1

The Pillar for Growth…

Applications

2

Objectives…

Clarity of Structure Q&A

3

WHY??Reversing The Trend…

FY01 FY02 FY03 FY04 FY05 (F)

APAC Applications Revenue (FY01-FY05)

This trend must be reversed Focused sales efforts, aligned

compensation and new thinking is required

4

To provide focus the Asia-Pacific license business is being re-organised around four fundamental pillars …

Geographies

TechnologyApplications Industries

The Four Pillars

5

There will be 3 license forecasts submitted to the EVP The Industries Forecast will be split by Applications and Technology

Geographies

<HCO <HCO <HCO* Oracle Direct manages All

<HCO revenue

Applications Industries(Apps/Tech)

Technology

Applications Industries Technology

Forecast Structure

6

There will be 3 license P&Ls managed by each License Line

P&L Responsibility

Geographies

<HCO <HCO <HCO* Oracle Direct manages All

<HCO revenue

Applications Industries Technology

Applications Industries Technology

7

FY05 Revenue by Pillar

108.234.0

207.1 315.3

41.0

14.0

46.0

FSICMUGEH

75.385.8

13.014.0

75.0

248.1 390.3

Apps

Tech

AP

IND

APPS

TECH

Industry

Applications to be targeted at 25% of total AP Revenue by FY06 Q3

8

Major Objectives

1. Achieve Revenue of 75M USD for Applications in APAC2. Roll out the Apps Unplugged training program in APAC3. Build an Oracle Applications Reseller in each Region4. Strengthen the engagement model and business with OCS5. Build a Horizontal / Vertical SWAT team for selected areas, aligned with

GSS resources under Tony Kender6. Build a professional Applications Management, Sales & Pre Sales team

in APAC7. Re-Launch Applications in India and China8. Build a Pipeline with selected SI’s9. Make major Customers reference-able10.Expand the relationship with Applications Development

9

Applications Organizational Structure (600+)

Craig JonesApplications Sales

Adrian JohnstonSales Consulting & Product O pps

Neil GrahamApplications Programs

W illiam Houng LeeO n Dem and

TB HIndustry Solutions

TB HO perations

TB HO AR's & ISV's

M ark G ibbsAPAC Applications

10

APAC Applications Sales Consulting Alignment is vertical around Product Solutions rather than geography. Each region will have Four (4) Heads of Product Solutions (ERM, SCM, CRM, Apps

Tech) who will report directly into the respective Divisional Product Solution Heads. Regional Product Solution Heads will have all SCs within their respective product area reporting into them.

Operations Managers will be appointed in all geographies for operational matters & co-ordination.

Product Team Leaders will also be appointed as appropriate to help lead, direct, mentor and development a sense of community within the SC product groups.

The ACE (Apps Center of Excellence) is a new APAC SC Overlay Team which is the ‘ELITE’ SC organization in APAC, supporting key opportunities & the horizontal programs team.

SC Location Leaders also will be appointed. Key responsibilities include: Act as the SC POC for location & cross LOBs matters SC escalation & resolution management in country as required Act as the defacto location Sales Consulting head Assist in transition to new organizational structure

11

Sales Consulting Objectives & Metrics Achievement of the overall APAC Applications revenue budgets:

Metrics:– Achievement of the APAC Applications revenue budget for FY05 – US$75m

Provide appropriate sales alignment, support and coverage for the achievement of APAC’s Applications revenue targets:Metrics:

– Effective resource management and utilization to ensure optimal product / regional coverage and mix including prioritisation and deployment of resources across APAC as appropriate

– Conduct regular (min monthly) APAC OMP reviews to ensure adequate resource coverage for the top opportunities in APAC

– Ensure regular regional OMPs occur to ensure adequate resourcing coverage– Validation of sales GTM plans to ensure correct product fit & maximum product coverage

Develop a highly skilled Applications sales consulting team in the areas of product demonstrations, product knowledge and product positioning by understanding capabilities and identifying areas for improvement & development:Metrics:

– Planning and execution of a sales consulting skills improvement programs (both soft & hard skills development) to ensure a 25% pa improvements in overall capability

– Reporting of SC capability across APAC– Establishment of appropriate infrastructure to support this objective, including resource & skills tracking

(to be done in conjunction with APAC Applications Operations team)

12

Maintain close relationships with key accounts in APAC so as to ensure the highest possible level of referenceability:Metrics

– Act as the Executive Sponsor for at least one key account per region in APAC. Participate in regular account reviews, attend steering committee meetings as applicable and personally meet with the key management team

– Participate in regular APAC critical account reviews

Ensure that PRP in APAC is effective and efficient so that all teams are aware of the latest information of Oracle products as well as ensuring appropriate representation to Development of APAC product prioritises and requirements:Metric

– Development & execution of consistent product strategies for APAC, including new product roll-out & training

– Effective infrastructure to capture APAC key product enhancements in order to effectively report on & prioritise overall an APAC product enhancement list

– Representation of this APAC enhancement list to Development with the objective of ensuring that the maximum number of APAC requirements are included in Development product roadmaps

– Effective & efficient infrastructure to support PRP in APAC including web sites, news letters, Quarterly reports, knowledge management etc (to be done in conjunction with APAC Applications Operations team)

 

Overall Leadership and Management of the APAC Applications Sales Consulting team:  Metrics:

– Achievement of Objectives # 1 – 5– Regular (6 monthly) OPAS reviews of direct reports– Development of succession plans for myself & direct reports

Sales Consulting Objectives & Metrics

13

Sales Consulting Major Product Coverage

SCM

SCP

SCE

SRM

M&S

ERM

FinApps

HRMS

CPM

CRM AT

Apps Tech

OIAOFSA

HTB

CMRO

Leasing

VerticalApps*

Projects

* Vertical Apps will be covered through pooling of FD & Divisional resources (initially managed under ERM, except for CMRO which is managed under SCM)

Sales & Mkt’ing

Interaction Centre

Analytics

CDH

14

APAC Applications Sales Consulting (243 / 19 / 28)

TB HPerso n al A ssistan t

Keith Ip (26)SCM G reater Ch in a

Sandeep Bang ia (5+1)SCM In d ia

Saj Kum ar (12 )SCM ASE AN

Do m en ic C irn ig liaro (7)SCM ANZ

You n g Il.N a (12)SCM Korea

Jasb ir S in g h (64)S nr D irecto rSCM APAC

Bing Hu ang (15)CRM G reater Ch in a

Nilan jan Cho ud h ury (3)CRM Ind ia

S am ik Ro y (6)CRM AS EAN

David Barke ss (TBC) (3 )CRM ANZ

An drew L ee (10)CRM Ko rea

Ian M o rris (40)Snr D irecto rCRM APAC

Sally L i (38+1)ERM G reater Ch in a

Aditya Bhattacharyya (5)ERM Ind ia

Hoo i-Ch uan Tan (22+1)ERM A SEAN

Paul K in d (16)ERM A NZ

Chu l.Kim (22+1)ERM K orea

M oo n W o n (109)Snr D irecto rE RM A PAC

Sean Chen (9)App s Tech G reater Chin a

Anu rag Du bey (2)App s Tech In dia

Su b ra Parth asarath y (4 )App s Tech AS EAN

Peter G oesch (2 )App s Tech ANZ

Kyung H ee L ee (6)App s Tech Ko rea

TBA (24 )S nr D irecto r

Ap ps Tech APAC

HRM SE PMFin an cialCRMS CM

ACE No rth Asia

HRM SE PMFin an cialCRMS CM

ACE Sou th Asia

Rajen dh iran S ang g aran (1)S nr Directo rACE AP AC

TBH (1 )O Ps G reater Ch in a

Chu i Khen g Tan (1)O p s ASE AN

TBH (1 )O p s Ind ia

TBH (1 )O Ps ANZ

TBH (1 )O Ps Ko rea

P au l M cCartan (4)Directo r

PRP & O p s AP AC

Adrian Jo hn sto n (243 + 19 + 28)VP Ap plicatio ns S ales Co nsu lting

& Pro duct O ps - APAC

15

Australia & New Zealand Applications Sales Consulting (28)

Kym Boyle (Cu st Svc), SydCharles Harb (Cu st S vc), SydTBH , SydTBH , N Z

David Ba rkess* (3 )CRM ANZ

Perth

Ian M o rrisSn r D irecto rCRM AP AC

M o nica N am er (L &D ), SydDian a Terry (M &S), SydPieter E ls (M FG /O PM ), SydPeter Pren tice (SCP), M elbJeffrey G rig g (L &D), Ad elStep h en M u rph y (L&D), CbrTBH (L &D )TBH (SCP )TBH (O DM )

Do m en ic C irn ig liaro* (7)SCM ANZ

M elb

Jasb ir S in ghS nr D irecto rSCM APAC

L oretta G o ckPerson al Assistant

TB HO P s M an ag er

Su san Ham ilton (HRM S/iL earn in g), SydM ich ele W alm sley (HRM S), M elbKristy Du rsto n (HRM S ), M elbTBH (P ayro ll),TBH (H RM S), Syd

L ind a Po lese (HRM S), Syd

Trish S tan ley (C PM ), Syd

G avin Lo n g (CPM ), M elb

An drea Tho resen (F IN /PM ), BrisEric Harm (F IN/Treasu ry), SydElizab eth Saadeh (Prj/PSA), SydDaryl D relau d (L ease M gt), SydSco tt G rah am (F IN /Treasu ry), M elbCh risto p h er Downie (P rj/PSA), PthG o rd o n Ro b b (F IN/PM ), Pth

David Rain bo w * (L ease M g t), NZ

Paul K in d* (16)ERM ANZ

S yd

M o o n W onSn r D irecto rERM APAC

Ch ristin a L oe (Ap p s Tech ), Syd

Peter G o esch (2 )Ap ps Tech ANZ

Syd

TBASn r D irecto r

App s Tech APAC

Adrian Joh n stonVP App licatio ns Sales Con su lting

& Prod u ct O p s - APAC

* Location Leaders:

Paul Kind – SydDomenic Cimigliaro - MelbDavid Barkess – PerthDavid Rainbow - NZ

16

Vino d Devathas (SCP), SGSarada (L&D), SGNesty B ilar* (O PM ), PHPrep Palacio s (S CP), P HM aganjeet Kau r (SCP), KLL ea W ai Poh (L&D), KLTBH (M &S), SG / MYTBH (O PM), SG / MY

Hend rik Bu dim an (O DM ), IDBo on rat Chanch oke (O DM ), THPorn itp a Kan kayan (O DM ), THJind arat V isetru an g ro te (L &D), THTBH (M &S ), ID / TH

Christo Sard jono (O DM ), SG

S aj Ku m ar (12 )SCM ASEAN

SG

Jasbir S inghSn r D irecto rSCM APAC

Kh ee Shen g Ho o (Svc), SGCh arn Ariyaku l (Cu st Svc), THW ipaw ee Suriyaku l (S&M ), THShan ker (CRM ), KLKashif Sidd iq u i (F inapp s), SAG E (W est)TBH, KLTBH (CRM ), SG

Sam ik Roy (6)CRM ASEAN

KL

Ian M o rrisS nr D irecto rCRM APAC

TB HPerso n al Assistan t

Chui Kh eng TanO Ps M an ag er

Han Kiat L ek (CPM ), SGRam esh P ud u kod u (F in ap p s), SGK S elveraja (F in ap p s), SGEvelyn Tey (Prj), SGW ai Q uen M ah k (F inapp s), KLJean ne Y ap (CPM ), KLRaym on d Ngan (F IN/Prj), KLIshak Surjan a* (F in ), IDDan ish Y aqu b (F in ), PKTBH (F in ), SAG E (w)

Peng W ah Lee* (F in ), SG

Aree Archanainat (F inapp s), THJin dam an ee Kasem suksakul (CPM ), THW in sto n Sicat (F inapp s), PHQ u ang Khai Ng u yn e* (F in), VNTBH (Parithon ) (F in apps, NL S), TH

Su dh isak Chan cham n o ng * (F in ), TH

Nico le W o ng (HRM S), KLLay Pen g L ee (HRM S), SGCh irisud a Ch an tarun gsri (HRM S), THDiski Naim (HRM S ), IDCecile Agraw an te (HRM S), PH

Richard L ee (HRM S), SG

Ho o i-Ch uan Tan (22+1)ERM ASEAN

SG

M oon W onSn r D irecto rERM APAC

Claire F lores (App s Tech ), SGRashidan M oh d No rd in (App s Tech ), SGTeerarat Sam tho ng (Apps Tech), T HTBH (Ap ps Tech), IDTBH (Ap ps Tech), ID

Su bra Parth asarath y (4 )Ap ps Tech ASEAN

SG

TBASn r D irecto r

Ap ps Tech APAC

Adrian Jo hn stonVP Ap p licatio n s Sales Con sulting

& Pro du ct O p s - APAC

ASEAN Applications Sales Consulting (45)

* Location Leaders:

Peng Wah Lee – SGNicole Wong - KLSudhisak – THIshak Burjara – IDNesty Bilar – PHQuang Khai Nguyne - SAGE

17

TB HPerson al Assistant

TB HO Ps M anag er

Ku n tal Ch o u dh u ry (SCP), Ch enn aiR Easw ar (L &D), Delh i

Venu A ch anta (O P M ), M um b aiTBH (Kalyan ) (O DM ), M um b ai

V in ay Hamp ih o li (O P M), M u m b ai

TBH (Avind )

San deep Ban g ia (5+1)SCM INDIA

Delh i

Jasb ir S in ghSn r Directo rSCM APAC

Deep ak Pargaon kar (S &M ), M u m b aiCaesar Peter (S&M ), Ch enn a iTBH (CRM ), Delh i

Nilan jan Cho ud h ury (3)CRM INDIABan galore

Ian M orrisS nr D irecto rCRM APAC

Deep a Ch adh a (HRM S), Delh iPrab u Ram asw am y (F in app s), Ban g alo reM u rali Narayanam urthy (F in app s), M u m b aiSh rikan t W akan kar (F in apps), M u m b aiTBH (HRM S), M u m baiTBH (HRM S), Chenn ai

Ad itya Bhattacharyya (5)ERM INDIA

Ch en n ai

M o on W onSnr D irecto rERM APAC

N S avitha, IN, M u m b ai

Anurag Dub ey (2)Apps Tech INDIA

Delh i

TBASn r D irecto r

Ap ps Tech APAC

Ad rian Jo h n stonVP Ap p licatio n s Sales Co n sulting

& Produ ct O ps

INDIA Applications Sales Consulting (15)

* Location Leader:Sandeep Bangia

18

Jia Zong (L&D), BJBryon Li (ODM), BJKevin Zhang (L&D/M&S), BJBin Zhong (OPM), BJ

Jun Li (L&D), BJ

Andy Chen (APS), SHLeanne Wang (ODM), S HDaniel Gao (L&D/M&S), SHLin Feng (L&D/M&S), SHSteven Shi (OPM), SHWei Mou (L&D), C DChen Bo, SH

Daisy Ng (OPM), SH

Jackie Chang (L&D), TWDavid Hsu (ODM), TWVirginia Wu (ODM), T WAlvon Cheng (APS), T WJonah Tsai (OPM), T WRichard Chang (L&D), TWAnnie Chin (L&D), TW

Alex Tseng* (APS), TW

Rex Ma (L&D), HKJacky Cheng (L&D), GZJeffrey Kuo (L&D), HKChris Zhang (APS), GZTBH, CN

Keith Ip (26)SCM Greater China

HK

Jasbir SinghSnr DirectorSCM APAC

Han Yanzhi (Cust Svc), BJAdam Liu (Cust Svc), BJFei Chen (CDH), BJWei Ye (S&M), B JCheng Yang, BJGene Qian, SHEric Chen, SHNicholas Song, SH

Annie Hui (TSO), HKEddie Tsui (S&M), HKHui Wang (CDH), GZFubio Zha, (CRM), GZTBH (S&M), TW

Hung-Yi Chen* (CDH), HK

Zhou Yu Bo, BJ

Bing Huang (15)CRM Greater China

SH

Ian MorrisSnr DirectorCRM APAC

Karen JiPersonal Assistant

TBHOPs Manager

Janey Zhang (Finapps), BJ

Cindy Peng (CPM), BJAdam Cao (CPM), B JCarrie Chai (Finapps), BJJonathan Chen (Finapps), BJPei Rong Ming (Finapps), BJGeorge Lu (Finapps), BJCarrie Wu (Finapps), BJLibra Guo (CPM), BJ

Jessie Dong (Finapps), BJ

Baozhu Chen (OFSA), BJ

Gao Liqiang (CPM) *, BJ

Linna Sun (Finapps), SHJoanne Lu (Finapps), SHFang Leping (Finapps), SHDavid Tao Chen (Finapps), SHHu, Hongming (Finapps), SHTBH (OFSA), SH

Yi (Alex) He (Finapps), SH

Matthew Mok (Finapps), HKPatrick Ng (OFSA), HKPeter Chai (Finapps), GZTessa Liu (Finapps), GZEric Gong (Finapps), GZWanda Chung (Finapps), HK / GZ

TBC (FinApps), HK

Debbie Wong (HRMS), T WLouisa Luk (HRMS), BJBird Yip (HRMS), HKSteven Huang (HRMS), BJChenyu XU (HRMS), SHAnn Luo (HRMS), G ZKaren Yiu (HRMS), HKJoseph Li (HRMS), GZ

TBH (HRMS), SH

Nelly Huang (Finapps), TWWinston Chen (OFSA), TWAnne Yang (Finapps), TWMay Wang (Finapps), TW

TBC (FinApps), TW

Sally Li* (38+1)ERM Greater China

SH

Moon WonSnr DirectorERM APAC

Charles Zhang (Apps Tech), BJXuan Sun (Apps Tech), BJJerry Yan (Apps Tech), BJJack Yuan (Apps Tech), SHLeon Tu (Apps Tech), SHHaitong Wang (Apps Tech), G ZRaymond Wu (Apps Tech), TWBrian Li (Apps Tech), T W

Sean Chen (9)Apps Tech Greater China

HK

TBASnr Director

Apps Tech APAC

Adrian JohnstonVP Applications Sales Consulting

& Product Ops

* Location Leaders:

Gao Liqiang – BJSally Li - SHHung-Yi Chen – HK / GZAlex Tseng - TW

GC Applications Sales Consulting (88)

19

DaeHon g Kim (L&D)IckCheo l Jan g (M &S)Jo o gHo n g Park (P rj/PS A)W oo n Eu i Tae (L &D)Kw anyeo n g OhM yeon gJin JeongJo n gSu e KimPillsoo .JangSeu n g m in .L eeTaeh oo n KangHyeseun g W ee

You n g Il.Na (12)SCM Kore a

K R

Jasbir S in ghSn r D irecto rSCM APA C

G i Hyo u n g Nam (Cu st Svc)Hyu n Ju Ju ng (S&M)JaePhil Ch un g (S&M)JiHee Ch o i (S& M )Ju ng Ho o n Han (S &M)M iRyun g Kan g (S&M)So Hee Park (Cu st Svc )So on Du k Kim (S&M)Hyu n ch eo l Ch ang

And rew L ee (10)CRM Ko re a

K R

Ian M o rrisSn r D irecto rCRM APA C

TBAPerson al Assistan t

TB HO Ps M anag er

Hyu n gKi Kim (CPM)Do o S eo n Yoo (CPM)San g Kyu n K im (CP M)JeCh eol Lee (CPM )San g G o n Park (CPM)TaeHo Kim (CPM )Yo un g M in Lee (CPM)Yo un g Hoo n K im (F IN /PM)Han Jo ng Kim (F IN/PM)Jeo n g So o Lee (F IN/PM)So Yo u n Lee (O F SA)Bo Kyo ng Moo n (C PM)Yo un g Keu n Choi (F IN/PM)Yeo n il K imJin i Kim

CPM

HyeS oo Ch o (HRM S /Payro ll)Hyu n So ok So (HRM S/Payro ll)SeKang Ch an g (H RM S/P ayro ll)Seu n gBae L ee (HRM S/Payro ll)G iEu n Eo m (HRM S)

KiS o uk K im (HR M S/Payro ll)

Ch u l.Kim (22+1)ERM Korea

K R

M o o n W onSnr Directo rERM APAC

Hyo nJae Kim (Ap p s Tech )Hyo Su ng Park (Ap ps Tech)Jin Yeu n Park (Ap p s Tech)Joo n M in Ch ang (Ap ps Tech)Sun g M in W o n (A pps Tech)

Kyu ng Hee Lee (6)Ap p s Tech Ko rea

K R

TBASnr D irecto r

Ap p s Tech APAC

Ad rian Jo hn stonVP Ap p lication s Sales C on sulting

& Pro d uct O ps

KOREA Applications Sales Consulting (50)

20

Divisional Applications Sales Consultingand Product Operations (17)

TB HPerso nal Assistan t

TB H, SRMTB H, SC ETB H, M AINT&SV C

Kau sh ik G h atak (APS), SG

Jasbir S in gh (2)Sn r D irecto rSCM APAC

Sim on G reen (IC), AUSu n il W ah i (S& M ), SG

Ian M o rris (3)Sn r Directo rCRM APAC

TB HAd m inistrato r

Sim on Ball (EPM ), SGM artin Brow n (HRM S), SGJeo n g Hoo n Y im (OFS A), SGPatrick L im (CPM ), SGBalu Ram asam y (HTB), S GTBH, F in an cials

M o o n W o n (6+1)Sn r D irecto rERM APAC

Atu l Patel (App s Tech ), SG

TBA (1)Sn r D irecto r

App s Tech AP AC

HRM S (5)EP M (2)F inancials (2)CPM (4)SC M (4)CRM (2)Ap ps Tech (1)

Rajend h iran San g g aran (1)Sn r D irecto rACE APAC

Ad rien n e Smith (O D), AUSafisah Rah im (O Ps), SGTB H, O D

Pau l M cCartan (3)D irecto r

PRP & O p s

Adrian Jo h nsto n (19)VP App licatio n s Sales Co n su lting

& Pro d u ct O ps

21

ACE - Objectives

Achieve APAC’s USD 75M Apps target– Drive and close “Key Apps deals” across Industries and APAC

geographies

• Excellence Product Depth in Product Demonstration, Knowledge & Positioning

• Develop Global Best Practices for Sales Consulting• Excellence in Objection Handling and Competitive Knowledge• Key Account Referenceability• Assist in Horizontal Apps Programs

22

ACE Product Expertise Fin Mgt & Corp Performance Enterprise Planning & Budgeting Property Manager Leasing CPM/BI Corporate Governance

Supply Chain Management Manufacturing Planning Sourcing & Procurement Maintenance - EAM, cMRO WMS, Transportation, PLM, Order

Mgmt

Enterprise Project Mgt Project Collab, resource mgnt Project Intelligence, portfolio planning

Human Resources Mgt System OTA Adv Benefits SSHR OTL iRecruitment HR Intelligence Customer Relationship Mgmt Marketing Sales Trade Management Partner Relationship Management Interaction Center Electronic Commerce: iStore, iSupport Customer Service Field Service - Depot Repair & Spares

Management Customer Data Hub

23

• Deals Must be in OSO• Regular OMP by BU (Apps, FSI, CMU, GEH)• Resource management by Regional Product Directors• Ops Manager to play a critical role• < ½ day internal engagement does not require formal approval• FAQ available

ENGAGEMENT OF SALESCONSULTING

24

APAC Applications Sales Consulting Engagement Flow

External ResourcesApps Sales Consulting

Opportunity defined

Ind Sol Mgr Exists?

Evaluate Opportunity

Qualify Opportunity

Produce Solution Footprint

Contact SC Organization Assign Lead SC Form Team

Contact any SC Product Leader

Assign Lead SC Form Team

CRM ERM SCM ATech Cross Pillar

ACE or Regional

Ind Sol Mgr Ind Sol Mgr Ind Sol Mgr Ind Sol Mgr

Acct Mgr

SC Contact*

SC Contact* Ind Sol Mgr

Acct MgrAcct MgrAcct Mgr

SC Contact* Lead SC

SC Ops Mgr

Customer/Propsal/Workshop/Demo/POC

Sales Rep identify Prod area ?

Yes

No

Yes

No

Identify SC Contact*

Acct Mgr

QualifiedOpportunity

Yes

No

Escalate to Regional Dir

If conflict

SC Contact*

Yes

SC Contact*

Acct Mgr

QualifiedOpportunity

No

Escalate to Regional Dir

If conflict

Yes

Lead SC takes overall ownership

of solution proposal

Solution Manager takes overall ownership of

solution proposal

Lead SC

Acct Mgr

QualifiedOpportunity

SC Contact*

Escalate to Regional Dir

If conflict

29

Applications Programs

APPLICATIONS PROGRAMS

Mid-market Programs

•EBS-SE•RapidAPPS•Templates (Industry and

Horizontal)

Horizontal Programs

•HRMS•Enterprise Project

Management•Financials (Corporate

Performance Mgmt)

Programs Office(Program management, Content management, Program performance, Knowledge Management &

Re-use)

Tactical Programs

•Upgrades•Upsell/Cross-sell•Competitive Programs

• Priority will be HRMS and EBS-SE

32

Summary

Q2 is the priority – must protect and convert current pipeline– Best resources allocated to top deals

Every manager responsible for communicating to their directs Refine engagement / operational execution Roles & Responsibilities of SCs has NOT changed. Management

changes & reporting are the most significant If you have concerns, questions or doubts pls speak to your new

manager or HR

AQ&