Corporate Presentation and Annual Report 2017 www.advania.com Corporate Presentation 2 Making IT more human 4 Becoming the client’s first choice 6 Strategic overview 8 Markets and trends 10 Our business model 14 Our business segments 18 A sustainable approach to IT 20 People and culture 22 Management Annual Report 24 Administration report 31 Financial information 40 Notes for the Group 78 Notes for the parent company 85 Auditor’s report Making IT more human To make life easier for our clients and aid them in creating value – that’s what Advania aims to do every day. We do this by creating long-term relationships, mutual trust, common goals, and by embracing that IT is a people business. We know from experience that real value is always created by people, for people, and by adding a little bit of Advania in our client’s business, we help them to future success. ◼ Advania is a leading Nordic IT-provider serving thousands of corporate clients in the public and private sector. ◼ We provide a wide range of IT-services, platforms, cloud solutions and support to multinational enterprises, gov- Iceland ernments, big, small and medium-sized businesses. 6 Offices ◼ We focus on creating value for clients by spotting op- portunities for clever and strategic use of IT, finding the right solution for each client and fitting it perfectly to the client’s needs. Our business areas Managed Services IT Infrastructure Business Solutions Professional Services & Integration Operating, administrating, Automate, streamline, Consulting services, monitoring and manag- Solutions for data centers, measure, document and software development, ing selected IT systems, IT platform projects, virtu- stimulate business and IT eBusiness services and services and funcions. alization solutions etc. processes. infrastructure solutions. Significant events during 2017 ◼ Acquisition of Caperio in Sweden, Advanias largest ac- ◼ Divestment of Datacenters and Mobile Pay on Iceland quisition to date in terms of revenue ◼ Advania appointed Katrin Olga Jóhannesdóttir and Vesa ◼ Ranked as number one and two in Radars annual client Suurmunne as new Board members survey in the categories “Most user oriented IT”, and “Most organizational oriented IT” ◼ Advania carried out extensive refinancing in order to op- timise Advania’s capital structure 2 Corporate Presentation 2017 / Advania AB SEK 2,803 MILLIONS 94 % NET REVENUE RECURRING CLIENTS SEK 258 MILLIONS EBITDA 1,090 AVERAGE NUMBER OF EMPLOYEES 4,938 NUMBER OF ACTIVE CLIENTS Advania market strengths ◼ Leading position in Iceland ◼ Challenger positions in Sweden and Norway ◼ Gained market shares during 2017 ◼ Supplier agnostic – not tied to any of the large hard- or software suppliers, meaning that clients can get solutions tailored to their own preferences. 22 OFFICES ACROSS THE NORDIC MARKET Norway 6 Offices Sweden Norway 10 Offices Iceland Sweden Denmark REVENUE SHARE 2017 Annual Report 2017 / Advania AB 3 Becoming the client’s first choice In a quickly transforming IT landscape, our customer approach gives Advania a competitive edge. During 2017 we made significant progress with our strategy, and we’re eager to develop even further in the coming years. A good year! That’s how I would summarize Advania’s 2017. In tal for good customer relations. It strengthens our culture all, we increased our revenue to 2,803.5 SEK million, landed of trust, which enables Advania to become the client’s an EBITDA of 258 SEK million, and developed well across all first choice. our markets. We managed to grow in Iceland while also im- proving margins and increasing our market share. In Norway, we shifted our focus towards Microsoft 365, increased our sales and turned red figures to black. In Sweden, our largest Partners for life market, we also continued to grow and increase profitability. We want to partner with our clients more or less for life to create close and long-term relationships instead of focusing on specific projects. For us to succeed clients must believe How two plus two can become five that Advania will help them come to the best decisions and we’re on their side at all times. By having the client’s best in- Creating value for shareholders through mergers and ac- terest as a guiding principle, we can identify improvements quisitions is in our DNA. Since inception in 2009, we have they might not have spotted themselves. For example, if a successfully acquired or merged with 14 businesses, includ- client has budgeted one million SEK a year for a specific IT ing the Swedish IT giant Caperio in 2017. The Caperio ac- project, and we discover that an app can do the same job quisition is an excellent example of our M&A philosophy: To for 5,000 SEK – we recommend using the app! That’s not lost find a match where two companies are stronger together business; it’s us doing our jobs, helping the client to become than separately. Where something extra happens when they more efficient and find new business ideas. merge, and two-plus-two becomes five! We know from ex- perience that the numbers only tell half the story and we In return, this fosters a unique relationship with clients focus on finding M&A targets with culture and values similar and Advania becomes their first choice as a permanent IT to ours. Companies that add to our offering and benefit our partner. Based on the value we create for clients, they are clients. Caperio had it all, and the merger was a success. willing to work long-term with Advania and pay a premium for our service. It’s a win-win, where everybody gains from This is important for several reasons. Right now, society is the relationship. This strategy has repeatedly proven itself transforming, and IT is increasingly becoming the core of as successful. Our churn rate is meager and in 2017 about business development for all companies, regardless of in- 94% of revenues came from recurring clients. dustry. Business managers are uncertain which solution to apply, testing and probing their way forward and increas- ingly relying on IT services with both breadth and depth. With strategic and thoughtful acquisitions, we can provide IT holds the key to sustainable future just that. Our industry has a significant impact on both environment Moreover, the cultural aspect of acquisition is essential. A and society. It consumes minerals, materials and energy. It cultural fit not only makes for a smoother merger, saving affects those working in the supply chain worldwide. But IT costs and ensuring peace of mind but is also fundamen- is also a crucial part of the solution, and with clever use of 4 Corporate Presentation 2017 / Advania AB ”The need for IT services will continue to rise among our existing clients, and we will continue to seek new custom- ers and strategic acquisition opportunities. ” IT, we can help clients minimize their environmental impact. Let’s get inspired We enable new sustainable business ideas, benefitting the society as a whole. We facilitate cost-savings, boost efficien- All of the above can only happen cy, and inspire our clients to discover new ways of doing with the right people on board. In our business with IT as starting point. line of work individuals and the teams they form is the real gold. They are the ones Going forward, I see plenty of exciting opportunities. We will who establish trust, cultivate relationships with focus on organic growth, and we will see marvelous devel- clients, reach deadlines and inspire our custom- opment in all industries. Artificial intelligence, big data, and ers. That’s the Advania way, and I’m proud of leading bandwidth evolution will accelerate business changes. The our impressive team. I sincerely thank every member for need for IT services will continue to rise among our existing their performance and for making our strategy possible. clients, and we will continue to seek new customers and strategic acquisition opportunities. We believe there are In the months ahead we will work even harder to improve plenty of those in the fragmented Nordic IT sector. our employer brand. We are committed to being a visionary and value-driven workplace for the best talent in our indus- As for our own business, we will walk the talk and do what we try. A workplace where professional men and women are ask of our clients – develop with the help of IT. We will look motivated, where they find meaningful progress while being for new, smart ways to work and improve our performance inspired by each other. across the board. One of our ambitions is to act as a listed company, regarding transparency and reporting. We see that Stockholm, Sweden, April 2018 as a matter of trust: Client’s and people, in general, should be Gestur Gestsson able to see what we do and how Advania is evolving. CEO Corporate Presentation 2017 / Advania AB 5 Strategic overview Over the last few years, Advania has evolved into a clear challenger in the Nordic IT market. With a solid strategic platform, a variety of clients and strong financial performance, we are ready for further growth. Advania focuses mainly on organizations with 100 to 6000 when it comes to hardware and software, enables us to tai- employees. We have a number of competitive advantag- lor solutions fully to the client’s preferences. es: A focus on creating value for clients, an offering in line with the demands of the current digitalisation trends and a As platform for our growth, we use six strategic priorities proven team of experts. The fact that we are brand agnostic that guides us in our everyday operations. Strategic priority Comment Progress 2017 Deep client relations We create value for Advania by creating value 94% recurring clients for the clients.