Building Reciprocal Partnership for Multilingual Localization

1. Building Reciprocal Partnership for Multilingual Localization Harmonies in the Win-Win Structure Shi Li, hiSoft Services

2. Agenda • Industry Nature • Partnership Management • Methodology • Cultivation • About hiSoft

3. Collaboration is the nature of L10N • Outsourced to local for translation by native speakers • Volume bursts at certain point requiring substantial resources • Translation should be done independently accompanied by vast communication • Coordination is severely needed to run the business • Consistency in terminology and style

4. China’s Challenges • Build multilingual solutions by setting up partnership • Increase management skills to gain credit to all of our partners • Act as a coordinator of multilingual projects • Reveal the advantage of each party • Reorganize capabilities from all party to meet clients needs • Find reasonable segmentation of clients assignments

5. Partnership Program is the Key • Share the opportunities to all interesting parties • Selective ones through interactive communication with strong intention of cooperation • Long term and mutual benefit relationship • Explicitly highlight manner and dedicated expertise • Strict and simple procedures of joining • Four level of vendor grades • Award and punishment rules • Training, cultivation and periodically communication

6. Sharing Opportunities with All Practitioners • China Localization Industry is booming dynamically • Not a single company can provide all services exclusively • Win-win structure also works for LSP partnership • Make the marketplace even bigger • Each practitioner focus on their own specific • Everyone get what they want

7. Potential Candidates • Interesting in and settled on the industry • Agree with the conceptual ideas of development • Targeting on the long-term return • Prioritize collaboration • Ready to adapt to partner’s solution • Good manner towards partnership • Strength in one specific field or sector

8. 4-Step Procedure • Data Collection • All kind of information • Service prices • Pilot Project • Test 2-3 candidates • Detailed feedback about quality • Negotiation • Sustainable volume and year-long planning • Simple rate structure • Agreement • IP security and NDA • Fuzzy matches and quality standard

9. Routine: Grade Promotion and Demotion • Primary • Strategic partner • Tier1 choice for dedicated language • Enjoy best rate and payment terms • Regular • Recommended to PM • Receive the project predict • Backup • Qualified partner • Ready to be escalated while short resources • Candidacy • Under qualification procedure • Severe problem happened

10. Routine: Open and Fair • Never assume partner can deliver good result at the first time of dedicated project • Never kill a partner only base on failure in a project by allowing them the opportunity of improvement • Never use pseudo-pilot or punishment rule to reduce internal cost • In case of failure, feedback with specific explanation and instruction, allowing argument for points disagree • Broadcast new projects to all qualified partners to refine experienced one

11. Project Manager Project Information Convey Resource Requirement Distribute Workload Project coordination Quality Report and explanation Agree on final score Feedback about the partner Project close Partner Manager Recruit New Resources Partner qualification Contractual Agreement Resource Recommendation Daily Partnership management High level communication Partner Training Payment Issue Routine: Clear Responsibility

12. Routine: Cultivation • Clever and initiative • Thinking from client’s client perspective • Cooperative and proactive • Never picky and sophistic • Mutual support when difficult • Sharpen the edge of the advantage • Targeting business grow and beneficial • Substantial percentage in whole business • Never recruit new resources before current capability exceeded

13. hiSoft Overview • Founded in 1996, hiSoft Technology International Ltd. is a premier global IT service provider with operations in China, US, Japan, Singapore, and Mexico. • Over 3,300 hiSoft professionals deliver high quality IT services to Fortune 1000 customers by leveraging a global workforce, comprehensive solutions platform and mature delivery model. hiSoft has rapidly grown to become recognized as one of the leading IT services companies based in China. • hiSoft provides full application lifecycle services including Enterprise Application Services (EAS) such as Packaged Solution Services, Application Development, Management & Maintenance, Quality Assurance Services - and Product Engineering Services (PES) including Product Development, Product Testing, Globalization & Localization, Embedded System, and Technical Services.

14. hiSoft Globalization/Localization Services • We have Globalization/Localization Centers in China locations such as: Beijing, Dalian, and Shanghai. • Internationalization Engineering • Localization Engineering • Software Localization • Documentation Localization • eLearning/Flash Localization • Desktop Publishing • Technical Consulting of new technologies such as GMS products and solutions

15. Thanks for your time and interest • Contact Information • Mr. Lishi • VP, hiSoft Services • Tel: 8610-5987-5825 • Email: shi.li@hisoft.com • http://www.hisoft.com/