB4u1UbtQFXqnTJm0fNKNVKv4ZgScfply2hXHWILWwSVBapQc3NGwCHoTPeMgIKXaWF6NzWq1OrbtGy4voazMF1_ZIYzR1JToCYlnX8V4VtfjHuJIdvAiV1wpS/s1600/Picture4.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="552" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgUHaZYxEUV3NNJRHnv0SJB4u1UbtQFXqnTJm0fNKNVKv4ZgScfply2hXHWILWwSVBapQc3NGwCHoTPeMgIKXaWF6NzWq1OrbtGy4voazMF1_ZIYzR1JToCYlnX8V4VtfjHuJIdvAiV1wpS/s640/Picture4.jpg" width="640" /></a></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><span style="color: black; font-family: "Comic Sans MS"; font-size: 10.0pt;">STKI activity year goes from Summit to Summit, in other words from 1 of April till the end of March. Our summit has been scheduled at a time that all budgets have been closed and we have time to meet and discuss them with clients. At that time vendors can also discuss the past year and new strategies with us.<o:p></o:p></span></div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-2672890890778540532011-04-10T05:25:00.002+03:002011-04-10T05:33:59.099+03:00What does STKI do ?<div class="MsoNoSpacing"><b><span style="font-family: 'Comic Sans MS'; font-size: 12pt;">INTRODUCTION: How did it all start?<o:p></o:p></span></b></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">25 years ago when People & Computers </span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 6pt;">(</span><span style="font-size: 7pt;"><a href="http://www.pc.co.il/">http://www.pc.co.il/</a></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 6pt;">)</span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 12pt;">, </span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">the Interdisciplinary Center for Technology Forecasting </span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 7pt;">(</span><span style="font-size: 8pt;"><a href="http://ictaf.tau.ac.il/">http://ictaf.tau.ac.il</a>) </span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">in Tel Aviv University together with IBM and Digital (I was in Digital at that time) tried to understand the Information Technology Market in Israel (with a clear focus on Hardware and Software Products). <o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><br />
</div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">The study highlighted the problems involved in making surveys in a small market with very few players. We received about 1000 interview results (by Tel Aviv University students) from vendors and users. We tried to get a result we could agree on but failed. The numbers showed that the procurement managers (although they agreed to the survey interview) distorted the truth. The vendors were sure to double or triple their sales numbers. If we added the “interview dollar results”; the amount that industries bought with what the vendors sold, there was a <b><i>one to ten</i></b> correlation. <o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><br />
</div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">After the unsuccessful first try, some of us (vendor marketing) decided to work together and try to share data that wouldn’t be used (by the others) except for the statistical results. So by 1986 we started sharing data for analysis (I am sure we all added a little to make our results better) and we started to get a picture of the market. Each one of us used the data together with their own analysis/methodology.<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><br />
</div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: .25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">I tried to correlate data with account managers (sales) but found that when sales quotas are involved I couldn’t get a straight answer. I couldn’t get them to understand the difference between <b>total IT spent</b> and <b>Digital’s sales potential</b> in a certain account. Example: when an AS/400 or IBM Mainframe was in an account, Digital sales people didn’t count IBM sales in that account in their reports…. IT spent not relevant (they said).<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 5.9pt;"><br />
</div><div class="MsoNormal" style="line-height: 20.65pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.9pt; margin-right: 0in; margin-top: 0in; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><b><u><span style="font-family: 'Comic Sans MS'; font-size: 12pt;">Conclusions for the first Israeli IT Market studies:</span></u></b><b style="mso-bidi-font-weight: normal;"><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"><o:p></o:p></span></u></b></div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 5.9pt;"><br />
</div><div class="MsoNormal" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 5.9pt;"><br />
</div><div class="MsoListParagraphCxSpFirst" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">1.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Hardware and software could be checked (at that time) because there were import tariffs and they were in the public domain. The complication was that every vendor used different import categories for its products in order to minimize taxes. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">2.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Value added services were given as an add-on to hardware/software sales and was subsidized. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">3.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">IT budgets sat on the table of CIOs and they were not going to share it with “students”.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">4.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Every vendor recognized revenue in a different way (i.e.: hardware/software recognized when installed or when used, project recognized when sold or when invoices are paid, percent of software recognized as revenue in Israel, percent of software maintenance recognized as revenue) and none represented the IT market that interested me . <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">5.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Every user recognized his “IT expenditure” differently based on his financing, amortization and company budgets (i.e.: building, electricity, IT salaries and communication costs are not always in the IT books) and again none represented the IT market that interested me. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">6.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">There were a lot of contractor/subcontractor relationships that blurred the real IT vendor in a project (a lot of double bookings). The vendor with the knowledge compared to the vendor that got the project.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">7.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Vendor evaluations in value added services should be done by a combination of the amount of employees in a certain area of expertise and the revenues in that area. Giving more value to “fixed price” projects than “cost plus with no SLA” project.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">8.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Israel has two areas where some of the vendors sell their products/services and none is really part of the IT Market:<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">a.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Military Projects that are not IT projects had to be <b><u>taken out</u></b> of the market size. The IDF has IT units and those <b><u>should </u></b>be taken into account.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">b.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">High Tech companies use computer professionals and buy software/hardware products to incorporate into their products (OEM) : this is <b><u>not</u></b> part of the IT Market. The same High Tech companies have IT departments and that <b><i>should </i></b>be counted.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">9.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">The sum of all <b><i>IT expenditures</i></b> (from users) has to be equal to all <b><i>IT sales</i></b> (from vendors). This is called an <b><u>EQUILIBRIUM MODEL. </u></b>Most research firms are either a “demand-based” (market information based on data from users of IT) or “supply-based” (market information based on data from IT vendors). STKI is one of the only research firms using an equilibrium model in the world and the only one in Israel.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">10.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">The three distinct markets (hardware, software and value added services) and their sub-parts have to be clearly defined (what it encompasses , the players and the buyers)<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">11.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">In some markets, international vendors sell direct and through partners that add value to the sale or not. We had to show the double booking and the value added.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">12.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">This meant I had to define “Israel IT Market” so that it could be meaningful for both vendors and user departments.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level1 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">13.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">We also understood that <b><u>Public Companies</u></b> presenting their annual reportsin good faith and under regulation but the<b><i> financial reports do not</i></b> show:<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">a.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Real revenues of software licenses and maintenance.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">b.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Real revenues of hardware sales.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">c.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Differentiate between new projects and continuing projects revenues. New projects should count more.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">d.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Separate work/ products for OEMs and military non-IT projects.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">e.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Distinguish between work done by the vendor’s employees and work outsourced to another vendor.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">f.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Show the revenues from projects done in fixed price, cost plus (SLA defined) and staff augmentation (non SLA) projects.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">g.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Distinguish between work done by high level professionals in a project and staff augmentation employees in the clients IT department.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 59.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l1 level2 lfo1; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">h.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Distribution of profits between staff augmentation (highly profitable) and projects (less profitable).<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.95pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.95pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.95pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpLast" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.95pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 20.65pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.9pt; margin-right: 0in; margin-top: 0in; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><b style="mso-bidi-font-weight: normal;"><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 12pt; position: relative; top: 0.5pt;">STKI’s “Israeli IT Market” Definition<span style="letter-spacing: 0.45pt;"> & </span>Mod<span style="letter-spacing: 0.45pt;">e</span>l:</span></u></b><b style="mso-bidi-font-weight: normal;"><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 12pt;"><o:p></o:p></span></u></b></div><div class="MsoListParagraphCxSpFirst" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 5.95pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">STKI definition of the Israeli IT market should include the following:<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 23.9pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">1.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Basically we want to count everything that IT departments buy and vendors sell for the IT use in Israel.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">2.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">While personnel expenditures of employees’ salaries is not counted, staff augmentation is counted.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">3.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Hardware expenditures are counted taking out any amortization and other financial amounts. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">4.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Software expenditures include licenses and maintenance costs.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">5.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Value Added Services had to neutralize contractor/subcontractor relationships and give credit for the project only to the vendor doing the actual work.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level1 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">6.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">IT Market covers all “outside” expenditures of IT departments in Israel.<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level2 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">a.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">IT departments of multinational companies that have their headquarters in Israel are counted but not the expenses of subsidiaries outside of Israel that buy their products or services locally.<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="line-height: 12.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l0 level2 lfo2; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">b.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="font-family: 'Comic Sans MS'; font-size: 10pt;">Only local expenditures of Israeli subsidiaries of multinationals are counted.<b><span style="color: black;"> </span></b><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><b><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 14pt;">So what STKI analysts do during the year?<o:p></o:p></span></u></b></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><br />
</div><div class="MsoListParagraphCxSpFirst" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly; mso-list: l2 level1 lfo3; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">1.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">During the year STKI analysts meet with clients (users) and answer inquiries for them. 2010-11 we had over 600 meetings face to face with clients (CIOs and their managers) and answered over 2,000 inquiries. We also meet with groups of 15-30 users and discuss predetermined subjects (we call this round tables). Between 11/2009 till 3/2011 STKI hosted over 90 round tables. STKI runs about 30 surveys a year about subjects from security implementation to software development. In our <b>interactions with IT users </b>(e.g. CIOs, IT managers), our objective is to understand the role of IT in the organization and the corresponding IT strategy, as well as to gain an overview of ongoing and planned projects and strategic decisions. Furthermore, there is an exchange of thoughts on the users</span><span style="color: black; font-family: 'Times New Roman', serif; font-size: 10pt;">’</span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"> experience with IT vendors and their criteria for vendor selection. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"> <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">STKI analysts are involved in: <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">a.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Quality assessments of products and vendors<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">b.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Strategy and architectural solutions<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">c.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Procurement questions <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">d.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Decisions on new technologies<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">e.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Understand their budget <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">f.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Help in best practices/staffing ratios for the Israeli Market<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">g.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Much more<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpFirst" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly; mso-list: l2 level1 lfo3; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">2.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">During the same time they meet with vendors and answer inquiries for them. During 2010-2011 we had over 500 face to face meetings and answered over 1,500 inquiries. We also met with over 60 vendors for vendor briefings (vendors describe their past performance and future strategies). Through the <b>interactions with IT vendors </b>we gain a profound understanding of the organization, portfolio, and the market positioning of the relevant vendors. This way we can assess the revenue information by different dimensions. Moreover, we discuss the market perspectives and outline our market development scenario. <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: 10.0pt; margin-left: 58.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-line-height-rule: exactly;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">STKI analysts are involved in :<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">a.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Market understanding<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">b.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Industries needs and projects<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">c.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">New products and services<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">d.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Product packaging and marketing strategies<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 94.5pt; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l2 level2 lfo3; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">e.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Much mor<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none; text-indent: 22.5pt;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"> </span><b><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 14pt;">So how does STKI deliver it’s research ?</span></u></b><b><u><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"><o:p></o:p></span></u></b></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">To present our results we use several methods:<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpFirst" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l3 level1 lfo4; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><b><span style="color: black; font-family: 'Comic Sans MS'; font-size: 9pt;">1.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span></b><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Trends and Technologies (look at STKI Summit presentations)<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l3 level1 lfo4; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><b><span style="color: black; font-family: 'Comic Sans MS'; font-size: 9pt;">2.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span></b><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Round Table Summaries (</span><a href="http://www.scribd.com/drjimmys">http://www.scribd.com/drjimmys</a>)<span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"><o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l3 level1 lfo4; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><b><span style="color: black; font-family: 'Comic Sans MS'; font-size: 9pt;">3.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span></b><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Israeli Vendor Tiers presentation s<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"> </span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 8pt;">(</span><span style="font-size: 9pt;"><a href="http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2011-israeli-market-data">http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2011-israeli-market-data</a>)</span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 8pt;"><o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoListParagraph" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l3 level1 lfo4; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><b><span style="color: black; font-family: 'Comic Sans MS'; font-size: 9pt;">4.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span></b><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Projects/services <b><i>market positioning</i></b> in over 100 categories<o:p></o:p></span></div><div class="MsoNormal" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 0in; margin-right: 0in; margin-top: .5pt; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
</div><div class="MsoNormal"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiXgoogZsaai0GAEBvRmHY0R1k8ByYJN1b4NbV-Cvmyq_BLxQlnbH7jqtq1o6BcrJeYyYfBwYHyuN2hkaXLaC8e5kPBRGWCVr96hWXNLjfbwoI0eyMwCAMZHOrEBSZNbUggkLEi2fSf2O1U/s1600/Picture1.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="79" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiXgoogZsaai0GAEBvRmHY0R1k8ByYJN1b4NbV-Cvmyq_BLxQlnbH7jqtq1o6BcrJeYyYfBwYHyuN2hkaXLaC8e5kPBRGWCVr96hWXNLjfbwoI0eyMwCAMZHOrEBSZNbUggkLEi2fSf2O1U/s320/Picture1.png" width="320" /></a></div><span class="Apple-style-span" style="font-family: 'Comic Sans MS'; font-size: x-small;"><br />
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</div><div class="MsoListParagraphCxSpFirst" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-list: l3 level1 lfo4; mso-pagination: none; text-autospace: none; text-indent: -.25in;"><b><span style="color: black; font-family: 'Comic Sans MS'; font-size: 9pt;">5.<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> </span></span></b><span dir="LTR"></span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;">Israeli IT department Staffing Ratios </span><span style="color: black; font-family: 'Comic Sans MS'; font-size: 8pt;"><o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><span style="color: black; font-family: 'Comic Sans MS'; font-size: 10pt;"> (</span><span style="font-size: 9pt;"><a href="http://www.slideshare.net/jimmyschwarzkopf/stki-it-israel-2011-staffingratios">http://www.slideshare.net/jimmyschwarzkopf/stki-it-israel-2011-staffingratios</a>)<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="line-height: 11.0pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .5in; margin-right: 0in; margin-top: .5pt; mso-add-space: auto; mso-layout-grid-align: none; mso-line-height-rule: exactly; mso-pagination: none; text-autospace: none;"><br />
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</div><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-30501504479457385222011-03-30T03:04:00.002+02:002011-03-30T03:04:48.077+02:00KM, BI and other enterprise applications presentationsKM, BI and other enterprise applications presentations<br />
<a href="http://www.slideshare.net/Einats/presentations">http://www.slideshare.net/Einats/presentations</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-90265400459187545072011-03-30T03:03:00.000+02:002011-03-30T03:03:24.127+02:00Infrastructure PresentationsInfrastructure Presentations<br />
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<a href="http://www.slideshare.net/pini/presentations">http://www.slideshare.net/pini/presentations</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-28112982037052383302011-03-30T03:02:00.000+02:002011-03-30T03:02:09.779+02:00Security and other Infrastructure Services presentationsSecurity and other Infrastructure Services presentations<br />
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<a href="http://www.slideshare.net/shaharmaor/presentations">http://www.slideshare.net/shaharmaor/presentations</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-89173272836467233502011-03-29T12:09:00.000+02:002011-03-29T12:09:33.348+02:00Keynote at STKI Summit 2011<a href="http://www.slideshare.net/jimmyschwarzkopf/dr-jimmy-schwarzkopf-keynote-stki-summit-2011">http://www.slideshare.net/jimmyschwarzkopf/dr-jimmy-schwarzkopf-keynote-stki-summit-2011</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0tag:blogger.com,1999:blog-1210600608249028630.post-27552069515345531032011-03-29T12:07:00.000+02:002011-03-29T12:07:58.450+02:00Israeli Market Presentation<a href="http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2011-israeli-market-data">http://www.slideshare.net/jimmyschwarzkopf/stki-summit-2011-israeli-market-data</a><div class="blogger-post-footer">Dr Jimmy Schwarzkopf’s work
Copyright 2010@STKI
Do not remove source or attribution</div>Dr. Jimmy Schwarzkopfhttp://www.blogger.com/profile/09782732071836688595noreply@blogger.com0