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

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