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正道易博接受香港计算机世界专访  Nov 10, 2004 By: Sheila Lam Computerworld Hong Kong India and China share more than just a border. While cultural and historical differences have often kept these population-giants at odds in the software development outsourcing market, there are signs that the landscape is changing. Indian and Chinese companies are starting to discover the benefits of working together. For example, Pune-based Indian software outsourcing company Zensar Technologies in August formed a joint venture (JV) with Shenzhen-based BroadenGate System. Named Zensar Technologies (Shenzhen), the JV is 51 percent owned by Zensar with BroadenGate holding a 49 percent stake. For BroadenGate, the JV with Zensar helps ease access to the US market. And Zensar can now extend its development operation beyond India, noted BroadenGate founder and CEO Lan Hongbing. The JV is an unconventional move for Indian companies according to Dion Wiggins, research director at Gartner. Despite claming themselves as global enterprises, most Indian companies remain “very-Indian,” he said, meaning they are hesitate to work with non-Indians. These companies are run by Indians and majority of the development jobs are done by Indian developers either overseas or locally. Partnership makes perfect Yet very few have built a cooperative relationship with foreign companies, as Zensar has by setting up a JV. “The JV is quite a smart move and make sense, because both [sides] will make profit,” said Wiggins. It’s smart because Zensar only leverages the JV on an “on-demand basis.” The company has a small team of 20 Indian developers in China. The JV will only leverage the partner’s 400-developer crew from BroadenGate in China when necessary, Wiggins added. The JV strategy is showing results in winning deals. Zensar Shenzhen already has two clients: China Mobile Communication, China’s largest mobile operator and Liz Claiborne, the US-based clothing company. The contract with Liz Claiborne alone could bring in up to US$5 million revenue over the next two years, noted Lan. Will JVs be a trend? No. With the success of this JV, does it mean a new cooperative relationship is to emerge between the Chinese and Indian application outsourcing markets? The answer is no, according to Charles Mok, president of the Hong Kong Information Technology Forum. The organization aims to bring Indian companies into China while helping Chinese to compete in the global market through Hong Kong. “I think it will remain a niche but not a widespread trend,” he said. “ While a minority choose cooperation, I’m afraid most companies from India and China will remain in competition with each other.” Since each country has established a strong presence in their own target markets, there is very little they could leverage between each other, stated Mok. Indian companies are already well recognized among European and US enterprises for outsourcing projects—their main interest is to expand that reach into China. “They are more likely targeting China as a source for markets, rather than a source of labor,” he said. Meanwhile, Chinese companies are mature in capturing opportunities from Japan and South Korea. “In fact, Chinese outsourcing companies already have the largest market share in Japan,” said Mok. Thus they do not need Indian partners to help capture these opportunities. Will JVs be a trend? Yes. However, Gartner’s analysts see it differently. With the ability to leverage each other’s strength, the Zensar JV is expected to bring a new perspective for cooperation between the two countries, noted Sujay Chohan, Gartner’s analyst based in India. “China’s capabilities in application development will take three to five years to match with the Indians,” stated Chohan. For the Chinese companies, working with Indian companies brings them an opportunity to acquire knowledge and skills, he explained. More Japanese enterprises are seeking offshore application outsourcing, and the Chinese city of Dalian has been their major locale. the Dalian Software Park noted Accenture, SAP, HP, IBM Global Services and GE Capital have also set up operations in the city to capture opportunities in Japan. Although Chinese outsourcing companies have a strong foundation in the market, the partnership with India will distinguish them from other local and foreign competitors. Apart from expanding into new markets, building a strong relationship with Chinese companies is also essential for the Indian companies to secure their existing clients, added Chohan. Currently, most of the outsourcing opportunities in China come from multi-national corporations (MNC). Despite having a good relationship with MNCs, more Indian companies are being quizzed on their China strategy, noted Wiggins. “Many Western clients are happy with the work from the Indian companies, but they are adding a new requirement,” he said. “That is the ability to support them in China.” “If they don’t partner with local [Chinese] companies, they will lose to other Indian companies,” said Chohan. “The JV is a move to remain competitive in the market.” Rough edges The major barrier for building the partnership, however, is the historical differences, said Wiggins. “The JV needs to compromise with different aspects, like culture and a change in attitude, from competing to cooperating with China.” Chohan concurred. He noted the culture and historical difference are the major barriers for cooperation between companies from the two countries. “Historically, the two cultures have very little cooperation,” he said. “Particularly during the 60s and 70s, when propaganda from the [Chinese] government widened the gap between the two cultures.” The gap is definitely closing with enhanced political relationships between the two countries, as well as through the overseas returnees of both countries, said Chohan. —IDG’s Sumner Lemon contributed to this article.
易思博、ZenSar、深圳软件园联合举办“中印软件协作模式研讨暨新闻发布会” 2004年8月10日，易思博、ZenSar、深圳软件园在深联合举办“中印软件协作模式研讨暨新闻发布会”，刘应力副市长到会祝贺，深圳市发展和改革局、科技信息局、贸易工业局、各区软件园及30多家软件企业的代表到会。会上印度ZenSar公司CEO Ganesh先生与深圳易思博公司总裁兰红兵博士签署合作协议，授权易思博在欧美软件外包业务中使用ZenSar核心的业务管理模式、CMMI 5质量体系和全球销售网络。
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易思博签订中国移动软件软件外包服务项目 2004年6月22日，易思博网络系统（深圳）有限公司与中国移动（HKSE: 0941. HK）签订了软件外包服务合同，以Onsite的交付模式向中国移动提供软件开发和软件测试服务。参与中国移动的软件外包项目，将进一步提高易思博在电信领域的业务实力和市场竞争力。
日本SCM系统株式会社“OMS2004业务管理系统”项目通过验收 2004年5月12日，易思博大连开发中心 — 大连同洲电脑有限公司向日本SCM系统株式会社交付了“OMS2004业务管理系统”的离岸开发外包项目，并通过了客户的验收。在验收报告中，日方对项目的质量、文档（日文）的规范，以及服务的敬业表现给予了很高的评价。 大连开发中心对日的软件外包服务业务，是易思博面对当前日益激烈的市场竞争环境所提出的重要战略布局，近几年来取得了较大的进展。尤其是2004年1至4月，对日外包业务产值已经超过了2003年全年的总产值。 此次“OMS2004业务管理系统”项目的成功交付，标志着易思博对日外包业务又上了一个新台阶，承接日文软件外包项目的能力更加成熟。
易思博成为2004微软企业合作伙伴 近日，北京国信易博软件系统有限公司获得了微软企业及合作伙伴事业部颁发的《2004微软企业合作伙伴》证书，正式成为了微软的企业合作伙伴。国信易博与微软开展的合作包括战略合作、行业解决方案合作和行业产品代理合作三个层面。 根据“微软企业合作伙伴共赢计划”，微软与合作伙伴将在特定的关键行业，如金融、电信、政府、能源、制造、教育等，开展诸如安全和基础架构、企业门户系统（EIP）、企业应用集成（EAI）、核心应用和商业智能（LoB & BI）等领域的广泛而深入地从拓展行业解决方案和培养方案部署梯队等方面入手，充分释放双方的商业潜能，从而加强行业的影响力和竞争力，建立互惠互助和高效益的商业关系，共赢中国信息化市场。 微软将为国信易博提供技术和营销方面的支持，包括提供市场宣传、行业推广、培训与认证等各种资源。
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