1. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Summary of Key Findings of the Project Report – Profile of the USA ICT Sector ICT Sector Internationalization Project Metropolitan area of Bari - Italy Bari, January 30, 2008

2. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Principal Consultant & Founder, ICT●Sector Tracks and interprets market trends, competitive dynamics, regulatory policies, capital spending, venture capital investment and disruptive innovation in information and communication technology (ICT) Works with client organisations to formulate strategies and implement programmes to advance growth and competitiveness agendas through international business development initiatives in the ICT markets of the US and EU Dale Smith is a technology industry analyst and advisor having over 20 years of experience in the ICT sector with leading compaines in the technology sector such as - Cisco Systems, BellSouth Mobile Data, Rockwell International and TRW Space Systems. Prior to founding ICT ● Sector as an international business development consultancy, Dale was most recently based in Silicon Valley, California where he was the ICT Sector Adviser to UK Trade & Investment (UKTI). Dale E. Smith

3. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Have a conversation to surface insights, suggestions, ideas and strategies that are potentially useful to your decision making regarding commercial opportunities in the U.S. ICT sector. Key Objective

4. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) MBS Industry (Markets) Policy (Public Sector) Technology (Academic & Private Sectors) Industrial, Regulatory and Competition Policies Industry, Market and Product Trends Science, Technology and Innovation Priorities Trade & Investment Opportunity Trade & Investment Opportunities

5. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Ordo ab Chao

6. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Hold On…Wait a Minute… This seemingly endless stream of announcements coming out of the U.S. ICT sector motivates an effort to render some kind of order to all the chaos

7. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Digital Convergence

8. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Transition from circuit-switched to packet switched (IP) Transition from simple connectivity to application services Transition from wired access to wireless access Transition from copper infrastructure to all-optical Transition from IPv4 to IPv6 (Internet Protocol version 6) Transition from one-to-one to one-to-many Transition from communication to interaction and collaboration Convergence of voice, video and data services Convergence of mobile and fixed networks Convergence of public and private networks Convergence of local and global networks Convergence of corporate IT and consumer electronics Convergence of broadband, wireless and Internet technologies ICT Sector Convergence

9. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) “What is driving this Convergence ”?

10. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Source: http://opengardensblog.futuretext.com/ Evolution of the Internet

11. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Source: Ethernet in the First Mile: Making Universal Broadband Access a Reality, Ethernet in the First Mile Alliance, 01 June 2002 Evolution of Broadband

12. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Source: The CIO’s Guide to Wireless in the Enterprise, Research in Motion, 2006 Evolution of Wireless

13. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) MBS Internet Technologies Wireless Technologies Broadband Technologies High-Value Technical Innovation Disruptive Technical Innovation Innovation Drives Convergence

14. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) MBS Internet Technologies Wireless Technologies Broadband Technologies MBS IMS IPv6 Web 2.0 MPLS WiMAX Wi-Fi And, Creates Technology Ecosystems

15. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Convergence is the defining characteristic of the U.S. ICT sector Innovation is the key driver of convergence And, technology ecosystems emerge as a result It is within these technology ecosystems that great value and wealth are created Strategic Summary

16. Intervento finanziato dall’UE – F.E.S.R. sul POR Puglia 2000-2006 – Misura 6.2 azione b) Begins with basic questions: –Why expand…and why now? –Why expand to the U.S.? –What geographic area makes sense? –Are there ecosystems to plug in to? –Do you understand your target customer’s technology decision- making and procurement/purchasing processes? –Are you able to conduct an exploratory visit? –Have you identified events, industry associations, communities of interest or pubic sector organisations set up to facilitate international commerce? –What targets/goals (i.e. sales) do you have and over what period of time? –What marketing infrastructure will you leverage to drive sales revenue growth? –What will be your approach to product support and customer service infrastructure and how will you be putting it in place? Market Entry Questions