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

2011

  • Listed on NYSE (NYSE: ISS)

  • Increased penetration ofhigh-end BFSI market

  • Established Wuxi iCarnegie Institute

  • Established sales team in Europe

  • Implemented regional growth strategy

2010

  • 24 delivery centers

  • 11,750 employees

  • (As of Sept 30, 2011)

  • US expansion

  • Launched BPO service

2009

  • 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

2008

  • 16 delivery centers

  • 7,676 employees

2007

  • 14 delivery centers

  • 4,205 employees

2001-06

  • 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

Employees1

Over 14,000

Sales and Delivery Centers

24 in total, of which 17 in Greater China

Clients2

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)

Headcount5

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

Hamburg

London

Kirkland

Boston

Seattle

Tokyo

Osaka

New York

Fukuoka

Hiroshima

Beijing

Yancheng

Dalian

Zhenjiang

Chengdu

Tianjin

Xi’ an

Wuxi

Wuhan

Shanghai

Hong Kong

Taipei

Guangzhou

Shenzhen

US / Europe

Japan

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

Nanjing

Hangzhou

Changsha

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

Consulting and Solutions

Benefits of a Comprehensive Service Offering

Solutions

  • Multiple growth drivers

  • Large addressable markets

  • Cross-selling opportunities among services

  • Deep penetration of clients

Application Development & Maintenance

IT Services

Communications

Banking, financial servicesand insurance (BFSI)

Technology

Energy, transportation and public sector (ETP)

Research & Development Services

Infrastructure &

Software services

Industry Specific

BPO

Functional

Common and Consistent Business Processes


Numerous third party accolades

Numerous Third-Party Accolades

2011/2010/2009

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

  • Global and Greater China Marque Clients

  • Industry Verticals

  • Global Clients

  • Greater China Clients

Technology

Communications

Banking, Financial Services and Insurance (“BFSI”)

Energy, Transportation and Public Sector (“ETP”)

Other


Success factor 1 strategically established u s headquarters

Success Factor #1: Strategically Established U.S. Headquarters


March 2012

1

2

3

4

5

6

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


Success factor 2 strong alliances with municipalities

Success Factor #2: Strong Alliances with Municipalities


March 2012

iSoftStone Wuxi

iSS Wuxi Expansion

Phase I Completed: Oct. 2010

Square Meters: 38,000


Cloud computing center in wuxi

Cloud Computing Center in Wuxi

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 iCarnegie 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°Partnerships with Strategic Clients


Go to market together

Go to Market Together

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

Manufacturing

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

Partner

Business Productivity & Collaboration Go-to-Market Partner

Business Intelligence (BI)

Mobile Application Development & Infrastructure

Web Application Design

& Development

Customer

100% Genuine Advantage Compliance

Vendor

Consulting

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.

16


Connected health innovation lab

Connected Health Innovation Lab

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


March 2012

Doing Business in China

From an IT Services Perspective


Fortune favors the prepared mind

Fortune Favors the Prepared Mind


It services growth rates asia pacific region

IT Services Growth Rates, Asia/Pacific Region


Location choice involves many aspects

Location Choice involves many Aspects


March 2012

IP Protection & Data Security

  • 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

Client

  • Background checks

  • Regular security training

  • Individual NDA


Duplicating u s businesses

Duplicating U.S. Businesses?


American brands chinese ingredients

American Brands, Chinese Ingredients


March 2012

Talent Pool

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


The management gap challenge in china

The Management Gap Challenge in China


Communication

Communication


Work and reward

Work and Reward


March 2012

Recommendations to U.S. Service Providers in China

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

Loci Software, Inc. www.locisoftware.com


March 2012

Innovation Across Borders

Contact us: Weiling Li

[email protected]

206-353-1570


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