192, 164, , 218, , 196, , 73, , 102, , 165, , 232, 年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 Empowering SMEs Worldwide: The Alibaba Story Brian A. Wong Senior Director International Business Development and Marketing WSIS follow-up and implementation: Action Line Facilitation meeting "E-business“ May 2008

DRAFT – Strictly Confidential An Unlikely Story... Tea House Hangzhou, China

DRAFT – Strictly Confidential  Big SME * market  In China : 42 million SMEs  In Europe: 23 million SMEs  In US: 22 million SMEs  Critical to global economy and trade  In China: 58% of GDP, 68% of import and export volume, 75% of employment  In Europe: over 50% of GDP, 60% of employment, over 100 million jobs  In US: over 50% of GDP, 67% of export volume, 67% of employment * SME means all employer firms, self-employment nonincorporated and incorporated. All About SMEs!

DRAFT – Strictly Confidential SMEs are the driving force in many economies…  Engine for job creation;  Positive role in poverty alleviation;  Cover almost all (productive) sectors;  Are a main source for new products;  Diversify the economy and introduce flexibility The Importance of SMEs in Developing Countries

DRAFT – Strictly Confidential Source: International Trade Centre Trade_Opportunities:_Are_Developing_Countries_Ready_.html UNCTAD Information Economy Report Challenges in Developing Countries for Ecommerce  Few fully utilize Internet and e-commerce: ICT not used in sales prospects or purchasing efficiencies.  Lack of online payment logistics: perceived difficulties in introducing online financing and payment, and customs collection and taxation applications.  Lack of trust on demand side.  Lack of awareness even among TPOs: less than half TPOs canvassed indicated a specific e-trade component in their national export development strategies. But are they fully utilizing the technological tools available to prosper in the global economy?

DRAFT – Strictly Confidential A New Gateway to Global Trade 22/10/ :03OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 5 Challenges Solutions The advent of eMarketplaces has helped to address many of these issues... Lack of sales prospects or purchasing efficiencies. Online market research User forums/knowledge sharing Robust global online company database Lack of online payment, logistics, etc. On-Offline partnerships (introducing relevant third party services in the export value chain) Lack of trustIntroducing trust building mechanisms (authentication and verification, inspection services, etc.) Lack of awareness and limited TPO support Public-Private partnership (TPOs/TAs/IOs) to support e-commerce Education campaign s (e-business champion event etc.) and trainings to target SMEs directly

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 6 A Hangzhou Teahouse A marketplace provides the “cups, tea and scenic surroundings” to facilitate match-making between buyers and sellers Customers bring the products and ideas User generated content (Web 2.0) For members, by members, of members “Small is beautiful” E-Marketplaces: The Alibaba Approach Jack Ma Chairman of Alibaba.com... and Alibaba.com developed a particularly unique (yet simple) model

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 7 Traditional Sources of Supplier Information  Referral (colleagues, associates)  Trade shows  Industry magazines, trade journals  Industry associations  Trade directories  Existing suppliers Search/ Discovery NegotiateTransactEvaluate Average sourcing cycle: 3.3 – 4.2 months 52% of time spent searching for/identifying appropriate suppliers 18% of time spent on RFQ development/ RFQ response 20% of time spent on screening/sorting proposals 10% of time spent on contract negotiations Source: The Aberdeen Group Traditional Sourcing Work Flow It addressed a key “pain point” for many buyers around the world...

DRAFT – Strictly Confidential  Low entry barrier  Reduce business costs and time, particularly search  Streamline supply- and export-distribution chains  Brand building using cost effective media eMarketplaces: a Window of Opportunities for SMEs The eMarketplace Value Proposition: eMarketplaces empower SMEs to become global players without the resources of a multi-national corporation... and in the process helped empower SME suppliers all over the world

DRAFT – Strictly Confidential Goal 8: Develop a Global Partnership for Development Target 18: In cooperation with the private sector, make available the benefits of new technologies, especially information and communications Aligned objectives within public- private partnership Alibaba’s objective is consistent with the UN Millennium Development Goals (MDGs)

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 10 Alibaba’s Vision 让天下没有难做的生意 To Make It Easy To Do Business Anywhere 商人都要用阿里巴巴 To Be an Essential Partner to All Businesspeople 建立一家持续发展 “102 年 ” 的公司 To Build a Company that Lasts “102 Years” Marketplace Community Long Term Vision

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 11 SMEs Spend More Marketing Dollars Online Online Share of SME Marketing Budget Growing SME Usage of Online B2B Marketplaces MM Source: iResearch CAGR = 45.0%

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 12 Global network at your fingertips e-marketplace Retail shops Manufacturers Trading agents Global Buyers Manufacturers Trading agents Global Suppliers Export Import A truly global network for importers and exporters of raw materials, component parts and finished goods

DRAFT – Strictly Confidential 22/10/ :03OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 13 World’s No.1 Online B2B Marketplace for International & Domestic Trade Note: 1.Company data as of Dec 31, 2007 Alibaba.com represents a phenomenon which is changing the way SMEs around the world conduct business Sellers International Marketplace 4.4 million registered users (1) International Marketplace 4.4 million registered users (1) China Marketplace 23.2 million registered users (1) China Marketplace 23.2 million registered users (1)  Across more than 200 countries  Companies of all sizes  Diverse end markets  Typically SMEs  Ten to a few thousand employees  5,000+ product categories in 30+ industries Note: 1.Company data as of December 31, 2007 Buyers

DRAFT – Strictly Confidential Recognition by Global Thought Leaders In a Different League from Its Peers… Forbes Magazine “Best of the Web” US Entrepreneur Magazine “Best Website for Entrepreneurs” June 2004 Far Eastern Economic Review “Best Global B2B Marketplace” 2000 HBS Case Studies 2000 and 2001  Business for Diplomatic Action  CIA’s World Fact Book  Economist Intelligence Unit  The World Bank’s Doing Business Database  U.S. Department of Commerce’s International Trade Administration “Best sites for global entrepreneurs” 14 A Premier Global Brand

DRAFT – Strictly Confidential 15 Alibaba.com’s International Marketplace South America 3% India 8% China 7% South East Asia 13% EU 9% UK 6% US 18% Middle East 4% Australia 3% Canada 3% With over 4.4 million registered members from 200 countries & regions, it’s truly a global community

DRAFT – Strictly Confidential Search Alibaba International - B2B Alibaba China - B2B Taobao – C2C & B2C Shop Choose Transact Pay Integrated eCommerce Platform China Wholesalers Overseas Buyers/ImportersConsumers ExportersChina WholesalersRetailers/ Power Sellers

DRAFT – Strictly Confidential One Stop Services for SME Exporters SMEs (International Marketplace) Export to Globe Export to China (Japan Marketplace) Export to Japan (China Marketplace) New

DRAFT – Strictly Confidential Alibaba.com partnerships and is looking for more partners including public-private partnership! Alibaba.com cooperates with leading organizations all over the world...

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 19 Success Story: Pakistan Seller Amazingly, I got orders within five days from Europe after joining! I was really surprised to see such quick results with Alibaba After joining TrustPass, I started getting about 20 per week. Now, our customers cover from Italy, France, China, America, Ireland and Spain. Member: Mr. Hammad Kanwal Company: FASHIONS CARE Type: Manufacturer Size: people Country: [Pakistan] Products: T-shirts, polo shirts, denim jeans, cotton gloves “With Alibaba, we are worldwide!"

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 20 Success Story: Sellers(TrustPass members) We have been associated with Alibaba for two years, and since that time we have had a significant amount of serious enquiries. There is not a single day that goes by when we don't get enquiries routed through Alibaba. Alibaba's service is also an invaluable source of commercial news that not only provides information but also forecasts the rising trends in the global market. Being a TRUSTPASS member has seriously added more credibility to our business and increased our number of fraud-prevented customer inquiries. As a TrustPass member from India, we are extremely happy with the services Alibaba provides. We received our first buyer form Alibaba and there have been many more since. Today, we receive 80% of our business through Alibaba and we believe that this will only increase in future. Member: Mr. Moola Ram Potalia Company: TOWN AART Country: [India] “80% of Our Business Comes From Alibaba!

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 21 Success Story: Big Buyers “The Woolworths China Sourcing Event was a great success. It allowed the Woolworths sourcing team to meet many quality new suppliers. Alibaba was very professional in its preparation and management of the day, leveraging its extensive knowledge of quality suppliers to target the right companies to meet our long-term sourcing needs.“ Alibaba.com Holds Private Sourcing Event for Woolworths Limited Woolworths Limited is the largest retailer in Australia, serving customers across the nation for over 80 years. Woolworths is one of Australia's top companies by market capitalization, with sales reaching A$42.5 billion in the 2006/2007 financial year.

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 22 Success Story: SME Buyers "I have discovered Alibaba.com at Ambiente 2004 where the Alibaba team introduced me the company. I have since been using the website on a regular base (at least once per week) and I think it's a great sourcing tool. I find Alibaba very professional and easy to use. I searched and found many suppliers and I have also posted buy leads attracting quick and good quality responses from the suppliers." Customer: Mr Fernando Lomely Company: Genesis Ferran S.A. De C.V. Country: Mexico "I have also posted buy leads attracting quick and good quality responses from the suppliers."

DRAFT – Strictly Confidential 10/22/ :03 AM 23 Roadshow video “I’m an Alibaba member!” – 2mins

DRAFT – Strictly Confidential 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 2014年10月22日12时3分 OPENSESAME\Presentations\Analyst Presentation\Analyst Presentation ( ).ppt 24 Thank you!