Innovation Across Borders
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Innovation Across Borders Partnering for Success. March 2012. iSoftStone – History & Development. Strengthen ERP capabilities in global marketplace B reakthrough in Smart City and Healthcare. 2011. Listed on NYSE (NYSE: ISS) Increased penetration of high-end BFSI market.

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March 2012

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March 2012

Innovation Across Borders

Partnering for Success

March 2012

March 2012

iSoftStone – History & Development

  • Strengthen ERP capabilities in global marketplace

  • Breakthrough in Smart City and Healthcare


  • Listed on NYSE (NYSE: ISS)

  • Increased penetration ofhigh-end BFSI market

  • Established Wuxi iCarnegie Institute

  • Established sales team in Europe

  • Implemented regional growth strategy


  • 24 delivery centers

  • 11,750 employees

  • (As of Sept 30, 2011)

  • US expansion

  • Launched BPO service


  • Substantial R&D investment in solutions

  • Aggressive expansion into Tier-2 cities

  • Entered Korea & Japan market

  • Gained scale through acquisition

  • Founded in Oct 2001

  • 19 delivery centers

  • 9,285 employees


  • 16 delivery centers

  • 7,676 employees


  • 14 delivery centers

  • 4,205 employees


  • 9 delivery centers

  • 3,116 employees

  • 6 delivery centers in 2006

  • 40–1,527 employees

Isoftstone snapshot leadership in china it services
iSoftStone Snapshot – Leadership in China IT Services


Over 14,000

Sales and Delivery Centers

24 in total, of which 17 in Greater China


Over 80 Fortune 500 companies

Net Revenue by Geography3

56% Greater China clients, 44% Global clients

Net Revenue by Service Offering3

29% Consulting &Solutions, 67% IT Services, 3% BPO Services

Track Record of Strong Growth

YoY of 50%

CAGR of 92%

CAGR of 57%

Net Revenue4 (US$mm)


1 As of March, 2012

2 For the 12 months ended Sept 30, 2011

3 For the 9 months ended Sept 30, 2010

4 Total revenues from operations, less business taxes

5 Based on period end numbers

March 2012

Global Presence and Resource Distribution








New York









Xi’ an




Hong Kong




US / Europe


Greater China

  • London

  • Hamburg

  • Hong Kong

  • Taiwan

  • Boston

  • New York

  • Seattle

  • Beijing

  • Tianjin

  • Dalian

  • Xi’an

  • Shanghai

  • Wuxi

  • Nanjing

  • Hangzhou

  • Wuhan

  • Changsha

  • Chengdu

  • Zhenjiang

  • Guangzhou

  • Shenzhen

  • Yancheng

  • Tokyo

  • Osaka

  • Fukuoka

  • Hiroshima




On-shore, Near-shore and Off-shore Services to Clients Globally

March 2012

End-to-End Suite of Services across Industry Verticals

Industry Verticals


Consulting and Solutions

Benefits of a Comprehensive Service Offering


  • Multiple growth drivers

  • Large addressable markets

  • Cross-selling opportunities among services

  • Deep penetration of clients

Application Development & Maintenance

IT Services


Banking, financial servicesand insurance (BFSI)


Energy, transportation and public sector (ETP)

Research & Development Services

Infrastructure &

Software services

Industry Specific



Common and Consistent Business Processes

Numerous third party accolades
Numerous Third-Party Accolades


China Top 10 Leading Service Provider

2009 Red Herring Global 100

2011/2010 IAOP

Global Outsourcing 100

ISO9001:2008, ISO27001:2005

2010 China’s Best Employer Enterprise

  • 2011/2010/2009 Top 100 Chinese Enterprise for Software Sales Revenue

2010/2009 China Outstanding Corporate Citizen

2006-2009 Deloitte Technology Fast 50 China

March 2012

  • Industry Verticals

  • Global Clients

  • Greater China Clients



Banking, Financial Services and Insurance (“BFSI”)

Energy, Transportation and Public Sector (“ETP”)


March 2012

1 Headquarters






Key drivers to select the Pacific Northwest

Favorable business climate

Highly educated and experienced IT resource pool

Marque companies in high-tech, bio-tech, aerospace, telecom, retail…, that spur innovations

International environment, nearest port to Asia from Mainland U.S.

Strategic engagements with diverse blue-chip clients

Revenue & size have grown 8 fold since early 2008

Well positioned to sustain high growth, scale profitably and maintain a leadership position

March 2012

iSoftStone Wuxi Headquarters

iSS Wuxi Expansion

Phase I Completed: Oct. 2010

Square Meters: 38,000

Cloud computing center in wuxi
Cloud Computing Center in Wuxi Headquarters

Collaboration with IBM

  • OverviewWuxi wanted to build a data center as part of their supporting platform for IT Services. In collaboration with Wuxi K-Park and IBM teams, iSoftStone carried out design, implementation, testing and transition

World class training through icarnegie institute
World Class Training Through HeadquartersiCarnegie Institute

iCarnegie–iSoftStone Institute

  • Training center located in Wuxi

  • Jointly owned by iSoftStone, Wuxi and iCarnegie

  • Utilizes technical curriculum and professional certifications developed and maintained by iCarnegie Inc., an affiliate of Carnegie Mellon University

  • Annual training capacity of up to 10,000 students

  • Tailored training programs

    • Long term curriculum (4+ years)

    • Short term program (1- 6 months)

  • Provide on-the-job training as well as distant learning program

  • Graduation exams and review from on-the-job trainings for hiring and placement

  • Tailored training for clients with client specific materials and client internship

  • All courses taught in English

Success factor 3 360 partnerships with strategic clients
Success Factor #3: 360 Headquarters°Partnerships with Strategic Clients

Go to market together
Go to Market Together Headquarters

iSoftStone as a GTM Partner and System Integrator

GTM Process

GTM Experience

Go to Market Partners

In addition to its own proprietary solutions, iSoftStone has implemented over 150 GTM partner products for more than 60 customers.

Industry Targets

Healthcare Organizations

Telco Operators


Domestic Consumer Goods

  • iSoftStone has a 50 person solutions sales team organized by region and industry that participate in go-to-market efforts in Greater China (and about 33% have 10-12 years of experience from organizations like IBM and Oracle)

  • 2009 GTM revenue is $15M (via VAR agreements and Systems Integration)

  • iSoftStone has been an active GTM partner with Microsoft MCS

Industries Served

Banking • Insurance • Telecommunications • Energy and Utilities • Manufacturing

360 partnership
360° Partnership Headquarters


Business Productivity & Collaboration Go-to-Market Partner

Business Intelligence (BI)

Mobile Application Development & Infrastructure

Web Application Design

& Development


100% Genuine Advantage Compliance



Dual-shore & Pure Offshore IT Outsourcing

Business Process Outsourcing

iSoftStone has supported Microsoft as a strategic vendor for almost ten years. We are currently on the approved vendor list (Global AVLS) for Project Management/Consulting, Web Development, Application Development and Testing Services.

iSoftStone offers Microsoft consulting and IT outsourcing services in addition to go-to-market opportunities for sell-through of Microsoft technologies.

iSoftStone maintains its integrity as a customer of genuine Microsoft software. We have signed an Enterprise Agreement including Software Assurance benefits for several Microsoft product suites to support our business.


Connected health innovation lab
Connected Health Innovation Lab Headquarters

3-way Partnership between iSoftStone, Microsoft, Wuxi City Government

March 2012

Doing Business in China Headquarters

From an IT Services Perspective

March 2012

IP Protection & Data Security Headquarters

  • Laws, regulations

  • Contractual commitments

  • Enforcement: civil, criminal and administrative

  • 24x7 guarded building

  • Card access to offices

  • Restricted access to the server rooms

  • Segregated network

  • Other security measures implemented based on each client’s requests

  • International standards, security policies, processors, training, monitoring

  • ISO27001 compliant corporate policies, procedures and enforcement


  • Background checks

  • Regular security training

  • Individual NDA

March 2012

Talent Pool Headquarters

More honor students than total students in the U.S.

About 400,000 new engineers every year.

Rapidly improving quality

Overseas talent returns to China – over 100k a year

Challenge: very experienced software architects are rare

Communication Headquarters

Work and reward
Work and Reward Headquarters

March 2012

Recommendations to U.S. Service Providers in China Headquarters

Provide focused services in a good targeted market

Grow or expand through present clients in the U.S. that are expanding into China

Start from your core competencies and domain expertise

Develop a China BU with a balanced mix of practices

March 2012

Innovation Across Borders Headquarters

Contact us: Weiling Li


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