The purpose of the market dialogue has been to get market input on the existing solutions, possible new solutions based on well-known technology, new technologies and components and a number of other topics regarding legal and contractual matters. Hence, the market dialogue is to help ensure that a competitive tender process can be conducted with attractive pricing.
Great interest in the market
The market has shown great interest in the project, and more than 20 potential suppliers offered their participation in the market dialogue. The partnership started a dialogue with a number of foreign and domestic suppliers, suppliers with standard components and suppliers with development and integration expertise, as well as suppliers with key expertise in individual areas.
The following suppliers participated in the market dialogue: Signaturgruppen, Signicat, IBM Danmark, Safran Identity and Security, KMD, Gemalto, Vasco Data Security, Cryptomatic, Certsign S.A., Nets, Indra and Worldline. In addition, the partnership also received input from Estonian ICT Cluster, TDC and ForgeRock.
Learning points and impressions
The general impression from the dialogue was that the market is more mature than at the time of the last NemID invitation to tender. At the dialogue meetings, the suppliers demonstrated their different operating solutions. There were good discussions about the opportunities offered by standard components and what the partnership should be aware of in connection with the preparation of the tender documents.
The partnership was presented with a wide range of solutions within credentials (including alternatives to the paperboard card) such as different mobile solutions and, not least, solutions for people with special needs. The market talked about architecture, security, open standards and integration interfaces, maintenance etc., and payment models, licensing, notice of termination, value of the product for the supplier, contractual relations, organisation in the development, migration and operations phases as well as the supplier's business model were discussed.
The market has pointed out several different cost drivers. One significant factor is the handling of rights to the solution, which should depend on whether it is a completely new development, or whether mainly standard components are included.
In respect of support, the general impression was that the market can deliver support services at all levels. The market pointed out that support is an important task – not least in communication.
It was learned that it is difficult to obtain time estimate input at such an early point in time prior to the actual tender procedure when a dialogue has to be carried out, and when there is only an overall solution concept.
The general impression is that the market is open to various payment models. It was generally highlighted that depending on the model, a supplier will include a large or small risk premium for solution elements not determined in advance such as, for example, transaction volumes. Thus, it is important to create the right financial incentive for the supplier.
Overall, the market preferred that the development service and the operation of the solution is handled by the same supplier at least during the first contract period. This will place the responsibility with one supplier and make it easier to manage the contract, among other things with regard to the transition from the existing solution and further development of the solution.
As regards rights, the general market feedback was that IPR could not be granted. A few indicated that they were willing to negotiate this further. However, the overall impression was that the customer will usually obtain an open-ended right of use of standard components. With respect to customer-specific developments, the customer may typically get IPR, but usually the customer will obtain an open-ended right of use. Shared IPR could be discussed.
The next step
Overall, these discussions have resulted in valuable input for the further process. The tender documents will be prepared over the coming months when knowledge from the market dialogue will be used to ensure that there is a demand for a solution that can meet the demands of the partnership with the right combination of quality and price.