© 2004 Outblaze Limited - All Rights Reserved. 1 Richard Bye VP, Sales & Corporate Development,...

© 2004 Outblaze Limited - All Rights Reserved.

1

Richard Bye

VP, Sales & Corporate Development, EMEA


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Agenda

• Introduction to Outblaze & Our Pedigree

• Working for a Hong Kong Company

• Thing to Be Aware of

• “50 Years of Autonomy”

• “The West’s Perceptions”


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Outblaze – “The Brand Behind the Brand”

• Private Company, founded 1998

• Global provider of outsourced email & Related services– 40m Mailboxes under management today– 30m mailboxes receive perimeter Security Services– 20m people receive community services– 500k domains– ~100bn messages per month

• Customers: Large Corporates, Telco’s, Portals, ISP’s, Registrars, Universities

• Over 100 employees in 7 countries: Hong Kong (HQ), United States, Canada, United Kingdom, China, Philippines, and India, as well as several more satellite offices

• Shareholders: – Pacific Century CyberWorks (PCCW)– Scottish Investments – Lotus Asset Management – Management of Outblaze – Employees

• Cash flow positive

• Profitable

• Dream Cortex, Active8 Advertising and Typhoon Games are related companies


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Working for a Hong Kong Company

• Perception is Reality

• What am I comparing it to?

• Where & for who have I worked?– Infocheck Equifax - Senior Manager

UK & US

Dev in US

– TTYL – Country Manager & European Alliance ManagerNorway & Europe

Dev in Norway

– Critical Path – Hosted Sales Director, EMEAEurope & US

Dev in US

– Outblaze – VPWorldwide

Dev in HK, India, Phillipines & Vietnam


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• Ethos– Uncluttered– Uncomplicated– Straight Forward Approach– WILL give you what you want, when you need it– No fear of suggesting the best way– Not at all Greedy– Unpolitical– Everything happens in their stride– Feeling of Stress-less-ness– Great environments to work– Fabulous team ethics

• Effort– Unparalleled creativity and effort when given a challenge and deadline to perform– Never missed a deadline– Will work until it’s done– Enthusiastic



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• Expertise– Highly Educated workforce

– Creators of solutions

– Incubation centres

– Knowledge Centres

– Empowerment

• 24/7– Reliable

– Highly responsive

– Scaleable

– ‘Always On’


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Things to Be Aware of

• Ensure payment Terms are Agreed

• What do you need to do to get paid?

• Use a local agent – contacts are everything in China

• The Island Effect – many people get to and from work on boats, therefore they have specific deadlines


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• The meaning of Numbers– 0 symbolizes non-existence, completeness and the divine that, having no beginning or end, is eternal

and so symbolized by a circle – According to custom, odd numbers symbolize the bright male yang, and even numbers the dark

undefined female yin – 1 – Honour, Leadership and Permanent Development - I need, I will, I want– 2 - Two means to double, and is the number of cooperation and balance between yin and yang – 3 - makes everything possible. It is the number linked to luck and success, it unites heaven, earth and

man.– 4 and 49 (7x7) are unlucky numbers people will avoid since the former implies death and the latter

means gone. (14 – “I want to die”)– 5 - is popular in Chinese culture because of the five philosophical elements - water, metal, wood, fire

and earth. – 6 ('Liu‘) implies that everything about you will go smoothly.– 7 Universally a Good Number - As they see it, at 7 months old a girl infant gets her first teeth, at age 7

her second teeth appear, at 14 - 7 doubled - she begins to menstruate, and at age 49 (7 squared) her reproductive years are generally over

– 8 (‘Ba‘) means to make a great fortune in the near future. Also 8 is of great importance to a man. A boy gets his first teeth when he is 8 months old, loses and replaces them when he is 8 years old, at 16 he reaches maturity, and at 64 (8 squared) his sexual power leaves him.

– 9 ('Jiu‘) implies everlasting - Nine is the best number because it contains characteristics of all the others. It is complete and needs no other digit to be perfect as it is the last stage of everything.

• Combinations, Connections and Expectations


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• Local Mannerisms:– Never hand anything over with 1 hand – always give with both– Never make notes on, or place in your pocket, someone’s business card –

personal insult– Never reach across food at the table (that’s why the spinning wheel exists)– Never turn the wheel whilst someone else is serving themselves– Be very aware of your facial expressions

• Lucky Animals:– Ancient Chinese people invented the 10 Heavenly Stems and 12 Earthly Branches

for chronological purposes. However, since most people were illiterate, 12 animals were designated to symbolize the 12 Earthly Branches.

– Rat, Ox, Tiger, Rabbit, Dragon, Snake, Horse, Sheep, Monkey, Rooster, Dog and Pig successively named by Buddha

– “Cats kill rats”


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“50 Years of Autonomy”

• Agreement between British Government and Peoples Republic of China on 19th December 1984

• From 1 July 1997, Hong Kong became a Special Administrative Region (SAR) of the 7th National Peoples Congress (NPC) division of the People's Republic of China (PRC) enjoying a high degree of autonomy

• "one country, two systems“ – “the socialist system and policies shall not be practiced in HKSAR for 50 years”

The regional flag of the Hong Kong Special Administrative Region - a red flag with a

bauhinia highlighted by five star-tipped stamens


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“50 Years of Autonomy”

• The HKSAR remains a free port, a separate customs territory and an international financial centre. Its markets for foreign exchange, gold, securities and futures shall continue. There shall be free flow of capital. (BL Articles 109/112/114/116)

• The Hong Kong dollar, as the legal tender in the HKSAR, shall continue to circulate. The authority to issue the currency shall be vested in the HKSAR. (BL Article 111)

• The HKSAR shall pursue the policy of free trade and safeguard the free movement of goods, intangible assets and capital. (BL Article 115)

• The HKSAR shall be authorized by the CPG to continue to maintain a shipping register and issue related certificates under the name "Hong Kong, China". Private shipping businesses and shipping-related businesses and private container terminals in the HKSAR may continue to operate freely. (BL Articles 125/127)


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“The West’s Perceptions”

• “Hong Kong is Expensive”

• "I'm still deciding. I'm not too keen on supporting a dictatorship country. I don't buy anything made in China ... and I have a hard time making my conscience work with your company. I'll talk to a few friends and get some more input.” – [Major FTP vendor]

• “There’s no benefit to outsourcing to Hong Kong”

• “Connectivity will be poor”


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Summary Benefits

• Economies of scale of China within the HKSAR– Purchasing Power– Low Infrastructure Costs– Low Staffing Costs– Low Property Costs– Knowledge

• English Language Speaking– English is an official language– Faster Projects– Better Understanding– More Accurate Work

• Fantastic Environment to Work (& Visit)

• Aligned with Western Practices & Expectations

• Far more advanced than you’d imagine – benefit your company by embracing the opportunities and expanding your own horizons


14

Thank you

Richard Bye – 07989 443113

© 2004 Outblaze Limited - All Rights Reserved. 1 Richard Bye VP, Sales & Corporate Development,...

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