oracle applications asia pacific apac scm 1h review jasbir singh 13 th jan 2006

Oracle Applications Asia Pacific

APAC SCM 1H ReviewJasbir Singh

13th Jan 2006

SCM 1H by the Numbers

• 8.5M total Revenue*- 85% of Plan

- 5% YoY Growth

- 98% of Q2 plan (5.5M) with 17% YoY Growth

- 27% of total APAC Apps Revenue

- 95% Oracle EBS products

- GC achieved 143% of plan.

INDUSTRY SCM Revenue

% of 20 Block

YoY % of Total

CMU 839K 60% 346% 10%

FSI 156K 15% 73% 2%

GEH 407K 44% 258% 5%

MRD 7131K 106% -8% 84%

REGION SCM Revenue

% of Plan

YoY % of Total

ANZ 859K 44% -42% 10%

ASEAN 2184K 98% 130% 26%

GC 3951K 143% 218% 46%

INDIA 487K 38% -36% 6%

KOREA 1053K 57% -71% 12%

* All numbers are SCM revenue + 50% of SRM and 25% of EBS Suite license revenue

SCM 1H Product Breakdown

Product Family

FY06-H1 ($K)

FY05-H1 ($K)

% of SCM

YoYGrowth

MFG 1,623 2,100 22% -23%

SRM 1,802 1,109 24% 62%

SCE 2,939 1,390 39% 111%

SCP 616 1,622 8% -62%

ALM 210 194 3% 8%

PLM 330 22 4% 1400%

Pure SCM 75207520 64376437 100%100% 17%17%

EBSBundle

4060 4198 -3%

* MRD pillar contributed 89% (3.6M) of EBS license.

- FY05-2H focus on S&OP to drive SCP opportunities.- FY05-2H focus on S&OP to drive SCP opportunities.

- Drop both in MFG and MRD-EBS is concernDrop both in MFG and MRD-EBS is concern

1H Top Deals by Revenue

# Customer Country Industry Amount Partner Primary Competitor

1 MITAC Taiwan MRD 593K ARES SAP

2 Huawei China MRD 480K OCS SAP

3 Exel Singapore Singapore MRD 380K OCS SAP

4 Panasonic China MRD 400K OCS None (upsell)

5 POSCO Korea MRD 350K OCS, Posdata None (upsell)

6 GD Power China CMU 272K Datang SAP

7 Cochlear Australia MRD 256K OCS,Moscatelli None (upsell)

8 eHealth4all.com(P-Niaga) Malaysia MRD 215K Comline SAP

9 Golden Concord China CMU 198K Datang SAP

10 Enseval Indonesia MRD 196K PT Jati, OCS SAP

Pure SCM product component only (TOP 10)Pure SCM product component only (TOP 10)

# Customer Country Industry Amount Partner Primary Competitor

1 Dooson Heavy Industries Korea MRD 514K OCS None (upsell)

2 Chartered Semicon Singapore MRD 180K OCS None (upsell)

3 Ashok Leyland India MRD 154K OCS SAP

4 The Indian Hotels India MRD 105K - SAP

5 Pulmone Co Korea MRD 100K LG CNS None (upsell)

MRD EBS Suite License (TOP 5)MRD EBS Suite License (TOP 5)

1H Highlights• Marketing Execution

- SRM Upsell Campaign (40 new leads), (indirect impact SRM Upsell Campaign (40 new leads), (indirect impact Pipe for SRM @ 10M USD)Pipe for SRM @ 10M USD)- India Dairy Conference (8~10 leads) for USD 1K investmentIndia Dairy Conference (8~10 leads) for USD 1K investment- 8 Press Releases, (Logistics COE Established in China & SCM Award in CN)8 Press Releases, (Logistics COE Established in China & SCM Award in CN)

• PeopleSoft SCM Picking Up (Prime target is ANZ)- SRM Training Completed (Pipe @ 1.5M USD) & 8.9 ALM Awareness Completed.SRM Training Completed (Pipe @ 1.5M USD) & 8.9 ALM Awareness Completed.

• New Product Sales & Awareness- SNO & PS (New Options for SCP) training executedSNO & PS (New Options for SCP) training executed- G-Log (Oracle TMS) roadshow completed. Deep dive planned for Feb 2006G-Log (Oracle TMS) roadshow completed. Deep dive planned for Feb 2006- PLM gaining traction.PLM gaining traction.

• Partner Development – - Infosys (SRM Upsell), TCS (OPM for Dairy), Satyam (SCE- G-Log)Infosys (SRM Upsell), TCS (OPM for Dairy), Satyam (SCE- G-Log)- Accenture (Tactical – ALM in KR & SCP in India)Accenture (Tactical – ALM in KR & SCP in India)- IBM (Tactical – ALM in GC)IBM (Tactical – ALM in GC)

• Average Deal Size (Won Deals)- Pure SCM on track, but EBS Suite (MRD) is a concernPure SCM on track, but EBS Suite (MRD) is a concern

• Current Pipeline (Q3 & Q4)- > 10% $38M (260% of Plan) > 10% $38M (260% of Plan) - > 30% (160% of Plan)> 30% (160% of Plan)- 70% from MRD70% from MRD- FY07 at $12MFY07 at $12M

Measure * Pure SCM MRD EBS

Avg Deal ($K) 69K 40K

Avg Deal (Change FY05-06) +37% - 32%

Nos of Deals 131 95

Nos of Deals (Change FY05-06) 85 to 131 63 to 95

* Data excluding interco transfers & WON Deals

Click Here for details

APAC SCM FY06 H1 Scorecard

2H Key Deals*

Total : 9M USD ( 63% of plan)Total : 9M USD ( 63% of plan)

FY06 Org and Objectives

44

77

33

77

66

1616

22

44

22

88

12 11 23 7+2

11

Role Splits Geography SCM Product All Apps

Senior Director 70/30 APAC 65% 35%

Business Development 70/30 Regional 100% 0%

Product Management 75/25 APAC 50% 50%

Sales Consulting - SA Ranges f rom 75/25 to 80/20 Regional (A t present only ANZ) 0% 100%

Sales Consulting - Product 80/20 Regional 50% 50%

Compensation Plans and ElementsCompensation Plans and Elements

Objectives:Objectives:- - To drive more solution selling and opportunity engagement management capabilitiesTo drive more solution selling and opportunity engagement management capabilities

- Provide enterprise level solutioning and deal qualification support for sales.- Provide enterprise level solutioning and deal qualification support for sales.

- Support across products (G-Log, Retek), pillars (CRM, FMS) & specific industries.- Support across products (G-Log, Retek), pillars (CRM, FMS) & specific industries.

- Provide more awareness across products & solutions support for internal sales and partners- Provide more awareness across products & solutions support for internal sales and partners

- To provide both marketing and external awareness support for other LOB’s.- To provide both marketing and external awareness support for other LOB’s.

FY06 Org and Objectives

Revenue per HeadRevenue per Head- - 133K per SCM HC (Target 226K for H1)133K per SCM HC (Target 226K for H1)

- Even with 100% MRD EBS = 190K/SC- Even with 100% MRD EBS = 190K/SC

SCM Time Management

OpportunityBusiness DevTrainingInternal Management

FY05-H1 FY06-H1Highlights:Highlights:- - More time spent opportunity (51% to 64%)More time spent opportunity (51% to 64%)

- More time spent on Discovery & Qualification.- More time spent on Discovery & Qualification.

- Customers still demanding custom demo & POC’s.- Customers still demanding custom demo & POC’s.

- Mismatch between key accounts & SC effort (Santos & Pfizer)- Mismatch between key accounts & SC effort (Santos & Pfizer)

- Top SC working 14 hrs /day (Risk Burnout )- Top SC working 14 hrs /day (Risk Burnout )

- Average SC working 10.3 hrs/day- Average SC working 10.3 hrs/day

Opty Time (Only MRD)

FY06-H1 Working with GSS

48 Customers touched • Air India• Austrailian Rail Track Corporation Ltd • Australian Barley Board --- ABB• Australian Red Cross -- Blood Services• BAE Australia• Berger• Boral• City of Wellington, New Zealand• Coles Myer• Daejeon Metro Rapid Transit Corp.• Douglas Pharma• Dragon Air• Eagle Global Logistics - EGL• FAW QiMing• Gameco • HKHA (Hong Kong Hospital Authority)• HPCL - Hindustan Petroleum• Huawei• Hutchinson Port Authority

• JEI• John Danks & Son• Korean Airlines• Mazagon Dock Limited• MTRC• NEC• Norske Skog• OAG• OCBC Financial• Orange Tua Group• Origin Energy• Panasonic• PCCW / UniHub• Philipines Airlines (PAL)• Placemakers• Port of Singapore• Royal Brunei Airlines• Santos• Seoul Metro (SMSC)• Shandong Airlines

• Shandong Airlines• Shandong Aviation Group• SsangYong Motor Company• Stahmann Farms• SVA-NEC• The Shipping Corporation Of India Ltd.• Toshiba• Valspar• Western Australian Government

APAC Activities from June - December:- 166 Activities

-17 Demonstrations - 9 Presentations- 25 Training Events

The Team:

FY06-H2 Focus• Product Business Development

- ALM Upsell Campaign (ASEAN & INDIA)ALM Upsell Campaign (ASEAN & INDIA)- Procurement Summits & SRM Lead MaturationProcurement Summits & SRM Lead Maturation- SCE Lead Generation and MaturationSCE Lead Generation and Maturation- Industry campaign supportIndustry campaign support- Partner Enablement & Joint Campaigns (Infosys, Accenture)Partner Enablement & Joint Campaigns (Infosys, Accenture)- Strategic Account Engagement (LG India, Asahi, Huawei, Acer)Strategic Account Engagement (LG India, Asahi, Huawei, Acer)

• Products Solutions Focus- Q3 & Q4 deals maturation. Q3 & Q4 deals maturation. (Big Resource Concern in ANZ)(Big Resource Concern in ANZ)- Community Development (SCE, SRM, SCP, PLM, ALM, MFG)Community Development (SCE, SRM, SCP, PLM, ALM, MFG)- Solution Architects Organization alignment (ANZ Model)Solution Architects Organization alignment (ANZ Model)- SNO/PS & SCE (G-Log) SNO/PS & SCE (G-Log) - SCP (S&OP) CampaignSCP (S&OP) Campaign- Key Accounts Support (Hanjin, Maruti, Acer, MTRC, Boral)Key Accounts Support (Hanjin, Maruti, Acer, MTRC, Boral)

• Product Management Focus- R12 Planning & PSFT Introduction (SRM & ALM)R12 Planning & PSFT Introduction (SRM & ALM)- Oracle TMS readinessOracle TMS readiness