apac scm sales consulting fy06 update oracle applications asia pacific
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Oracle Applications Asia Pacific
Sales Consulting Sales Consulting FY06 UpdateFY06 UpdateSupply Chain Mgmt Applications (SCM)
APAC SCM
* Unit = product module = Good = Troubling
FY05
SCM Solution Sets FY03 FY04 FY05 Procurement 4266 4182 3697
Manufacturing 2800 2796 3524
Order Management 2970 2589 2567
Maintenance Mgmt 214 1209 728
Logistics 281 1100 1375
SCP 1302 956 2013
High Tech 360 508 65
PLM 0 128 57
A&D & Transport 0 10 38
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
REGION Revenue YoY % of Total
ANZ 3,970K 3% 25%
ASEAN 2,800K -29% 18%
GC 4,655K 6% 29%
INDIA 1,431K 62% 10%
KOREA 2,922K 228% 18%
INDUSTRY % of Total
CMU 5%
FSI 4%
GEH 6%
MRD 84%
•All numbers include E-Business Suite allocation
16M USD at 13% YoY Growth
= Good = Troubling
Achievements
• Supply Chain Planning revenue increase by 110%
• Manufacturing revenue increase by 28%
• EBS license revenue in MRD increase by 72%
• 10 new SCP customers in CN.
• 1st CMRO sale (BAE) in APAC. Plan for 1st Live globally by Aug
• 34 new ALM customers. Up from 15 in FY05
• Integrated 80% of MRD Industry Solution teams
• Grew at 13% as compared to 8% by Gartner
FY05 PERFORMANCE
TOP 10
FY06
SWOT
TEAM STRUCTURE
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Top 10 Accounts
• Bunnings (ANZ) – 957K (SAP)• Bartter (ANZ) – 800K (SAP)• Coventry Group Ltd (ANZ) – 325K (SAP)• Exel Singapore (SGP) – 314K• Tabcorp Holdings Ltd (ANZ) – 273K (SAP)• Paxar Corp (GC) – 264K• The Warehouse (ANZ) – 240K (SAP)• Tianjin Tianshi – 233K• BAE Systems Australia (ANZ) – 210K • Solomon Systech (GC) – 203K (SAP)
• Average Deal Size : 55KFY05 PERFORMANCE
TOP 10
FY06
SWOT
TEAM STRUCTURE
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
= Good = Troubling
FY06 Revenue Targets
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Going for 19% market share
…SAP @ 24% in FY04* Not including JDE (8%) and Retek apps
Current Pipe = 19M
= Good = Troubling
FY06 Headcount Metrics
Bus iness D eve lopm entT BH (2)
P rodu ct M gm tK aush ik
P roduc t S o lu t ionsS a j (Asean), K e ith (G C )
K ev in (KR ), Sande ep ( IN )K p Loke (AN Z)
Ja sb ir S inghS C M
•FY06 Rev/Head = 340K from FY05 (220K)•Current HC @ 13 July = 72•Average Burden Cost = 120K (35%)
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
FY06
BDM
2
SC
67
MGT
1
PM
3 73
TOTAL
Additional: 2 INDIA: 2ANZ: 1
Execution of 20 BlockFY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
INDUSTRY
PRO
DU
CTS
• Key Accounts• Named Accounts• Strategic Partners• GTMi• Install Base
Execution of 20 BlockOptimization of Resources
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Q3-FY2005
Q4-FY2005
Q1-FY2006
Alignment to GTMiFY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Initiatives Regions Owner SC
MRDDemand Driven ALL Brad Prkins ANZ: Hasan, GC:Leanne, ASN:Christo, KR: JS Kim
IN: Easwar
JDE Relaunch ANZ, ASN, GC, KR Mark Welles ANZ: Andre, ASN: Hendrik, GC: Veronica, KR: Kevin
E&C KR,GC,ANZ Daniel Nimmo ANZ: M.Maslen, GC:Virginia, KR:TH Kang
CMUAsset Mgmt GC,KR,IN, Ivan Albertini GC: Jon Li, GC: Daniel Gao, KR: Youngil
GEHHealthcare ERP GC,KR,IN, ASN David Morgan GC: Andy, ANZ: Asok, ASN: Boonrat, IN: Vinay
SWOT Review
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
GSS & Early Engagements
• MTRC (eAM) – Jennifer Allen
• KAL (CMRO) – Chris Evans
• POSCO (PDH) – Mike Ger
• LGE (PDH) – Mike Ger
• Coles Myer (PDH) – Mike Ger
• Huawei (Logistics) – John F
• SVA-NEC (SCP) – John F
• ALM for Utilities – Jennifer
Strategic Training/Programs
• Asset Lifecycle Management (GSS)• BPEL/BAM/Oblix Training (GC Completed)• Fusion Middleware, OA Framework, Portal Training• 1SC-1Customer Program• Cross product training (JDE, PSFT)
SWOT Review
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
INDIA Public Sector Sourcing
• EAD Mgmt (Earnest Money Deposit)
• Initiated at Air INDIA
• Co-work with EMEA
• @ Detail design phase
• OSSI & IDC Engaged
• Impact on GEH & FSI
Install Base Program (20 Install Base per region)
InitiativesInline with SWOT
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Horizontal programsSRM Upsell/Cross Sell Program
INDUSTRY
PRO
DU
CTS
Procurement Upsell Campaign
Business Development
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
CORE TEAMCORE TEAM:
APAC: Jasbir, Liz Smith, Shanker Venkat
GSS : Vance Cheketts
Global Marketing: Dave Ross Hope
Procurement Upsell Campaign
Analyse By Region By IndustryAnalyse By Region By Industry
Identify TargetIdentify Target
Business Development
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Tactical programsALM for Local Government (ANZ)INDUSTRY
PRO
DU
CTS
ALM for Local Government (ANZ)CORE TEAMCORE TEAM:
APAC: KP Loke, David Whitfield, James Yi
GSS : Jennifer Allen (Solution Advisor)
Partner : Exor & Cap Gemini
Customer Profiles
Customer Profiles
Regional References
Regional References
Whitepapers
Whitepapers
Strategic ISV
Strategic ISV
Implementer
Implementer
ANZ GEH SALES TEAM
Business Development
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Industry SpecificI2 Replacement Program
INDUSTRY
PRO
DU
CTS
i2 Replacement ProgramCORE TEAMCORE TEAM:
APAC: Jasbir, Kauhik, Raj Sajja
Partner : Infosys
GSS : John Fitchner (Advisor)
ANZ & ASEAN
MRD SALES TEAMProven Methodology + Target Install BaseProven Methodology + Target Install Base
Business Development
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
ALM for Utilities (Power Grids in China)
Industry SpecificALM + GIS for Power Grid Co
INDUSTRY
PRO
DU
CTS
CORE TEAMCORE TEAM:
APAC: Jon Li, Daniel Gao, iTech
Partner : Longshine
Industry Specific Prototype
Industry Specific Prototype • State Grid (120K)
• Guangdong Power (150K)
• Yunan Electric Power (120K)
• Guizhou Power Grid (100K)
• Guahua Electirc (150K)
• Chongqing (150K)
Current Pipe (CMU China)
GC CMU TEAM
Business Development
FY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
SummaryShort-term
(1-3 months)Medium-term(3-12 months)
Long-term(12-36 months)
•Create BD Team•JDE Upsell•Procurement Campaign•PSFT SRM Upsell•PDH Launch•Partner enablement support•ASN Accuracy •Pipeline Management•Lead Management•WIN Announcements•Sales Days•Asset Tracking for Telco•PR-AR activities•Healthcare ERP/OPM•Fusion Trainings
•IBM and Accenture•Procurement Summit(IN)•CN Industry team Integration•High Tech CAB•ALM CAB•Press and Analysts•Reference Development•Logistics Market Dev•Metro ALM Campaign•ERP for Ports/Airports•Health & Safety for Mining in CN•MTRC (Craig’s model)•SOA Trainings
•R12 Upgrade Program•Phase 2 Accounts•Identify new markets•3PL/4PL Solutions•SCP Campaign (CN)
PartnersFY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
Initiatives Industry Regions Owner PartnersSpend Management ALL APAC SCM BD TCS, Sierra Atlantic, IBM, Han, Hand,
LGS, SDS, Satyam, BP
PDH MRD APAC Product Mgmt Accenture
DBI-Upsell ALL APAC SCM BD Sierra Atlantic, Satyam, TCS, Opentech
SCP Upsell MRD TW, ASN SCM BD Han, Hand,
Asset Intensive (ALM) MRD KR SCM BD Accenture
I2 Replacement MRD ASN, ANZ SCM BD Infosys
CMRO MRD KR,IN SCM BD HIST, Mercator, Asprecise
ALM for GEH GEH ANZ SCM BD CGEY, Exor
Asset Lifecycle Mgmt CMU GC SCM BD PCCW, IBM, Longshine
Critical Success FactorsFY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
• How to get the 72% increase in productivity for SC ?• Partner Strategy (Commitments)• Early Engagement on key deals • Effective execution tools (ASN as a single point of truth)• Stronger qualification process• One team mentality. (Sales Consulting & Industry Solutions)• Repeatable and Reproducible Solutions
• Aggressive branding & Thought Leadership• Internal and External Selling (Press, Analyst, Customers & Partners)• Air Cover (350% more press coverage than SAP)• Market Like SAP (“.. We are in talks” VS “We have submitted a bid”)
• Fusion without Confusion • Constant clear communication• Clear & Simple Product Direction
• Serious about Readiness• Proactive roles by OSS, OCS and C&A• Don't sell and walk away
#1
#1 in SCMFY05 PERFORMANCE
TOP 10
FY06
SWOT
20 Block
Business Development
Partners
Industry Alignment
Achievements
Critical Success Factors
#1
http://crushsap.us.oracle.com
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