THE EXPERIENCE OF AN

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THE EXPERIENCE OF AN
IT SOLUTION PROVIDER

UNIVERSITY OF TRENTO

IBM ACADEMIC INITIATIVE


Gino Zanella

TN 21 March 2007

MIND&TECHNOLOGY

Transforming technology into value

Use technology

to improve our customer efficiency and competitiveness
,
allowing them to concentrate on their core business.


The

principal

goal

of

DeltaDator

is

to

become

the

customers’

global

IT

partner

providing

complete

solutions,

applications

and

technological

infrastructure
.



Deep

understanding

of

customers’

business,

high

professionalities
,

technological

know
-
how

are

the

key

competencies

Deltadator

is

focused

on
.


DeltaDator Mission

DeltaDator

is

the

most

important

IT

service

provider

in

Trentino

Alto

Adige

and

the

third

largest

System

Integrator

in

Italy

(source
:

Sirmi)


Group
:

500

employees

/

86
,
6
m

Euro

turnover

in

2006


DeltaDator
:

430

employees

/

more

then

67
m

Euro

turnover

in

2006


over 2750 customers,
1450
of which
have

a
continuous software
maintenance or service
contract

2100 PMI, 600 Public Adm., 200 Banks,

Solutions

Services 47%

Hardware 42%

Software 11%

Customers

P.A. 22%

Banks and Finance


25%

Enterprises
53%

Geographical areas



North West 30%

North East 58%

South 7%

Central 5%


Breakdown

of

turnover

The main indicators in
2006

51 %

1 00 %

55 %

ATF

1 00%

51 %

40 %

2 0 %

Pe nsPlan

Se rvice

2 3 %

40 %

3 5 %

Mountnet

2 0 %

2 0 %

2 9,4 %

Clinichall

2 2 %

65 %

50,3 %

51 %

51 %

40 %

Company and Group Profile

Milano, Brescia, Padova, Firenze,
Atessa (CH), Napoli, Taranto,
Cosenza, Palermo, Sorso (SS)

DeltaDator Offices

Trento, Bolzano, Brunico, Milano, Vicenza,
Cesena, Salerno, Lecco (R&D lab)

Partners & Minority
Shareholdings

The offices






I.T. INFRASTRUCTURES

ENTERPRISES

BANKS

PUBLIC

ADMINISTRATIONS

Thanks to its highly specialized Business Unit, DeltaDator is

a
global technological partner with a complete range of
products and services that provide added
-
value solutions
.

Business Units

DELTADATOR & IBM


DeltaDator

:



-

IBM

Premier

Business

Partner


-

the

most

important

BP

in

North

East

Italy



-

we

sell

all

IBM

products

from

mainframes

to

printers,




furnished

with

IBM

software

and

services




Some

numbers
:


Revenue
:

about

40
%

of

DD

Revenue

comes

from

IBM

Products


Split
:

66
%

HW,

17
%

SW,

17
%

services


System

i
:

25
%

of

that

value

is

related

to

System

i


Deltadator & IBM

ENTERPRISE

DIVISION

Enterprise Division



Leading Solutions



Directional Systems



ERP solutions and SMB applications




Customer Relationship Management



Workflow and document management




Company portals and Web Solutions



Solutions for professionals



HR Management



Videoconferencing

Enterprise Division



Main customers

Enterprise Division



System i Customer

B A N K I N G
DIVISION


Leader solution in Italy

in the Cooperative Credit Sector, with a
market share of

33%


Valid support for bank Management :
provides the framework

for
any type of monitoring


Suitable for any specific requirement
, to interpret the emerging
needs of the modern bank and guarantee competitiveness



May also be used through outsourcing

Following

the

agreement

with

Phoenix

Informatica

Bancaria
,

DeltaDator

became

the

Exclusive

Distributor

of

the

SIB

2000

Banking

Information

System
.


Banking Division



The Banking Information System

Cooperative Credit Banks

Banking Division



Main customers

Other Banks

Banking Division



Main customers

Other Banks

Banking Division



System i customers

P U B L I C

A D M I N I S T R A T I O N

DIVISION

P.A. Division



Innovatori per vocazione

Side by side with Public Administrations towards

the realization of


E
-
GOVERNMENT



Compliance to

EU and national
(CNIPA)

directives


Open Source



Any

operative system or database

bond



User Group



ASP
system


Modular
structure

The web native Suite

The integrated Suite based on
Client/Server architecture


Complete and versatile

applicatory core


Integratable with

specific
procedures


Satisfying
customer needs

Municipalities


Frosinone


Piacenza


Tarquinia


Sabaudia


Asti


Monza


Rho


Buccinasco


Cologno Monzese


Imola


Chioggia


Fano


Schio


Cernusco sul Naviglio


Conegliano Veneto


Nuoro


Legnano


Siena


Marsala


Roma


Firenze


Verona


Padova


Ancona


Parma


Cesena


Cagliari


Trieste


Segrate


Alessandria


Pordenone


San Severo


Dueville


Porcia


Taranto


Cinisello B.


Alassio

Various

Provinces


Roma


Milano


Napoli


Bologna


Catania


Crotone


Ascoli Piceno


Macerata


Chieti


Trieste


Trento


Novara


Vercelli


Macerata


Biella


Bergamo


Grosseto


CO.GE.ME. (Brescia)


Consorzio B.I.M. PIAVE


Consorzio B.I.M. ADIGE


A.S.M. Ancona


Azienda Servizi del
Primiero


ISVAP


Unioncamere


Cassa Ragionieri


Città del fare (Naples)


Parco La Maddalena


Progetto PEOPLE

P.A. Division



Main customers

PA Division



System i customers







IT INFRASTRUCTURE
DIVISION


Know
-
how


Lan
-

Wan


SAN
-

NAS


High Avaliability
-

Clustering


iSeries
-

pSeries
-

xSeries


Server & Storage Consolidation


Windows


Linux
-

Sun Solaris
-

Aix


Lotus Notes
-

Exchange


System Management
-

Tivoli


Citrix
-

Windows Terminal Services

Tarantella


P.O.S.


Tandberg

680 customers/yr

12,000 calls

Company organisation


help desk


systems specialists


designers


security managers


Pre
-
sales


Technical backoffice


hardware laboratory


IT

Infrastructure Division



The know
-
how

MY PERSONAL

EXPERIENCE


My personal experience

One like you

-
High School at “Liceo Scientifico L. Da Vinci


Trento”

-
Two years of Engineering in Povo (the only available)

-
Tree Years at Politecnico in Milan

-
Graduated in Electronic Engeneering in 1988 with a


specialization in Information Technology

-
Thesis on Software Engineering with the title


“An exemple of using meta
-
level inference to solve


Mathematical Symbolic Equations” in collaboration with


University of Trento


My personal experience

What happens next…

-
I spent 1 obligatory year in the army at Italian Air Force


Ministry programming in Clipper

-
Some interviews and at last … the call of IBM

-
5 month preliminary stage in IBM and …


THE SHOCK

The Great IBM still uses those prehistorical languages like Cobol and
RPG ! Where are: C++, Smalltalk, … OO … artificial intelligence ?

My personal experience

What I learned very soon…

-
Real world is a “little” different from the one I studied

-
“Never touch a program that works”

-
Customer are more concerned on their business

-
Customer wants you to speak their language not IT one

-
The trick is translating technology in Customer value


however


-
What you have learned at school helps anyway

-
You can use even old tools in a new way

-
Customers needs new technologies to innovate, secure


and semplify their work and we …you can help them !

-


Reserch is very important but must be tranformed in
business value











My personal experience

A career around System i…

IBM


-
System Engineer

-
Project Manager

-
Sales Rep

-
Sales Specialist


DELTADATOR


-
Product Manager

-
Business Unit Manager

-
IT Sales manager

-
IBM Relationship manager












My personal experience

Suggestions…



-
if you hear of AS/400, iSeries or System i …


pay attention!


-
keep in touch with the business world and
listen to it


-
Take always your skills with you , companies
need them (probably in a flavour you don’t
know)














A voice fro
m your side

University and industry united

under the mark of research




The industrial mind set that has made rich this province
is

evolving toward technology

and opens
new spaces for

university and reserch
,
in a parallel move with the industry
.

You can reduce the space and increse the value of

production, in an evolution that allows the work

world to
absorb an increasing number of graduated

people

in comparision with the past.





Innocenzo Cipolletta


from “Trentino” 18/03/2007