Zbigniew Rymarczyk - Strategia rozwoju oferty Comarch ERP

Okay, I warmly welcome you all. I'm glad to see such a turnout despite the unfavorable weather. I want to present the main development directions of our management systems, including XL but not only. I'll start with a slide I showed a year ago: a quote from Anderson's book that business is constant change, and the companies that win are those that best predict and adapt.

Our guiding motto is to unleash the full potential of every company. We aim to develop solutions that help you run your business more effectively. This chart shows Comarch's market share in management software based on licenses and updates sold for 2012. We haven't seen 2013 data yet but expect to at least maintain our position.

I want to discuss current technological trends. This photo of the Iron Bridge in England illustrates a lesson: when a new material became available, people initially used it in the same way as wood, causing the bridge to collapse. The new material must be used in a completely new way. Similar revolutions are happening now in IT, business, and politics. For example, nearly 200 robots were sold worldwide last year, including home vacuum cleaners.

The biggest trends affecting us are cloud computing and mobile solutions. The cloud is not a radical innovation; we're returning to centralized processing. At Comarch, we have our own data centers in Krakow, Dresden, Warsaw, and soon Lille. We offer XL as a service. Mobile devices are now standard computers. They enable tasks like inventory management and sales force automation. We see smartphones as tools, not gadgets.

It's fascinating that the computing power of all NASA computers used for the moon landing is less than that of a modern smartphone. Another example: social media like TripAdvisor has 74 million monthly users and can influence business. In Poland, a Facebook revolt forced Cyfra Plus to change its pricing. This shows the power of online communities.

When IBM was near bankruptcy, its CEO asked 30 key clients what to do. That approach is valuable. But tools like TripAdvisor scale that. A BCG study commissioned by Microsoft found that companies using advanced IT not only grew sales faster but also increased employment by 8% over three years, compared to a 1% drop for low-tech firms. Technology automates but also creates jobs.

Based on these trends, our strategy focuses on product development. Our goal is sales growth roughly twice as fast as the ERP market, which we expect to grow 3-7% this year. We set a target around 70% growth, though that seems ambitious. More important is the quality goal: increasing your satisfaction and unleashing your company's full potential.

Concretely, we are developing the Comarch ERP 2.0 concept. We don't want to rewrite XL but to enable work from smartphones, tablets, and modern interfaces. We want to simplify e-commerce, automate internal processes, and increase data security. Comarch is the only Polish ERP vendor offering such an integrated suite with its own data centers. Our solutions can be purchased or rented as a service.

E-commerce is growing much faster than traditional retail. A German company, LXS Bike, chose our ERP and online store hosted in our Dresden data center. Their owner said our system was easy to implement and perfect for both startups and established online retailers. This success in a competitive market like Germany confirms our quality.

Our product lines include Comarch ERP for large enterprises, XL for medium-large trading and retail chains (designed for foreign markets), and Optima for small firms, accounting offices, and medical clinics. We are the only Polish ERP producer implementing the same system both in Poland and Western Europe. Across all products, we focus on performance, ergonomics, compliance, and integration via ERP 2.0.

For XL, we are planning a Vendor Managed Inventory module inspired by client feedback and SAP. It allows suppliers to manage your stock levels. Other developments include interface redesign, multi-company functionality, and better integration with ERP 2.0. The new interface already offers improved interaction and usability.

I showed a TV ad that relates to our new user community, launched this year. The community allows users to submit ideas, vote on them, and ask questions. Our development is driven by your practical experience. We cannot implement every idea, but the highest-rated features will be built. This open platform lets you influence our roadmap and help each other.

Let me demonstrate the community. You can browse ideas without logging in; to submit or vote, you need an account. I'll quickly log in and show an idea I submitted: adding a 'waste' parameter to mark damaged products. Users can vote yes or no, and we commit to implementing top-rated features. This gives direct feedback and ranks contributors with points and badges.

To summarize: our financial results are strong. Last year sales grew 10%, and after Q1 this year they increased 35% to nearly 30 million PLN – the best dynamics in seven years. XL sales alone rose over 40% in one month, and mobile and cloud solutions grew 60-80%. These results confirm our development direction is correct. Thank you very much.