Top 5 things to build a success software outsourcing firm out from Vietnam

1. TOP 5 THINGS To build a success software outsourcing ﬁrm out from Vietnam Presented by Viet Hung KMS Vietnam’s Managing Director 1

2. This is to prepare for Software Outsourcing practitioners around Vietnam, inspired by the story of KMS. 2

3. KMS STAFF GROWTH IN 5 YEARS 600 484 500 446 401 400 300 300 200 200 65 100 6 5 20 17 18 18 18 0 US Vietnam Global 3

4. THE TOP 5 THINGS TO MAKE IT HAPPEN FROM 0 TO 500 1.  2.  3.  4.  5.  Market & client selection The culture Staff selection & staff development The key metrics And ﬁnally, aim for something long enough 4

5. MARKET / CLIENT SELECTION Picturing how do your clients look like? §  Which countries? America? Europe? Japanese?... §  Type of business? Software product/services company vs. not? §  Size? §  Size of the company: SMB vs. not SMB? §  Startup vs. matured? §  Size of the outsourcing projects? §  Engagement preference? “ §  Long term partnership? Or just pure staff augmentation? Select the niche focusing around your strength. 5

6. “ THE CULTURE No option, but your guys have to ﬁt with your clients’ culture. In outsourcing business, we often deal with the differences between the West and the East §  Communication / Language §  Integrity: Honest, keep your promise, and be accountable §  Transparency Not mentioning the challenges of different time zone and the long distance between offshore and onsite, must build trust through common culture / behavior 6

7. “ STAFF SELECTION AND STAFF DEVELOPMENT You don’t build business.You build people and people build business. §  Staff selection 3,738 1st round interview 7,575 qualiﬁed CVs 1,249 2nd round interview 450+ people at KMS 7

8. “ STAFF SELECTION AND STAFF DEVELOPMENT You don’t build business.You build people and people build business. §  Staff selection §  Staff development §  Through training program §  Fresher program §  Leadership development program §  Technical development program §  Through real work opportunities Any of the above are hard to work, if you don’t have a positive and connection corporate culture. Refer http://www.amazon.com/Fired-Burned-Out-Creativity-Productivity-ebook/dp/B007V91MVE/ for how to build a connection culture. 8

9. “ THE KEY METRICS The top metrics for survival in outsourcing business is utilization. But wait, how much is it …good? 9

10. “ AIM FOR SOMETHING LONG ENOUGH If you don’t see that far, how do you know you’re if you’re on the right path? Some questions to ask §  What do you see in the next 5 years? 10 years? And beyond that §  Is software outsourcing is the means or the purpose? I suggest you to think about how to build a sustainable business. And once again, it would be around building people. 10

11. THE TOP 5 THINGS 1.  2.  3.  4.  5.  Market & client selection The culture Staff selection & staff development The key metrics And ﬁnally, aim for something long enough 11

12. “ FINAL WORDS It’s a $30 bil market out there in US, waiting for you. Do it or lose it. 12