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1、-1-ENTRY FOR PROFITTRANS-COSMOS INC. CHINA ENTRY STRATEGY PRESENTATION February 8, 2001-2-AGENDA Executive Summary Call Center BusinessMarket OverviewCC Customer Segmentation-In-house users-OutsourcersDemandCustomerEconomicsCompetitionRecommendations-Success business model-Partnering strategy E-Comm

2、erce Market OverviewTCI TianjinCurrent Situation AnalysisRecommendations-3-AGENDA Executive Summary Call Center BusinessMarket OverviewCC Customer Segmentation-In-house users-OutsourcersDemandCustomerEconomicsCompetitionRecommendations-Success business model-Partnering strategy E-Commerce Market Ove

3、rviewTCI TianjinCurrent Situation AnalysisRecommendations-4-CHINA IS BECOMING A HIGHLY DYNAMIC CC MARKET Chinas call center market took off since 1998 with an annual growth rate over 100%Non-paging market size reached 54,000 seats in 2000 However past growth was largely driven by demands from admini

4、strative driven sectorOver 60% of the new CC demand comes from four pillar industries: Banking, Post Services, Fixed-line Telecom, and InsuranceDistinctive purchasing behavior identified for these purchases Future growth will be propelled by service oriented and outsourcing segmentsService oriented

5、segment expected to be 50% of total CC marketOutsourcing market will grow at least 50% a year for the next few years-However large variance exists for outsourcing segment growth Overall, China CC market is expected to reach over 130,000 seats in 2004 and 340,000 seats in 2010-5-CC OURSOURCERS ARE EM

6、ERGING BUT STILL EXPLORING (I) Currently, CC outsourcing business is brand new in China No more than 30 companies providing merely about 3,200 seats in serviceOver 70-80% supply concentrated in 4 major cities Future outsourcing development is highly dependent on current players performance and strat

7、egiesPotential customers concerned about quality, confidentiality, information processing ability, HR, and priceGrowth will fluctuate widely according to the industrys ability to satisfy customer concerns and requirements now In short term, competition will be minimum due to highly differentiated po

8、sitions and large number of unexploited potential outsourcing customers In medium term, paging companies can be powerful and desperate competitors in the low-end outsourcing marketThat might distort the industry profitability and trigger vicious competitionHowever high-end outsourcing market might b

9、e intact-6- Currently, only low-price/standard service vendors are profitableUtilization, and therefore, long-term customers, is the key for profitabilityHowever, high-priced outsourcing solutions not widely accepted by the marketBut in the long-run, we believe high-end services will be valued by cu

10、stomersWe are encouraged by recent positive news on clients long-term commitments to high-end outsourcersWith Chinas pending WTO Entry and continued economic growth, we believe its the direction High-end outsourcers can win the game by aggressively establishing long-term client base, and targeting v

11、arious outsourcing opportunities along the value chainFive successful strategies identified for new customer developmentTelemarketing and value-added information service most likely to be outsourcedCC OURSOURCERS ARE EMERGING BUT STILL EXPLORING (II)-7-TCI SHOULD PARTNER WITH RIGHT LOCAL CC OUTSOURC

12、ERS A partnering strategy is essential for TCI to capture the great opportunities in ChinaTCI lacks a bunch of local capabilities, while time is contingent TCI should target both money making, and money losing tech advanced outsourcers during negotiation process, based on two plausible partnership s

13、trategiesMoney making ones: share profits and leverage local strengthMoney losing ones: control and negotiate for a bargain dealConsidering the limited number of candidates in China and TCIs tight schedule, a broader search can strengthen TCIs negotiation positionFive promising outsourcers identifie

14、d during the interview processMoney making ones: China Motion, 800 Teleservices, and Compaq-StarMoney losing ones: TCY, ITS Shanghai-8-EC: ONLY SOFTWARE FIRMS AND SIs WORTH PURSUING Although under booming, China E-Commerce market are experiencing bottlenecksOnline population and revenues grew 10 tim

15、es in the past 3 yearsHowever, macro-environment and infrastructure are problematic and only few ICP/ISPs are making money ICP, ISP and technology companies, as a sector, are not worth TCIs pursuitICP: Market is down while most China ICPs are still at their early stage developmentISP: Highly fragmen

16、ted and regulated, which suffocate both foreign participation and profitabilityTech companies: Superior ones can hardly survive in China However, several top ventures in the above sectors are quite interesting, which are identified and illustrated in detail for TCIs further interestICP: ; S; A; DISP

17、: 263Net; Eastnet -9-TCI-TJ: RSTRUCTURING AND BUILDING STRATEGIC ALLIANCES TCI-TJ experienced difficulties due to both promotion and management issuesThough improving, the firm is intrinsically uncompetitive in China market It should restructure for better performanceRedefine corporate missions and

18、strategiesRestructure project arrangement, reporting, measurement and incentive systemsRefocus its sales on Japanese companies in China and in Japan and find strategic alliance for TCIs China expansionTCI should only partner with prestigious local software company or system integratorsWiseway screen

19、ed all the potential candidates lists and funneled down 5 most promising companies for TCIs further contact-Longshine; Global eForce; eBIS; Modern Computer; Huateng Software-10-AGENDA Executive Summary Call Center BusinessMarket OverviewCC Customer Segmentation-In-house users-OutsourcersDemandCustom

20、erEconomicsCompetitionRecommendations-Success business model-Partnering strategy E-Commerce Market OverviewTCI TianjinCurrent Situation AnalysisRecommendations-11-CC MERELY A BUSINESS PRACTICE BEFORE 1997High telecom chargeLow phone penetrationWeak service attitudeWidespread industry monopolyCommerc

21、ial CC less than 10,000 seats in 1997(2)Phone call charge(cents per minute)ChinaUSPhone penetration (%)# of phones(1)(million)1997825399229Automotive Example: Expert Survey1997PriceCompetition focus (%)(1) Fixed line + mobile (2) Excluding about 50,000 seats in paging companySource: World Developmen

22、t Report 1999/2000; China Auto Market 1997; Jarding Fleming Research; interviewsQualityService StyleNational monopolyBankingTelecomInsuranceUtilitityRegional protectedSteelAutoPetrochemicalTobacco.Monopolized industry estimated 55% of industrial output-12-Higher telecom penetrationCOMMERCIAL CC TOOK

23、 OFF SINCE 1998Especially in Non-Paging Service SectorPenetration (%)YearCAGRFixed lineMobile37%83%Non-paging CC seats (000)YearCAGR = 129%Intensified competitionMost industries capacity over productionDeclining retail pricesYearGDP indexRetail price indexIndexGrowing awareness of technologyInternet

24、 users (mio)E-Commerce revenue (US$M)Gradually reduced telecom feeSource: Jarding Fleming Research; China Statistics Yearbook; interviews; OECD; China TelecomLong distance (RMB/min)(1.2)(0.8)(1.0)(0.7) 800 km3518-35 RMB 10 millionRMB 5-10 millionRMB 1-5 millionSource: Huicong IT Business NetworkICP-

25、79-SIGNIFICANT TRANSITION AND SHAKEOUT EXPECTEDSmall-to-medium, generic information service portals will face bankruptcy in a yearRegional portals with similar business will seek merger to survive in the coming shakeoutB2B will focus more on providing proprietary, value-added services (online and of

26、fline) to small-to-medium corporate customersLarge corporations will extend its corporate web site into B2B or B2C areaOnly the top two to three E-Commerce web sites in each area will surviveHuicongs Projection100%Under current volatile market, Wiseway believe market situation can only go harsher th

27、an Huicongs projectionSource: Huicong IT Business NetworkEnterpriseE-CommercewebsiteOthersTechnical serviceInformation serviceICP-80-SELECTED ICP PROFILE: 51JOB.COMCompany backgroundStrengths and weaknessesEstablished in 1998No. 1 job search online site in ChinaOver 30,000 jobs postedRegistered user

28、s over 100,000Potential to provide HR services for foreign-invested companiesTargeting white-collar workers and managerial level customersStrengthsNo. 1 job hunting portal in China, established brand name and customer baseSynergies with “Career Weakly” magazine and a heal hunting firmWeaknessesLittl

29、e information about job/career advisoryStill small: vulnerable to competitionRevenue source and financial dataAlliances1999 revenue reached US$ 1 million, 2000 revenue projected to be US$ 8 million, and 2001 revenue to be around 20-30 millionCurrent profitability 10-15%1/3 advertisement income, 1/3

30、revenue from ASP service, and the rest from providing information of its HR databasePlanned Nasdaq IPO in 2001Synergies created by building alliance with traditional HR functions-“Career Weekly” magazine-Career Head Hunting CompanyICP-81-SELECTED ICP PROFILE: STOCKSTAR.COMCompany backgroundStrengths

31、 and weaknessesEstablished in 1997No. 1 stock trading portal in ChinaBusiness covered quote, information, advisory and online trading servicesRegistered users over 1.5 millionPositioned to provide not only trading but comprehensive investing servicesStrengthsEstablished customer baseComprehensive se

32、rvices on trading, information and advisoryGood relationships with security firmsWeaknessesNo stock trading licenseProjected competition in the futureRevenue source and financial dataAlliancesRevenues from securing companies advertisement, online trading commission, and data usage fees to institutio

33、nsPlanned to expand revenue sources to construct online site for security companiesOnly less than 10% cuts on promotion, 50% cash flow consumed on infrastructure and 15% on R&D Goldman Sachs second round financing of $ 10 million, based on $40-50 million valuationShanghai Alliance Investment Co. and

34、 Shanghai Telecom controls 20% stake, respectivelyICP-82-SELECTED ICP PROFILE: ALIBABA.COMCompany backgroundStrengths and weaknessesEstablished in 1997No. 1 B2B portal in China, ranked the best Asia B2B portal in 2000 by Far East Economic ReviewRegistered members over 420,000, representing 220 count

35、riesDaily trading involves 50,000 buyers and 12,000 sellersProvide quotes, industry information and advisory through 27 industriesStrengthsFirst mover advantageOne stop shop especially convenient for international tradingWorldwide recognitionStrong VC tackingWeaknessesScalability not demonstratedB2B

36、 not hot concept anymoreRevenue source and financial dataAlliancesRevenue from trading information fee, registration, and advertisementStill not breakeven, but analyst quite optimistic about its financialsNew registration reaching 1000 members a dayFirst round financing of $5 million capital infusio

37、n by Goldman Sachs, Transpac, Singapore TDF, Investor AB and Fidelity Investment-October, 1999Softbank invested $ 20 million in January 2000Planned but postponed IPOICP-83-SELECTED ICP PROFILE: DANGDANG.COMCompany backgroundStrengths and weaknessesEstablished in 1996No. 1 online bookstore in ChinaBo

38、ok online storage over 200,000 types, accounting for 90% of all domestic published books20% registered users are resided in foreign countriesEstablished transportation and inventory systemStrengthsCustomer recognition and national reputationBusiness already reached scaleDeveloped order to delivery s

39、ystemWeaknessesSevere competition: more than 300 online bookstoresPending alliance with publishers and book storesRevenue source and financial dataAlliancesRevenues from book retail margin and publishers advertisementBreakeven expected this yearA new, 10 K square metre warehouse is under constructio

40、n in BeijingFirst round financing completed in 1997Second round financing completed in November, 1999Third round financing by IDG, LCHG and Softbanks completed by April, 2000ICP-84-ISP: A HIGHLY FRAGMENTED SECTOR WITH VOLATILE PROFITABILITYISP/ASPHighly fragmentedNot profitableOver 5001234 M5 nation

41、wideISPs(1) 500 regional/local ISPsIn deficitProfitableISP an attractive local government investment areaPotential of high returnAble to create monopoly locallyNumerous agency costsEquipment purchaseAppraisal of “New Economy Mindset” from the aboveMore budget/HR to manage and controlSignificant upfr

42、ont investment and fast upgradeDemanding frequent capital expenditureHigh marketing expenses and maintenance costMarket still smallOnly 16.9 million internet users (July 2000)Much smaller if only focusing on local market(1) They are: ChinaNet; ChinaGBNet; UNInet; CSTNet; CERNetSource: CIIC: China In

43、fo Bank -85-FOREIGN PARTICIPATION IN ISP ONLY ERECTED IN NEAR FUTURE ISP/ASPChinas WTO entry signed20012002200320042005Post-entry conditionPre-entry conditionSource: EIU; China Info Bank ICPISPOfficially, no foreign ownership in internet services sector (both ICP and ISP) is allowed. Yet foreign inv

44、estment is known to have entered the ICP business via alternative path30% ownership allowed in Beijing, Shanghai & Guangzhou49% ownership allowed in other 17 cities50% ownership allowed nationwide49% ownership allowed nationwide25% ownership allowed in Beijing, Shanghai & Guangzhou35% ownership allo

45、wed in major cities-86-ISP SECTOR WILL CONSOLIDATE THROUGH BOTH VERTICAL AND HORIZONTAL INTEGRATIONSISP/ASPMany current ISPs are not profitable due to small subscriber baseI.e, a 2M bandwidth line needs to attract at least 1650 customersOf all 28 inter-provincial ISPs, only 13 have more than 1000 su

46、bscribers after 2.5 years of service, let alone local ISPs, with even smaller baseFuture competition will only worsen the situationOnly sizable ISPs can provide satisfactory servicesBoth domestic and foreign players will raise wars on price and serviceMerge with nationwide ISPs to become an affiliat

47、eExtend business to leverage ISP advantageASP (?)ICP Infrastructure-87-SELECTED ISP PROFILE: 263.NETCompany backgroundStrengths and weaknessesTop ISP Provider in China: 40% market share in Beijing, with another 40% by China Telecom, and the rest 20% by other 170 ISPs in Beijing;Top ICP site with 6 m

48、illion registered users and 25 million pageview each day;263 IDC started in Beijing, and will also be in Shanghai, Guangzhou and 20 other cities;Shareholders simple but diversified: corporate and personal; strong backing from China Telecom.StrengthsBig market share in BeijingGood combination of ISP,

49、 ICP and IDC, maximizing the customer base;Profitability;Started in Beijing, but are also spreading to Shanghai, Guangzhou, Wuhan, XiAn and 10 other Chinese cities WeaknessesBusiness scalability in other citiesRevenue source and financial dataAlliances15 million RMB profit the first year, and has be

50、en profitable in the past three years;Internet connection fees collected from telephone bills;IDC serving coporate customers, providing E-commerce solutions;ICP () is also shifting to E-commerce business Good alliance with China Telecom (Beijing)Alliance also with other international hardware suppli

51、ersHave not heard of backing from international VC ISP/ASP-88-SELECTED ISP PROFILE: EASTNETCompany backgroundStrengths and weaknessesStrengthsBig loyal customer baseWidely covered business scopeWidely established alliancesProfitableWeaknessesLocalized: in Beijing areaRevenue source and financial dat

52、aAlliancesBoasted to be profitable for 3 yearsRegistered ISP users over 150,000, growing at 10,000 members per monthHomepage visited by 130,000 people per dayHelped 3,000 domestic companies to register a domainAlliancwe with a lot of prestigious ICPs and ISPs-S-China Television NetworkContent sharin

53、g with major tourism, stock trading, entertainment and online book reading portalsAllying with China Yellowbook on database developmentISP/ASP-89-NON-GOVERNMENT BACKED TECH COMPANIES CAN HARDLY SURVIVE IN CHINATechnology companyLack of customersChinese companies accustomed to import tech/equipmentsI

54、ncapable to commercialize high tech solutionsNo big need for technologyProblematic legal environmentPatent rights inadequately reinforcedWidespread piracyStrong local protectionism Lack of intellectual property conceptsInaccessible financing channelsDomestic financial institutions hostile to startup

55、sForeign investors blocked from specific technology development due to national securityVery complicated formalities for non-SOE financingInsufficient human resourcesTop-tier engineers and scientists finding their home in US or other more tech-friendly countriesChinese educational institutions unabl

56、e to catch up with best-of-breed technology developmentChina is not a playground for high technology research companies-90-CHINA REPRESENTS GOOD OPPORTUNITIES FOR EC SOLUTION PROVIDERSIncluding Software Developers and System Integrators Chinese manufacturing and service enterprises are in desperate

57、need of better information and control system to compete effectivelyMany companies dont have any MIS in place yetWTI and strong competitive pressure will push the demand There are demonstrated successful business modelsSoftware companies are successful by either serving domestic clients or working o

58、n overseas assignments (Hua Teng)System integrators establish themselves by getting recognized industry expertise and relationships Resources are easily locatedHR for software and SI doesnt need to be top-tier world-class, and thus are easy to findNo need for big investmentSoftware/SI-91-SOFTWARE: G

59、ROWING INDUSTRY WITH HIGH-LEVEL CONCERNSMass Market Software ExampleSoftware/SIMarket still fragmentedPrice still too lowModerately growing software industryScale(Bio RMB)689211213817612%25%63%System softwareSupporting softwareApplication softwareMkt shareMkt share office software 1999Price (RMB)Sou

60、rce: China Info Bank Year-92-AGENDA Executive Summary Call Center BusinessMarket OverviewCC Customer Segmentation-In-house users-OutsourcersDemandCustomerEconomicsCompetitionRecommendations-Success business model-Partnering strategy E-Commerce Market OverviewTCI TianjinCurrent Situation AnalysisReco

61、mmendations-93-TCI-TJ EXPERIENCED TREMENDOUS DIFFICULTIES (I)Most projects not profitableOverhead out of controlRev.Profit rate16%-170%35%51%61% 69%98% 100%1999(000 RMB)508997257517581990Gross profitSalaryManagement feeDepre.Misc.Source: TCI-TJ; BCG analysis-94-TCI-TJ EXPERIENCED TREMENDOUS DIFFICUL

62、TIES (II)Programmers turnover is worryingUtilization rate is lowHuman resourceFrom official statistics, on average about 1/3 of programmers working hours were not staffed, real situation can be worseReal estateThe whole second floor was empty, while a depreciation of RMB 2.4 million, 60% of 1999 rev

63、enue, is counted each year as costProject schedule often out of controlLabelProgrammers turnover(7)(1)(20)(5)(4)17428155A 1997 projectPeople staffed(4)(1)Time3 months1 year2 yearsPlannedActualSource: TCI-TJ; BCG analysis-95-FIVE ROOT CAUSES IDENTIFIED FOR THESE PROBLEMSOverhead out of controlOver-in

64、vestedProject out of controlInadequate programmers trainingMost projects not profitableIneffective and not disciplined sales effortsLow resources utilizationProgrammers not motivated properlyWorrying programmers turnoverCompensation and progression not enough to retain HR-96-TCI-TJ IS NOT COMPETITIV

65、E IN DOMESTIC SOFTWARE MARKETHigh fixed costIneffective domestic sales forceNo sales departmentPrevious sales activities restrained in TianjinAnd mainly through Japanese invested companiesTargeting domestic customers means additional investment on HR and spendingWith unforeseeable resultsAnnual cost

66、 (RMB 000)945(1) With same actively-used office space, at a metropolitan location in TianjinOffice cost example83%10%7%2926DepreciationTaxLand(1)-97-AGENDA Executive Summary Call Center BusinessMarket OverviewCC Customer Segmentation-In-house users-OutsourcersDemandCustomerEconomicsCompetitionRecomm

67、endations-Success business model-Partnering strategy E-Commerce Market OverviewTCI TianjinCurrent Situation AnalysisRecommendations-98-TCI-TJ CAN DEVELOP ALONG TWO PATHSRestructure for better performanceQuestions are:What are advantages and potential risks entailed in different path?Which one to cho

68、ose?New business developmentIntroduce TCI Japans best-of-breed technology to China through TCI-TJExisting business penetration and finance operationFind strategic alliance for TCI-TJ-99-RESTRUCTURING FOR BETTER PERFORMANCETransplant companys vision to each employees mindCreate better culture through

69、 informal interactive channelsMentor systemCompany activities“General Manager Day”Declare what should not be done-Policies and rulesEstablish a scientific system to evaluate, incentivize, and promote staff-Staff, evaluation, compensation and promotionCustomer strategyFocus on Japanese market and Jap

70、anese companies around TianjinHR strategyRetain and promote the best people in the companyCreate a programmer-centric organizationProduction strategyAdjust product and programming to satisfy Japanese client specificationsAspire to efficient productionImprove HR utilization rateMission Turn into prof

71、itability in the next several yearsDevelop TCI-TJs capability in software programming and serviceRetain best human resourcesBelief systemInteractive control systemBoundary systemDiagnostic systemControl and measurement system-100-ESTABLISH A THREE-TIER HIERARCHY IN PROGRAMMERS TEAMTechnology Directo

72、rProject ManagerSenior programmerJunior programmerAfter 2-4 yearsAfter 1-3 yearsCollege undergraduateOutOutResponsibilitiesProject managerControl the quality and time commitment of a projectChoose and motivate a programmer team to get the job doneTechnology directorProvide technical guidanceSupervis

73、e project qualitySenior programmerBe in charge of specific module in a projectUndertake on-job training roles to junior programmerJunior programmer: probation positionProgram under instruction and supervision of project managersLearn fast to get promotionRightsFull rights to choose how many, and whi

74、ch programmer to get staffed on the teamFull right to control the project progressRight to choose whether he would like to be put on a projectRight to request mentor on technical supportRight to choose whether to be staffed on a projectEvaluationWhether the project is completed under budget and time

75、 targetWhether subordinate programmers are satisfied with project management and learningWhether clients are satisfiedWhether he has done an effective job in handling a moduleWhether he coached junior programmers effectivelyWhether he has done an effective job as a programmerWhether he has learned f

76、astBackup-101-HUGE BENEFITS OF BUILDING A THREE-TIER HIERARCHYProject managers are motivated to successfully compete the project as quickly as possible-evaluated by customer satisfaction and time/budget consumedProject managers wont abuse human resources-better-off to select a small but capable prog

77、rammers teamGood programmers will be the king in the company: Strong incentive to be good -treasured by every project manager: Enough good project to do -compensated well and promoted fast-incapable programmers will feel not well and have to leave the companyJunior programmers will have enough train

78、ing and opportunities to performSenior management is disciplined to their sales efforts-overly sold projects will be objected by project managersProject managementHR developmentSales effortsBackup-102-TCI-TJ MIGHT CONSIDER INTRODUCING NEW BUSINESSESProviding Best-of-Breed TCI Japans TechnologyLevera

79、geable existing resourcesHRFacilitiesPromising market potentialLivepictureFlow image transmissionTeasyCompany training and educationCall center software, system integration and knowhowHowever, there are potential risks considering this approachTCI-TJ has insufficient sales capability- whether it cou

80、ld successfully promote the new product?New product introduction needs big investment- potential risks entailedTCI should establish a sophisticated aftersales service and system integration team-103-TWO TYPES OF STRATEGIC ALLIANCES PROPOSEDTCI-TJAdvantagesUse partners human resourcesBenefit from par

81、tners brand nameLeverage partners client baseIntroduce partners management skillsRetain huge potential upside- IPO process will boost investment returnAchieve potential synergies between a software company and an E-commerce companyDisadvantagesVery difficult to find such a partner- good companies pr

82、obably will find TCI-TJ unattractiveLost controlPotential risk of cultural conflictIncreasing risk of a satisfactory IPOPartners experience of working with a software programmerMorale at TCI-TJWiseways preferenceNot preferredPreferredSell, or partner with a local esteemed software programmerPartner

83、with a local system integrator, or E-commerce company with IPO potentialWe will discuss partnership list in detail in the next part-104-Software company or system integratorONLY PROMISING E-C INESTMENT AREA NOW: SOFTWARE AND SYSTEM INTEGRATORICPISPTechnology companyIPO is practically not an option f

84、or most ICPs currentlyConsumption power for China Internet population is lowInfrastructure bottlenecks hinder ICP business developmentForeign invested ICP is forbidden to go public in domestic stock marketGovernment controlled, private invested companies are difficult to survive without government c

85、onnectionHuge upfront investments needed, while severe competition generally drives payless ISP serviceWidespread piracy suffocates technology companys development in ChinaOverwhelmingly strong competition from the USChina enterprises desperately need E-Commerce assistance, and are willing to pay fo

86、r itObserved successful and profitable EC service providers/system integratorsSuch businesses are compatible to TCI Japans strengthsXXMaybe X-105-ASSEMBLED CHINAS TOP 50 SI/E-COMMERCE COMPANIES LIST THROUGH VARIOUS RESOURCES (I)-106-ASSEMBLED CHINAS TOP 50 SI/E-COMMERCE COMPANIES LIST THROUGH VARIOU

87、S RESOURCES (II)-107-WE ASSEMBLED CHINAS TOP 50 SI/E-COMMERCE COMPANIES LIST THROUGH VARIOUS RESOURCES (III)-108-ASSEMBLED CHINAS TOP 50 SI/E-COMMERCE COMPANIES LIST THROUGH VARIOUS RESOURCES (IV)-109-THE TOP 50 LIST COMES FROM VARIOUS RESOURCESRaw material“Major venture capital investments in China

88、, 2000”35 companies planning to be listed in Shanghai Technology Stock ExchangeThe best companies presented by the China InfobankBest SI/E-Commerce companies from S and Ss searchNot listed yet-either at overseas or at domestic marketLocated in Beijing, Shanghai, Guangzhou, Shenzhen, Nanjin, Chengdu-

89、six major Chinese citiesTop 50 listBackup-110-NARROWED TOP 50 DOWN TO 5In Two StepsFirst screeningFocused on clients in dynamic industries-telecom, utility, banking, security, technology Founded before 1998Established long-term customer basePossessed proprietary know-how and able to provide total cu

90、stomer solutionsSized between 100-600 peopleTop 50eBIS Company Ltd.Beijing Hollybridge System Integration Co. Ltd.Putian System Integration Co. Ltd.Brilliance GroupLonshine Information Tech Co. Ltd.Beijing Teamsun Tech. Co. Ltd.Beijing Orient Legent Maker Software Co. Ltd.Beijing Linkhead Informatio

91、n Technology Co. Ltd.Shanghai Huateng Software Systems Co. Ltd.Global eForce Crop. Ltd.Modern Computer Manufacture Co.Liming Network Co. Ltd.Shenzhen Kingdom Tech. Stock Co. Ltd.China Weal Business Machinery Co. Ltd.Second screeningInvested by prestigious Venture Capital Funds already (preferred)Man

92、agement team with high education and international experienceWith no less than 5 subsidiariesTop 5-111-LONGSHINE INFORMATION TECHNOLOGY COMPANY LIMITEDBackground Established in 1996 Started from 5 people, RMB 200,000 invested capital Business focused on high-tech technology development, system integ

93、ration and services. Key target industries include Telecom and Electricity According to Morgan Stanley report, Longshine is the biggest Linux solution provider in Greater China Average age of the management around 36, mostly postgraduates from Chinese top universities, highly professional attitudes

94、Proven products based on Linux technologyStrength and weaknessStrengths:Very good management team, young agedClearly and strategically positioned business Very deep technology understanding, especially at Linux areaGood proven experience to serve big clients in Telecom and Electricity industriesAlre

95、ady received recognition by international venture capitalistsWeaknesses:Companys product line is a little too narrowFinancial/operational facts Developed from RMB 200,000 in 1996 to RMB 1 billion assets in 2000 Annual sales increase topped 100% 2000 revenue equals US$ 50 million Branch offices aroun

96、d China: Shanghai, Guangzhou, Hong Kong and other 5 metropolitan locations Received prestigious venture investment in 2000Valuation and partnership In 2000, Intel, Goldman Sachs, PSINet, and Shenzhen Chuangxin collectively invested US$ 18 million into the firm Companys management expressed willingne

97、ss to initiate IPO as soon as market permits Intel not only invested in Longshine, but also co-developed some kind of E-Commerce solutions and market it in China-112-GLOBAL eFORCE CROP. LTD.Background Established in Shanghai in 1994 Currently, running with three subsidiaries: Icon Company Ltd., AJT

98、International Inc., and Nanjing Wins Company Ltd. 98 Employees Business focused on: strategic consulting services, e-business solution providing Major customers include: Government (mainly Railroad Bureau), Foreign-invested enterprise (IBM, 3M), and domestic companeis (Dongfeng Auto)Strength and wea

99、knessStrengths:Highly professional management teamCEO and vice-presidents all possessed postgraduate degree and worked at prestigious domestic and multinational firmsSuccessful, multi-year track record to provide system integration or E-business solutions for big enterprisesProven good attitude towa

100、rds cooperation or strategic alliances, effective in cooperating with others to jointly develop marketsExcellent R&D capability. Very good cooperative relationships with esteemed educational institutions such as Shanghai Chiao Tung Univ., Southeast Univ. Financial/operational facts Revenue for 1998:

101、 RMB 15.86 million; for 1999: RMB 37.9 million; for 2000: RMB 70 million Net profit for 1998: RMB 2.38 million; for 1999: RMB 2.39 million; for 2000: RMB 5 million (estimated)Valuation and partnership IBM and as general solution provider Sun Microsystems China as SME solution provider China Academy

102、of Science, software institute as technology cooperator Shanghai Chiao Tung Univ. co-shared E-Commerce software development efforts-113-eBIS COMPANY LTD.Background Established in Beijing in 1994 Business focused on IT strategy and technical consulting, total E-Commerce solutions designing, developin

103、g, and system integrating Customers mainly at Financial Services, Government, Telecom, Post Services, Entertainment, and Infrastructure industries Company reorganized by PamSky, Senbell, Lixus, and TechSino in June, 2000Strength and weakness Strengths:Very strong customer base across various industr

104、iesHigh-caliber management team. High level managers have multinational management experienceFamiliar with government norms in China and understanding their requests on information technologyPassed ISO 9001 certificationInvestors possesses different capabilities that creates greater synergies to the

105、 firmFinancial/operational facts Developed from 28 people, to a company with 11 subsidiaries and over 700 employees Prominent customer list includes China Agricultural Bank, China Construction Bank, China Central TV Employees and International venture capitals mutually hold shares in the company, pr

106、oviding good incentives to create value The company itself has invested a number of projects or ventures in China already. Besides, investments focused heavily on software industriesValuation and partnership Cooperators: IBM, HP, Microsoft, Sun Microsystem, CISCO, Lotus, Compaq, SiBASE, Bea Expandin

107、g using merger and acquisition Planned IPO in 2000, however postponed Investors: Morgan Stanley; Singapore Government Investment Fund; China Construction Bank - All investments are through China International Commerce Corporation-114-MODERN COMPUTER MANUFACTURE COMPANYBackground Established in Shenz

108、hen in 1990 Business includes intelligent security system, mobile technology, E-Commerce, Internet/Intranet construction, software development and etc. Companys business is divided according to its divisions. It has six divisions: System Integration; Intelligent System; Mobile Tech; E-Commerce; Elec

109、trical Technology Divisions Employee in total about 500, Technical and managerial staff accounts for 90%. Doctors and postgraduates account for 35%, and average age is 28 years Employees are also shareholders of the company Major customers come from Telecom, Electricity and PetrochemicalStrength and

110、 weakness Strengths: Multi-year software development and system integration experiencesHigh-level managerial and technology development teamGood environment in Shenzhen for technology developmentFinancial/operational facts The biggest system integrator in South China Having 6 domestic subsidiaries,

111、and 2 overseas offices Passed ISO 9001 certification in 1998 Annual sales revenue in 2000 exceeds RMB 200 million, and profits is about RMB 40 million The biggest shareholder is Shenzhen Investment Management CompanyValuation and partnershipCompany is currently under preparation for an IPO domestica

112、llyCooperative partners: IBM, Sun Microsystems, Compaq, CISCO, HP-115-SHANGHAI HUATENG SOFTWARE SYSTEMS CO. LTD.Background Established in Shanghai in 1993, Offices also in Beijing, Guangzhou, and Singapore Current employees are 400 people Business focused on system integration for Financial Services

113、, Post Service, E-Commerce, and Computer industries Developed and launched Chinas first Highly Secured Online Banking solutions in 1997 Shanghai Pudong Development Bank has signed an agreement to provide RMB 500 million line of credit to HuatengStrength and weakness Strengths:Ability to export softw

114、aresStrategically positioned at Financial and E-Commerce area. Fast development demonstratedVery good customer base, extensive experience in providing services to big clientsManagement all have US or international experience, and are good educated Clear shareholding structure WeaknessesSevere compet

115、ition in Chinas software industryFinancial/operational facts Invested together by Scube Systems Ltd., Shanghai East China Computer Company, and Shanghai Information Tech Investment Company Market share ranks No.1 in Financial Services sector Possessed over 500 long-term clients, including Shanghai G

116、M, Shell, CitiBank, Chase Manhattan, Revenue for exports in year 2000 equaled US$18 million 2000 revenue reaches RMB 100 million, ranking No.1 in domestic software industry Currently patented over 10 software systemsValuation and partnership Jointly develop Chinas Financial Services market with Nort

117、el Work together with Motorola to promote Mobile business development in Financial area Invested US$ 20 million by Warburg Pincus Expressed desire to do an IPO at Nasdaq in 2001 Cooperators including Compaq, HP, IBM, Intel, Microsoft, Oracle-116-9、静夜四无邻，荒居旧业贫。2024/9/112024/9/11Wednesday, September 1

118、1, 202410、雨中黄叶树，灯下白头人。2024/9/112024/9/112024/9/119/11/2024 11:27:13 PM11、以我独沈久，愧君相见频。2024/9/112024/9/112024/9/11Sep-2411-Sep-2412、故人江海别，几度隔山川。2024/9/112024/9/112024/9/11Wednesday, September 11, 202413、乍见翻疑梦，相悲各问年。2024/9/112024/9/112024/9/112024/9/119/11/202414、他乡生白发，旧国见青山。11 九月 20242024/9/112024/9/1

119、12024/9/1115、比不了得就不比，得不到的就不要。九月 242024/9/112024/9/112024/9/119/11/202416、行动出成果，工作出财富。2024/9/112024/9/1111 September 202417、做前，能够环视四周；做时，你只能或者最好沿着以脚为起点的射线向前。2024/9/112024/9/112024/9/112024/9/119、没有失败，只有暂时停止成功！。2024/9/112024/9/11Wednesday, September 11, 202410、很多事情努力了未必有结果，但是不努力却什么改变也没有。2024/9/112024/

120、9/112024/9/119/11/2024 11:27:13 PM11、成功就是日复一日那一点点小小努力的积累。2024/9/112024/9/112024/9/11Sep-2411-Sep-2412、世间成事，不求其绝对圆满，留一份不足，可得无限完美。2024/9/112024/9/112024/9/11Wednesday, September 11, 202413、不知香积寺，数里入云峰。2024/9/112024/9/112024/9/112024/9/119/11/202414、意志坚强的人能把世界放在手中像泥块一样任意揉捏。11 九月 20242024/9/112024/9/112

121、024/9/1115、楚塞三湘接，荆门九派通。九月 242024/9/112024/9/112024/9/119/11/202416、少年十五二十时，步行夺得胡马骑。2024/9/112024/9/1111 September 202417、空山新雨后，天气晚来秋。2024/9/112024/9/112024/9/112024/9/119、杨柳散和风，青山澹吾虑。2024/9/112024/9/11Wednesday, September 11, 202410、阅读一切好书如同和过去最杰出的人谈话。2024/9/112024/9/112024/9/119/11/2024 11:27:13 PM

122、11、越是没有本领的就越加自命不凡。2024/9/112024/9/112024/9/11Sep-2411-Sep-2412、越是无能的人，越喜欢挑剔别人的错儿。2024/9/112024/9/112024/9/11Wednesday, September 11, 202413、知人者智，自知者明。胜人者有力，自胜者强。2024/9/112024/9/112024/9/112024/9/119/11/202414、意志坚强的人能把世界放在手中像泥块一样任意揉捏。11 九月 20242024/9/112024/9/112024/9/1115、最具挑战性的挑战莫过于提升自我。九月 242024/9

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