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