Chinas ICT market Presentation to the British Computer Society 19 th October 2005 Andrew Whiteman

Agenda Market growth The rise of Chinese ICT vendors Whether or not to enter the market Top Tips

Market Growth Worlds largest mobile phone market 101 million Chinese have access to the Internet 2 nd largest PC market in the world but… ICT market still smaller than the UK

Software companies Succesful $25bn software industry Emerging players such as:- –Kingdee (ERP) –Evermore (Integrated office suite) –Rising, Kingsoft (Anti-virus) –Neusoft, VenusTech, iS-One, TopSec (firewall/VPN)

Telecoms suppliers ZTE (Zhongxin Telecom) Datang Telecom Fiberhome Technologies

PC makers Lenovo Founder Tong Fang

Decision time Factors to consider –Foreign and local competition –Your competitive advantage –Investment in time and resources –Price levels –A different kind of partnership in China

China Tips Get into the market early Commit to it for the long-term Learn about Chinese culture Dont let appearances deceive you Never forget relationships Consider alternative partnerships Get a local representative Practice price negotiation!

Thank you Andrew Whiteman Request a copy of our China ICT market overview by writing to