sage crm | chinese summit gordon mcguirk senior qa manager
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Sage CRM | Chinese Summit Gordon McGuirk Senior QA Manager. About me!!. - PowerPoint PPT PresentationTRANSCRIPT
Sage CRM | Chinese SummitGordon McGuirk
Senior QA Manager
About me!!
• Senior QA Manager in Sage Technologies, leading the Localisation Centre’s QA Department, and is responsible for delivering quality localised versions of Sage’s CRM portfolio including ACT!, Saleslogixs and SageCRM in multiple markets worldwide.
• Have over 16 years of experience in the Software Localisation industry having worked in Microsoft prior to my current role in Sage. During these years I have been involved in many Outsourcing projects and managing these Virtual teams to ensure all processes and procedures are followed to deliver high quality products to the customer.
• Over the years I have been working with Outsourcing Companies
based in Europe and Asia and have been outsourcing solely to China for nearly 10 years now.
• Quick to deploy with on-premise, hosted and Cloud-deployment options
• Direct presence in over 70 countries worldwide
• Leading provider of CRM for small to medium-sized businesses
• 30 years business software experience
• Over 1,000 partners globally• Easy to customise to meet
your business needs• Experts in rapid deployment
Award-winningCRM
SageGroup
Plc
GlobalPartner
Base
Sage CRM and our Formula for Success
• Recognised by over 12,000 customers as easy to use
• End-to-end business management for a front- to back-office view of the business
Localisation and Outsourcing to China – some tips for success & pitfalls to avoid
Agenda:• Reasons for Outsourcing • Vendor Selection Process & Legal Contracts• Why China? • China’s Twelfth Five-Year Guideline, 2011–2015• Business Culture in China • Strategy for Building Relationships• Successful Roadmap in China• Growing Wealthy Middle Class in China• Practical tips for visiting China – visa application, cities, dining and
technology cities and sites
“Offshoring, which is described as “a company taking a function out of their business and relocating it to another country,” whether the external country is physically offshore or not."
Outsourcing - Definitions
5
“Outsourcing is the process of contracting an existing business process which an organisation previously performed internally to an independent organisation, where the process is purchased as a service.”
Outsourcing - Reasons
Vendor Selection Process
Vendor Selection Process
Detail Proposal Documents
Evaluation Matrix
Trials Probation Period
Site Visit Contracts & Agreements
Evaluation & Feedback
Abundant Talent
• 6.3M college graduates in 2010 • English starts in 3rd grade• 20M new English speakers annually
Government Support
• $580B government investment in infrastructure in 2009• €7.4B Investment in Europe in 2011• €1.6T investment globally by 2020• 20 cities strategically invest in the IT Outsourcing industry• 12th 5 Year Guideline (2011-2015)
Geographic Advantage
• Preferred alternative to India• Geographic and cultural proximity to Japan, Korea, Asia• Huge, fast growing domestic IT and general business market
Why China?
“China will take dominant leadership of the outsourcing market by 2015” (Gartner)
50%
40%
10%2008
40%
45%
15%2012
30%
35%
35%2015
10%
25%
65%2018
Other
China
India
China Designated 20 cities as Technology Centres
Dalian
Nanjing
Shanghai
Hong Kong
Guangzhou
Chengdu
BEIJING
Shenzhen
Wuxi
Tianjin
ChongQing
Wuhan
DaQing
Suzhou
Xi`an
Ji`nan
HeFei
NanChang
Ha`ebing
HanZhouChangSha
Business Culture in China
Making Conversation Meetings Entertainment & Gifts
Presentations
Making Deals Negotiations Corporate Social Responsibility
Role of State
Invite the government leaders or relative administrators to visit your company
Company executives take the lead in the relationship
Pay attention to the political movements between 2 countries
Make full use of diplomatic relations
Keep on top of the 5-year plan and macro-control plan towards economic development
Regular communication with government about company achievements and progress
Align with industry players and get 3rd party validation to validate the company’s position
Engage in corporate social responsibility through community activities to keep the name out
A relationship with the China government is essential to do business with most enterprises
Strategy in Building Relationships
Become “China Client” not “Client China”
Define Your Strategy
• Think globally, act locally• China strategy (Product, Talent, Partner, Milestones, Investments)• Joint Venture
Government Relationship
• Establish good communication and PR with the government
Grow Your Industry
• Develop and focus on your industry for at least 3-10 years• Be mindful of China’s 12th 5-year plan
Successful Roadmap in China
Middle Class Consumption
Expensive Electronics Designer Brands Dining Out
Travel Cars Health Clubs, RecreationGrowthThe Chinese middle class is expected to expand by 600 million by 2020
Disposable IncomeDisposable income and consumption rates are expected to increase by 18% a year compared to 2% in US
DefinitionA household earning over $10k/year, a level regarded as high enough to buy a car or think about purchasing an apartment in China
CompositionMiddle class is composed of party and government officials, enterprise managers, private entrepreneurs, professional and senior level clerical workers
JumpstartThe Chinese middle class has grown at a phenomenal rate since the end of the Mao era
PopulationThere are between 100 million and 150 million people in the middle class in China
Visiting China• Letter of Invitation & Visa• Cities to visit• Hospitality & Dining
Letter of Invitation & Visa Application
Dalian: “The Pearl of the North”
Chinese Cities
Beijing: The Capital with Cultural Heritage
Shanghai: The Largest Economic and Financial Centre
Chengdu: “Paradise on Earth”
Nanjing: Cultural Center of the East
Shenzhen: The First Economic Development Zone
Hospitality & Dining
Thank You!
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