SDL Affiliate Partner Program

Agenda New Opportunities Structure Call to action

Opportunity Our industry is changing but still growing Large clients more demanding on Quality, Price and timelines and require customization of services SDL Partner Network potential

Opportunity Local markets are still struggling. Large clients are centralizing their LSP outsourcing. Continue to clean-up, restructure and increase efficiencies, build your network. Referral Selling, not traditional Continue to request a common technology platform with SDL technology. Be ready for when better times are here

Structure Invited LSP to participate in 2009 So far, 12 Affiliate Partner Europe, SA and NA presence Access to large RFI/RFQ – 3 current bids Partner with SDL (Service AND Technology)

Structure (cont.) Option 1: Referral Option 2: Collaboration (often 50/50 profit split)

Structure – Option 1: Referral Simply refer client or other LSP to Affiliate Partner No referral fees or commissions Client ownership, project management, QA is passed to partner

Structure – Option 2: Collaboration Invite partner to collaborate on specific projects Referral fees, profit sharing or sub-contracting Client ownership, project management and QA is retained by original LSP

Call to action Know what it is that you are best at. What’s your sweet spot? Willing and able to share your profit Have ONE clear benefit statement or offering that lets others know how you can help them. ACCU: IT/Technical Canadian French Translation or localization needs Follow up with the people that you meet – Weekly/monthly meetings – Sharing of leads and opportunities – Sales efforts - Networking

Case Study Ex Accu Client In between 250k and 450k words per year into NA Spanish – many requests per week Tight timelines – 2-3 days maximum for requests under 2k words Price sensitive – Selling at $0.14 to $0.15 per word, all inclusive Additional languages possible with larger spread

Next Steps Are you willing to share? Look for potential projects that you might not win on your own.

Questions?