(Last updated: 18 Jul 2011)

Trends and opportunities

ICT business opportunities

Opportunities for Australian companies within Malaysia’s ICT industry include:

Mobile content 

• Content applications for PDAs/mobile phones
• Customised features for mobile phone

Broadband IT

• High speed broadband
• Wireless broadband technologies

Financial IT

• Technologies that improve efficiencies and cost competitiveness 
• Risk and compliance management and governance 
• Next generation electronic payment solutions 
• User authentication 
• Asset management/wealth management solutions 
• Business intelligence, business process and document management solutions

Health IT

• e-Health
• Hospital Information System (HIS)

IT services

• IT/technical training
• System integration and consultancy service
• Software/hardware development
• Data centre/storage
• Web services

Why is this market attractive for Australian companies?

• Government's positive attitude towards foreign ICT investment
• Multimedia Super Corridor (MSC) - MSC-status companies enjoy a set of incentives and benefits from the Malaysian Government backed by 10 Bill of Guarantees. 
• Malaysia is in the heart of the Asia Pacific region - close links to half of world population
• Educated workforce
• Great ICT infrastructure 
• Excellent communication links
• Vibrant ICT industry

Marketing your products and services

Market entry

Top tips to be successful in Malaysia

• It is generally appropriate for you to bring small Australian gifts for business meetings. 
• It is advisable to work with local partner to penetrate projects/end users.
• Form of address: you may hear Malays being referred to in local terms: Encik/Tuan Malay men (unmarried/married) and Cik (pronounced 'chick')/Puan Malay women (unmarried/married). Many prominent business people have also been given titles such as Tan Sri, Dato' or Datuk and addressing them, one should always use these titles. 
• Usage and exchange of business/name cards is standard in all business introductions in Malaysia. Cards should be handed over to another person with two hands and vice versa.
• Malaysians are extremely hospitable. Food is a Malaysian pastime and a part of standard business. Accept a little bit of any food that is offered to you. The host (who has invited the guests) will pay. 
• Communication style – slow down, remember they are often communicating in second language. 
• Be patient – you will get a better understanding of the situation if you avoid interrupting and driving your point. 

How does doing business in Malaysia differ from Australia and what do Australian companies need to do in approaching this market?

• The focus is on established/good business relationship 
• The market is overall price sensitive, be prepared to bargain. Drop price, then value add
• Visits: the market is slow to make decisions.  Keep visiting. Keep in contact and be patient.
• Be aware of cultural differences – lower your expectations and adapt to behavioural differences. Age, title bring respect
• Face-to-face meeting is preferred as email is requires a written response.
• Positive impression during the meeting does not guarantee a 100% positive outcome. Malaysian way of saying 'no' can be quite deceiving.
• Market statistics from commercial reports can be overwhelming – need to have self research on the realistic market potential.

Key ICT events in Malaysia

• ASEAN Communications and Multimedia Expo and Forum – www.acm-expo.com
• PIKOM PC Fair – www.pikom.org.my
• Go Mobile 2010 – www.gomobile.my

Links and industry contacts

ICT–related resources

Secure Electronic Transaction – www.visa.com/nt.ecomm.set/main.html
Malaysian Electronic Payment Systems – www.meps.com.my
MIMOS Bhd – www.mimos.my
National Information Technology Council – www.nitc.org.my
Multimedia Development Corporation Sdn Bhd – www.mdc.com.my
Association of the Computer and Multimedia Industry Malaysia – www.pikom.org.my
Malaysian National Computer Confederation – www.mncc.com.my  

Government, business and trade resources for Malaysia

Ministry of Energy, Communications and Multimedia – www.ktkm.gov.my
Ministry of Communications and Multimedia Commission – www.cmc.gov.my

Service providers

Celcom Malaysia Sdn Bhd – www.celcom.com.my
Digi Telecommunications Sdn Bhd – www.digi.com.my
Maxis Communications Sdn Bhd – www.maxis.com.my 
MIMOS Bhd – www.mimos.my
NTT MSC Sdn Bhd – www.nttmsc.com.my
Telekom Malaysia Bhd – www.telekom.com.my
TIME dotCom Bhd – www.time.com.my

Media

Business Computing – www.emedia.com.my/TECH/BizComp/bizcomp_html
CNET Malaysia – http://asia.cnet.com/my
Computerworld Malaysia – www.computerworld.com.my
Computimes – www.emedia.com.my/TECH/Computimes/comprevamp
IDC Malaysia – www.idc.com.my

Contact details

The Australian Trade Commission – Austrade – is the Australian Government’s trade and investment development agency.

Through Austrade’s network of offices in over 50 countries, we assist Australian companies to succeed in international business, attract productive foreign direct investment into Australia and promote Australia's education sector internationally.

For more information on how Austrade can assist you, contact us on:

Australia ph: 13 28 78 | Email: info@austrade.gov.au

A list of Austrade offices (in alphabetical order of country) is also available.