NB07-72 November 2012

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IT Infrastructure Outsourcing Services Market:

Brazil, Argentina, and Chile

Maturity and New Business Models are Driving Investments in Datacenter Services in Latin America

NB07-72

November 2012

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Contents (continued)

Section Slide Numbers

Analysis and Forecast of the Chilean IT Infrastructure Outsourcing Services Market 55

• Market Overview 56-57

The Frost & Sullivan Story 76

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Market Overview

The stable moment of the Brazilian economy is helping the development of IT sector. As an emerging market in terms of IT Spending. it is expected that IT grows two times the GDP which in 2011 grew percent compared to 2010. Even though it is early 2012 Brazilian government expects the GDP to reach a to percent growth and the market is assuming a percent growth in IT sector in Brazil.

Foreign and more mature economies, like the United States and Europe, are strongly investing in Brazil as a way to take advantage of the great IT opportunities since their markets are already mature and do not leave great margin for growth. During 2011, Brazil has already seen great movement related to this, especially in the datacenter market, as companies expand their datacenter capacity locally and there are several M&A from companies in the region (and several M&A between foreign and local companies). All this movement is due to the increasing maturity regarding datacenter offerings and demand in the Brazilian market. Although there are still issues concerning outsourcing, it is clear that the market is more mature when adopting these services. The market still has great demand for basic services, such as co-location, but is moving to more value added services.

Datacenter is an important tool for companies who want to expand their portfolio. Clients need more value- added services but can’t forget about the infrastructure. In this scenario, a great number of companies outsource their infrastructure to a third party and expect to have basic services attached to value-added services. Another scenario is represented by non-datacenter companies that need this service to complement their offerings, regarding application, processing, software, data, and network.

With mobility and what the market calls “Big Data,” companies need even more storage and processing capacity to meet customer needs. Outsourcing presents itself as a easy and more reliable way to do so.

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Drivers and Restraints

Market DriversMarket Restraints

1-2 Years 3-4 Years 5-6 Years

Brazilian market is facing a more mature moment in terms of buying datacenter services

Cost reduction is still a great appeal of datacenter offerings

Security remains something important to look at when offering datacenter services Stable and favorable Brazilian economic moment

market is expanding and increasing

Cultural barriers regarding outsourcing Greater focus on strategy as companies

outsource what is not core

Lack of well prepared professionals to attend the increasing demand

Impact: High Medium Low

IT Infrastructure Outsourcing Services Market: Key Market Drivers and Restraints, Brazil, 2012-2017

Increasing data generated

Increasing need for energy capacity

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Drivers Explained

Brazilian Market is Facing a More Mature Moment in Terms of Buying Datacenter Services

It is clear that Brazilian market specially big centers like São Paulo and Rio de Janeiro are more likely to invest in Outsourcing. Large enterprise and now small and medium business (SMB) are overcoming some myths regarding datacenters and are finally understanding the benefits of this business models and trusting services providers capabilities to guarantee availability and service level agreement (SLA).

Best sellers and regular services like co-location still have great demand but datacenters are willing to add more value to the offering with dedicated hosting, disaster recovery, and storage.

Stable and Favorable Brazilian Economic Moment Market is Expanding and Increasing

With the uncertainty of the United States and European economy, companies look for new markets to expand operations and increase revenue. The Brazilian economy favors new investments because the economy and especially IT investments have shown great signs of growing over the next year. This movement is even strong, even considering that the datacenter market that is getting highly competitive in Brazil. The market has witnessed M&A processes, foreign investment in capacity expansion, and new datacenters being built by companies in order to attend increasing demand.

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Drivers Explained (continued)

Cost Reduction is Still a Great Appeal of Datacenter Offerings

The strategy to turn capital expenditure (CAPEX) into operational expenditure (OPEX) is a great option to reduce cost. Instead of investing money in expanding capacity and having to manage and control it, companies are willing to turn it into services. IT means that outsourcing is a valuable option to reduce cost because since, companies won’t have to spend their own money in servers just to host e-mails.

Greater Focus on Strategy as Companies Outsource What is not Core

The role of the Chief Information Office (CIO) is changing. Through outsourcing, it is possible to start thinking of how IT can leverage business and revenue.

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Drivers Explained (continued)

Increasing Data Generated

The total data generated in the market is increasing, driven mostly by mobility with the higher adoption of smartphones and tablets. Due to this movement, the market has witnessed a great demand for storing and processing data.

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Restraints Explained

Increasing Need for Energy Capacity

Brazil has one of the highest costs of energy in the world, which is one of the major costs of a local datacenter. In the near future, datacenters will tend to be smaller but much more optimized in terms of processing and will demand more energy capacity. Providers are already talking and thinking about how to prepare for this. Using generator sets that are both gas and diesel powered are alternatives for the market.

Lack of Well Prepared Professionals to Attend the Increasing Demand

A common restraint faced by most companies in the Brazilian market is to find capable professionals to work on outsourcing projects. Good professionals are becoming too expensive and strongly disputed by big companies in the market. Government is investing to increase the number of students graduating and specializing in IT here in Brazil. On the other hand, IT companies are looking into their own structure and working to develop and maintain professional future leaders.

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Restraints Explained (continued)

Cultural Barriers Regarding Outsourcing

When it comes to moving the infrastructure to a third party provider there are still some issues mentioned by IT executives preventing them to make a stronger movement into outsourcing. According to these executives. there is a fear of losing control of the infrastructure once it is not managed by them and also some concerns to understand the new role of the CIO that was always known by the responsible only for the infrastructure with a technical speech and now has to adapt to be more strategic in the company.

Security Remains Something Important to Look at When Offering Datacenter Services

Security concerns are strongly decreasing over the year with the maturity from both demand and provider side regarding datacenter offerings. Some IT executives remain suspicious even though they understand the benefits and relevance for the operation. The fear of having shared environment and information and the risk of losing it or having it accessed by other person inappropriate are some of the main security issues mentioned by these executives.

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Source: Frost & Sullivan analysis.

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Market Engineering Measurements

Market Stage

Mature

Market Revenue

$ B

(2011)

Market Size at End of Forecast Period

$ B

(2017)

Compound Annual Growth Rate

%

(CAGR 2011-2017)

Customer Price Sensitivity

9

(scale:1 [Low] to 10 [High])

Market

Concentration

%

Degree of Technical Change

5

IT Infrastructure Outsourcing Services Market: Brazil, 2011 Market Overview

Stable Increasing Decreasing

(% of market share held by top 3 companies)

Customer Satisfaction (From 1 to 10)

7

Degree of Competition (From 1 to 10)

7

Base Year Market Growth Rate

%

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Revenue Forecast

0.0 1

0.00

2010 2011 2012 2013 2014 2015 2016 2017

Revenue Growth Rate (%)

Revenue ($ Billion)

Year

IT Infrastructure Outsourcing Services Market: Revenue Forecast, Brazil, 2010–2017 Revenue CAGR (2011–2017) = %