Anca Fotache, EMEA Service Delivery Director

Connecting Talents, Hiring for Success

We believe that entrepreneurial strength makes things happen. That’s why we want to make digital a reality

for everyone.

We co-create with our global ecosystem in a flexible and agile way to confront business challenges, and

develop disruptive solutions focused on delivering results for businesses of

tomorrow.

We’re Upfront About Our Purpose:

Co-creating for a Better Future

Stefanini at a Glance

73Offices

40Countries

35 Languages

25,000 Employees

Application Delivery CenterInfrastructure Delivery Center Digital Studio

• Brazil• USA• Romania• Colombia• Mexico• Peru

• Brazil• USA• Romania

Europe• Belgium

• Romania• Poland

• Portugal• Moldova

• Ukraine

NA & APAC• United States• India• Philippines• China

LATAM• Peru• Brazil• Mexico• Columbia• Argentina

3.0K

1.5K

0.3K12.8K

3.2K

4.0K 0.2K

Employees

Glo

bal Pre

sence

Market Place RecognitionCore Services

• Service Desk• IT Infrastructure• Application• Services• BPO

Contract Models

• Managed Services• Project Based• Consulting Engagements• Staffing

Global Resurces

Glo

bal Clie

nt

Sam

ple

IT Management SAP Workplace ServiceNow

Stefanini RomaniaCountry Highlights

Bucharest

Strategic hub for Stefanini EMEA - coordinating

operations in Moldova, Poland, Ukraine and Belgium

+1600 employees

Three locations:

o Bucharest

o Sibiu

o Targu Mures

Three divisions:

o Service Delivery Center

o Application Delivery Center

o Digital Transformation Center

15 languages: English, French, Italian, German,

Spanish, Macedonian, Croatian, Portuguese, Hebrew,

Hungarian, Russian, Greek, Dutch, Bulgarian, Romanian

Sibiu Targu Mures

Site opened in

2008

Sibiu is an important university center with a significant ethnic German population and one of the most important cultural centers of Romania (European Capital of Culture in 2007).

2019 – 315 employees

2008 – Site opened

o 7 languages supported: German, English, French,Spanish, Italian, Hungarian, Portuguese

o 15 customers supported out of Sibiu

o Verticals: Manufacturing, Automotive, Pharmaceutical,Business Consulting, Chemicals, Travel

o Services: Service Desk, Infrastructure Services,Application Services

Center overview

Growth

Evolution of our businessSibiu Delivery Center

Labor market

Location Challenges

Evolution

o Market with great potentialo Exponential evolution in many

areas, including business servicesindustry

o Sibiu is among top five the mostwealthiest counties in Romania

o Sibiu is the third most visited cityin Romania

o International airport

o High job availabilityo Important University centero Highly educated talento 10% lower staff turnover comparing

with Bucharest

o High competition, mainly related toGerman speaking talent pool

o Sibiu has good, but still limited realestate options for office buildings

Destination for Business ServicesSibiu

2019 – 70 employees

2016 – Site opened

o 5 languages supported: German, Hungarian, English,French, Italian,

o 10 customers supported out of Targu Mures

o Verticals: Manufacturing, Automotive, Chemicals

o Services: Service Desk

Center overview

Growth

Site opened in

2016

Târgu Mureș named literally for a 'market' on the Mureș River and known as the city of roses, enjoys the best of both Romanian and Hungarian cultures.

Evolution of our businessTargu Mures Delivery Center

Labor market

Location Challenges

Evolution

o University center with strong base of highquality and well – educated workforce

o Graduates have a good workingknowledge of English, Hungarian andGerman, as well as good technical skills

o ~15% lower labor cost compared withBucharest

o Location's potential not fully mature,insufficient exposure to the businessservices sector

o Rather ignored until recent years, TarguMures is witnessing the start of amodern office market

o Moderate growth of servicessector in the last years

o Prolific industries: woodprocessing and exploitation,pharmaceutical, chemical,food

o International airport

Destination for Business ServicesTargu Mures

Location's potential not fully mature, insufficient exposure to the business services sector

Bucharest

Sibiu

Targu Mures

Ploiesti

Calarasi

Tulcea

Cluj

Satu Mare

Brasov

Slobozia

Valcea

Galati

Suceava

Evolution of our businessWorking from home

We launched Stefanini Institute in 2018in Romania and extended its activity inJuly 2019 in Sibiu and Targu Mures.

Stefanini Institute was founded in 2001with the mission to promote economic,social and human developmentthrough the implementation andsupport of educational activities.

Partnerships with universities and highschools in order to attract beneficiariesfrom disadvantaged communities towhom to offer educational workshops.

Co-creating in our communityStefanini Institute

Co-creating in our community2019 High School and University Partnership

Sibiu

o Collaboration with German language highschools: workshops for the students,recurrent recruitment campaign each yearin May

o Partnership with Lucian Blaga University:workshops for the students (careerorientation and technical), open days,Stefanini presence to main Universityevents

Targu Mures

o Partnership with Sapientia Universityo Partnership with Medicine, Science and

Technology University

Our experienceConclusion

There is a great potential for Business Services outside Bucharest, partially explored right now.

Expanding Business Services in Tier 2 and Tier 3 cities is a must for companies who want to grow more inRomania, due to strong and very strong competition in “traditional” business services destinations likeBucharest, Cluj, Timisoara, Iasi.

Growing in Tier 2 and Tier 3 cities will only bring benefits to both regional and national economy:o It will ensure job opportunities, it will decrease local unemployment rate and it will have a positive

contribution to the regional economic growth.o In the same time, it will allow “traditional” business services destinations to breathe and will slow down

staff turnover and competition in these cities.

Key success factors to accelerate the growth in Tier 2 and T3 cities: local universities, strong partnershipwith educational institutions and local authorities, working from home policy, infrastructure investments,increase the supply of office space

Local culture and mindset can be initial challenges due to lower exposure to multinational companies. Onthe other hand, people are more loyal , staff turnover rate is much lower, labor cost is 10-15% lower than inthe big centers.

Stefanini’s significant growth in Romania was accelerated by our presence in Sibiu and Targu Mures.

THANK YOU!