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ORACLE ASIA PACIFICORACLE ASIA PACIFICFY09 Q3 Ops ReviewFY09 Q3 Ops ReviewAGILEAGILEDavid MorganDavid Morgan

Agenda

• Q3 Performance• YTD• Q4 Status• FY10• Overview on strategy

Q3 Performance by Geo & Industry

APAC ANZ ASEAN GC INDIA KOREAActual 170 0 0 170 0 0Budget 2070 575 345 690 230 230% Budget 8% 0 0 25% 0% 0YOY Growth

Q3

COM CMU FSI GEH MRDActual 170 0Budget 644 1426% Budget 26% 0YOY Growth

Q3

Deals Closed : Coship and Hitron in Greater China

    

YTD performance with Product Details by Q

YTD performance by Geo and Industry

APAC ANZ ASEAN GC INDIA KOREAYTD 1811 0 947 788 76 0Budget 9000 2500 1500 3000 1000 1000% Budget 20% 0 63% 26% 8% 0YOY Growth 50%

FY09

COM CMU FSI GEH MRDActual 645 1082Budget 1764 3906% Budget 37% 28%YOY Growth

FY09

YTD performance as on 15th April

Q4 – Budget and Progress

APAC ANZ ASEAN GC INDIA KOREAActual 108 0 26 44 38 0Budget 3330 925 555 1110 370 370% Budget 3% 0% 5% 4% 10% 0YOY Growth

Q4

COM CMU FSI GEH MRDActual 0Budget 1036 2294% Budget 0% 0YOY Grow th

Q4

Deal Value Country Industry Prob

Waltop Int 44 GC-TW COMM 100%Chartered Semiconductor 25 ASEAN MRD 100%VNL 38 INDIA COMM 80%QSI 50 GC-TW MRD 60%Prudent Energy 25 GC-CN COMM 60%Cambridge (3-6X2041) 40 GC-CN COMM 60%

222Avermedia Technologies Inc 68 GC-TW COMM 50%

GCM 40% and committed

Resmed 720 ANZ MRD 40%Lecia Biosystems 82 ANZ COMM 40%Thermaltake Technology Co Ltd 82 GC-TW MRD 40%

884

GCM 40% not committed

Hong Fujin Precision (Foxconn) 800 GC-CN MRD 40%Huawei Technology Co Ltd ULA

300 GC MRD 40%Hills Industries - (JDE Rollout ELA)

96 ANZ MRD 50%COATING CHEMICAL INDUSTRY CO 76 GC-TW COMM 40%

1272

Q4 – Field position as at 27th April (Confidential)

Immediate priorities

- maximize deal closure for Q4

- stabilize team and create a sales platform for growth in FY10

- create a FY10 business plan to which AP management can buy in

Key Deals – Top 10 for Q4

LOB Account Rep $$$K Co Prime Leads, Follows, or Collaborates

Agile Foxconn Edward 800 Co Prime Collaborates

Agile Huawei Edward 300 Co Prime Collaborates

Prodika Chic Tom Sun 100 Co Prime Leads

Prodika Want – Want Tom Sun 100 Co Prime Leads

Agile Timex Danny 150 Co Prime Leads

Agile Astra Honda Motors Danny 100 Co Prime Follows

Agile LMW Srinath 175 Co Prime Collaborates

Prodika Britannia Srinath 120 Co Prime Collaborates

Agile Cochlear Unni 300 Co Prime Collaborates

Agile Resmed Unni 700 Co Prime Collaborates

Prodika Leica Unni 100 Co Prime Leads

Prodika Goodman Fileder Unni 100 Co Prime Collaborates

Likely slips to Q1 FY10Deals closed so far in Q4 :Chartered Semi(Datamart) V&L in India

Waltop in Taiwan

APAC ANZ ASEAN GC INDIA KOREABudget 700 126 126 196 126 126Worst 500 0 100 200 100 100Expected 750 100 100 300 150 100Best 950 100 200 300 200 150Expected to Budget % 107% 79% 79% 153% 119% 79%

Q1 Budget

COM CMU FSI GEH MRDBudget 280 420Worst 200 300Expected 350 400Best 450 500Expected to Budget % 125% 95%

Q1 Budget

FY10 Pipe and Q1 Budget by Industry & Region

APAC ANZ ASEAN China Taiwan INDIA KOREAQ1 >40 % 2158 596 373 144 227 334 484Q1 < 40 % 7918 1462 1816 1996 345 1875 424Rest FY10 13855 2421 2657 3696 2746 1610 725Total 23931 4479 4846 5836 3318 3819 1633

Agile PLM Key Deals – Top 10 for FY10

LOB Account Rep $$$K Co Prime Leads, Follows, or Collaborates

ANZ Cochlear Unni 300 Co Prime Collaborates

ASEAN IMI Danny 700 Co Prime Leads

KOREA LG Display Harry 300 Co Prime Collaborates

CHINA China Helicopter Tom 300 Co Prime Collaborates

TAIWAN SPIL Ben 200 Co Prime Collaborates

ASEAN Timex Danny 150 Co Prime Leads

ASEAN Astra Honda Motors Danny 100 Co Prime Follows

INDIA Thermax Srinath 180 Co Prime Leads

ANZ Fisher & Paykel Health Care Unni 314 Co Prime Collaborates

ANZ Fisher & Paykel Appliances Unni 747 Co Prime Collaborates

INDIA LMW Srinath 250 Co Prime Collaborates

PLM for Process Key Deals – Top 10 for FY10

Region Account Rep $$$K Co Prime Leads, Follows, or Collaborates

ANZ Goodman Fileder Unni 500 Co Prime Collaborates

GC Chic Tom Sun 100 Co Prime Leads

GC Want – Want Tom Sun 100 Co Prime Leads

ANZ Woolworths Unni 384 Co Prime Collaborates

ANZ National Foods Unni 360 Co Prime Collaborates

ANZ Fonterra Unni 360 Co Prime Collaborates

ANZ George Western Unni 314 Co Prime Collaborates

ASEAN Sun Migeul Allen Xavier 200 Co Prime Collaborates

ASEAN Dole Foods Allen Xavier 200 Co Prime Collaborates

INDIA Godrej Srinath 150 Co Prime Collaborates

KOREA Daesang Harry 150 Co Prime Leads

ASEAN Del Monte Allen Xavier 150 Co Prime Collaborates

MARKET OUTLOOKMARKET OUTLOOK SEGMENTATION & GTMiSEGMENTATION & GTMi

AGILE - Plan on a PageAGILE - Plan on a Page

- Target account development - Min of 10 large accounts- 23% - 1.4 mill – Ave 200k – 12 Opty – 7 Deals- Align with EMEA Sales team for Global Phama Deal- Align with NA for Global Hi-Tech & CPG Deals- Identify 5 Large Accounts with Global SI’s

- Identify min of 30 SME Accounts in Each Region- Have Partners Fulfill entire Sales, Pre-Sales & Imp to all

SMEs- Get All Geo heads to Align with CSM’s & A&C Team- Work with A&C Team to Enable all Partners on A9 7

Prodika

- 17% - 1m – Ave 70k – 30 Oppty’s/15 Deals- Run Accelerate Programs thru Partners & Comm team

- Mid-size solution days

- Transactional marketing activities / programs

- Local partners joint programs

SALES PERFORMANCESALES PERFORMANCE

& TARGET& TARGET

FY10 Target (6m) Pipeline (Current

20.8m Target:

22.5m)

Q1 (18%)

Q2 (27%)

Q3 (22%)

Q4 (33%)

SALES STRATEGIESSALES STRATEGIES

- Align closely with MRD team to Focus on Large deals (500k+) from SPIL, TSMC, Maidea & SMIC in GC, IMI & San Miguel in Asean, Goodman Fielder & Simplot in ANZ, LG Display in Korea

- Identify Upsell & Cross Sell (75-100k) Opportunities & drive it thru Channel Sales

- Align with industry associations like PDMA, Bio Spectrum, CII etc. to conduct Joint Events. Have Agile win Case studies published in Industry Specific Journals

- Ppipeline development against nominated verticals, Industry & customer specific events & workshops across all geos

SALES OBJECTIVESSALES OBJECTIVES

FY09 Target Projected Exit

AGILE 9m

- Revisit Taiwan Agile install base for up Sell opportunities (drive it thru Partners)

- Drive awareness and thought leadership to spark interest and promote Oracle as a leading PLM vendor

-FOCUS on Hi-tech, F&B & Life Science Industries across geos for more comprehensive coverage, non focus areas would be opportunistic plays only

- Drive 4 large deals in GC , 2 in ASEAN, 2 in ANZ , 1 in Korea with an Average revenue of 500k each & 2 E&C prospects in APAC & 2 Prospects in ONG

1

2

3

4

5 - Recruit 4 new Credible Partners Across APAC region

- Get on board- Rolta & L&T Infotech for E&C & ONG Vertical, IBM & Accenture for LS industry,

Value Proposition and StrengthsValue Proposition and Strengths

• PLM team with strong domain expertise in place• Product Leadership in High Tech , Life Sci, F&B• Enterprise PLM Leadership – Cost,Quality , Analytics• Strong Oracle Customer Base• Strong Management HQ ,Development support • Ability to execute new Industry Initiatives• Close Proximity to Agile Development Centers• Availability of Chinese ,Korean versions• New Versions with good enhancements• Leverage on other Specialty Products Install base• Our differentiating products for the current economy• Lack of Competition capabilities in costing, Analytics Project Management, Quality Management

- 60% - 3.6mill rev – Ave 500k – 11 Opty/7 deals- Maintain 3x Pipeline - Identify & Cross Sell into 10 EBS/JDE install base- Industry Focus – F&B, LS, E&C & ONG - All Reps to be Trusted Advisor for min 4 accounts

1

2

3

4

5

Competition Competition

COMPANY CONFIDENTIAL

Strategic Partners

Market Overview

Strategic

Territory

Commercial

Key

APAC grows at 15 % CAGRAPAC grows at 15 % CAGR

Digital Asset

LG FNS

Digital Asset

LG FNS

Hand China

AIC & Axline

Hand China

AIC & Axline

Market Share

Oracle16%

SAP 10%

DS 18%PTC 25%

UGS 13%

other18%

Oracle SAP DS PTC UGS other

MR

DC

om

mer

cial

Profile:

Co Prime Rep Headcount (A/P): 9/9SC Headcount (A/P):

9/9Bus Dev & Sales Dev(A/P) :

3/3Sales Development (A/P) :

1/1

FY09 FY10

Target YTD Target Pipe

Sales 9m 1.7m

Sales Target

6.0m 3.6m

pipeline 120k (.78x)

10500k (2.9x)

Target Segment

s

• Large Hitech, F&B & LS Companies• Oracle EBS Install Base• > 300 Mill Rev Companies

Key Accounts

• SMIC, SPIL, MAEDIA, TSMC, Keppel, Reliance, Simplot, LGD, Goodman Fielder, IMI, San Miguel, DelMonte, Dole, Daesang, CJ, Ranbaxy,

Key Solution

Set

•A9/Prodika Enterprise Solution

Sales Target

3.0m 2.4m

Pipeline 2.12m (.7x)

5100k (2.1x)

Target Segments

• Hi Tech SMB & CMs• < 300 mill rev companies in F&B & LS• Up-sell into Existing Customers

Key Accounts

Timex, Stat Chipac, Panasea Zydus Cadilla, Novartis, Leica, Various in GC

Key Solution

Sets

Accelerate ProgramPQM, & PCM with AutoVueUp sell into Existing Accounts

Co prime /Field SalesCo prime /Field Sales

Coverage PlanCoverage Plan

Business Development and PartnersBusiness Development and Partners

Agile - FY10 Industry Business Plan Summary

FY09 FY10

Revenue Scorecard

Sales ConsultingSales Consulting

FY09 FY10

COMPANY CONFIDENTIAL

PLM Business Imperatives 2009

Manage Product Cost & Risk

AccelerateProduct

Innovation

Ensure Product Quality &

Compliance

1. Rigorous Sales Execution (higher close rates, higher qualification, increased deal size)

2. Reinforce customer contact & leverage Playbooks 3. Aggressively build pipeline and sales capability into FY10

1. Rigorous Sales Execution (higher close rates, higher qualification, increased deal size)

2. Reinforce customer contact & leverage Playbooks 3. Aggressively build pipeline and sales capability into FY10

1. Retain all existing resources2. Expand business development cover to Korea3. Align training/competencies to solution sets for pipeline & existing accounts

1. Retain all existing resources2. Expand business development cover to Korea3. Align training/competencies to solution sets for pipeline & existing accounts

1. Build and accelerate pipeline2. Aggressively support key growth areas through integrated campaigns3. Drive Account Marketing to support target accounts by industry

1. Build and accelerate pipeline2. Aggressively support key growth areas through integrated campaigns3. Drive Account Marketing to support target accounts by industry

1. Coverage of market together with sales2. Pipeline Generation - focus on Account Planning, Pipeline Dashboards3. Solution Sets - Create reusable solution set content & focus on Playbook

1. Coverage of market together with sales2. Pipeline Generation - focus on Account Planning, Pipeline Dashboards3. Solution Sets - Create reusable solution set content & focus on Playbook

OpportunitiesOpportunities- Long-time customers are now investigating

extended functionality like project and direct material sourcing and manufacturing process management.

- Cross-functional/End to End integration-an integrated PLM/ERP solution over specialized requirements to mange a complex range of technical product data.

- New vertical like Life Sciences companies need processes and technologies to fulfill the complexity of product portfolio.

- Industry Best Practice, Time to market

ThreatsThreats- The remaining CAD-heritage segment

continue to jockey for competitive position, balancing vertical industry specialization with extend horizontal offerings to capture market share beyond the established PLM category.

- CAD players compete on technical prowess and data interoperability. PTC’s latest release retained a leadership position – Web based Winchill 9.0 platform.

PRE REORG

AGILE - FY10 Geo Business Plan Summary A

NZ

AS

EA

N

GC

IND

IA

Sales Target 2.5m 1m

Pipeline 5346k (2.3x)

2600k (1.1x)

Target Segments

• Med Device/LS• F&B•MRD

Key Accounts •Simplot•Goodman Fielder•Cochlear•F&P

Key Solution Sets

•Product Quality Management•Compliance and Traceability•New product introduction management

Sales Target 158m 1m

Pipeline 718k(2.5x)

1200k (1.83x)

Target Segments

• F&B•Hi Tech•Com & MRD

Key Accounts

•IMI•Dole, DelMonte•Keppel, San Miguel

Key Solution Set

• Product Data Mgmt•Product Quality Mgmt•Compliance•Engineering Collaboration

Sales Target 3m 2m

pipeline 1850k (1.2x)

7800k (3.9x)

Target Segments • Hitech

•F&B•LS •MRD & Com

Key Accounts

•SMIC, SPIL, MAEDIA, TSMC

Key Solution Set

Requirement Management• Enterprise PLM

Sales Target 1m 1m

Pipeline 420k(0.3x)

2900k (2.9x)

Target Segments

• LS•F&B•Industrial Mfg•Com

Key Account • Rolta, Ranbaxy, Arbindo, Britannia

Key Solution Set

•Customer Needs Management• Out of the Box (OOTB) Capabilities

FY09 FY10 FY09 FY10

FY09 FY10

Revenue Scorecard

FY09 FY10

Sales Target 1 1m

Pipeline 38k (-x)

1500k (1.7x)

Target Segments

•Hitech•F&B•MRD

Key Accounts

• LGD, Daesang, CJ

Key Solution Set

Requirement Management• Enterprise PLM

FY09 FY10

KO

RE

A

COMPANY CONFIDENTIAL

FY09 FY10

Target YTD Target Pipe

Sales 9m 1.7m 20.8m

Profile:

Co Prime Rep Headcount (A/P): 9/9SC Headcount (A/P):

9/9Bus Dev & Sales Dev(A/P) :

3/3Sales Development (A/P) :

1/1

1. Get SDS, FoxConn,Rolta, L&T Infotech, Digital Asset & LG CNS as Strategic partners for APAC

2. Leverage KR BDC for dand gen in Hi-Tech, Pharma & F&B3. A9 & Prodika & BI - Korean & Chinese language translation required4. Industry Specific Events across Region Required5. Integrated marketing campaign with COM and MRD6. PR Events on Wins & Partnering across Region is required 7. Identify Region Specific Partners in Indonesia, Philippines.

1. Get SDS, FoxConn,Rolta, L&T Infotech, Digital Asset & LG CNS as Strategic partners for APAC

2. Leverage KR BDC for dand gen in Hi-Tech, Pharma & F&B3. A9 & Prodika & BI - Korean & Chinese language translation required4. Industry Specific Events across Region Required5. Integrated marketing campaign with COM and MRD6. PR Events on Wins & Partnering across Region is required 7. Identify Region Specific Partners in Indonesia, Philippines.

APAC Key GTMI Initiatives

AGILE - Demand Generation Plan on a Page

1FOCUS on Hi-tech, F&B & Life Science Industries across geos for more comprehensive coverage, non focus areas would be opportunistic plays only

SalesInitiative

Initiative Objectives

Sales Strategies Mapping

Sales Plan (Sub-Initiative) Key Metrics

Sales Operations & Talent Management

• Strengthen Oracle PLM pipe through Sales development programs and expand white area in LS (Pharm/MD/Bio), Food and Beverage.

• Enable sales skill and prioritize focus from traditional PLM market to greenfield markets such as E&C.

- Strengthen partners’ skill set and reward partner sales for any significant wins (defined by deal size, strategic account, win back deals)

• WIP

Target Account Development

• Target top 11 accounts across APAC- Target account development - Min of 10

large accounts- 23% - 1.4 mill – Ave 200k – 12 Opty – 7

Deals- Identify min of 30 SME Accounts in Each

Region

WIP

Industry Focused Field Marketing Activities

• Align with 3rd party association

• Industry association

• Win Case Studies with Industry Journals

• Partner Conference sponsorship

• Agile 9.3 new release, leveraging new feature and integration capability to attract Agile install Base.

• Tele prospecting & e-Book Campaign

• WIP

Joint / Partner Activities

• Up sell into Existing Customers

• Accelerate Programs in GC

• Pharma Specific Accelerate program in India

• E&C & ONG Joint Seminar across APAC with Rolta & L&T

• Partner led JDE/Oracle Install base Campaign with Zensar & KPIT in India

• WIP

Awareness

Lead Generation

Sales Maturation

SALES OBJECTIVESSALES OBJECTIVES INITIATIVES, PLANS & METRICSINITIATIVES, PLANS & METRICS

2Drive awareness and thought leadership to spark interest and promote Oracle as a leading PLM vendor

3Revisit Taiwan Agile install base for up Sell opportunities (drive it thru Partners)

4Drive 4 large deals in GC , 2 in ASEAN, 2 in ANZ , 1 in Korea with an Average revenue of 500k each & 2 E&C prospects in APAC & 2 Prospects in ONG

5 Recruit 4 new Credible Partners Across APAC region

1 3

4

1 3

1

5

2

COMPANY CONFIDENTIAL

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3

5

5 3

4

PLM FY10 Objectives - Highlights

GOAL: Deliver Revenue of $XM USD

Drive 2 large deals in GC (SPIL & SMIC) 2 in ASEAN ( IMI & Sanmiguel) , 2 in ANZ (Goodman Fielder & Simplot), 1 in Korea (LG Display) with an Average revenue of 500k each

Identify 2 E&C (Jurong & L&T ECC) Prospects in APAC with License revenue of 200k each.

Identify 2 ONG (Reliance Petroleum & Keppel Off Shore) Prospects with License revenue of 500k each.

Maintain 3x Pipe coverage in ANZ, ASEAN & Korea, 4x Pipe coverage in GC & India

Collaborate & Align closely with Industry Sales to Cross Sell AGILE into Oracle EBS/JDE Install Base.

Revisit Taiwan MRD Accounts to identify New Opportunities. Revisit Taiwan Agile install base for up Sell opportunities (drive

it thru Partners) Recruit 2 new Credible Partners Across APAC region (Rolta & TCS) Convert Key F&B & Pharma Prospects to Customers by H1 FY10 Focus developing Collaterals, Enablement & Pre-Sales depth to

support New Industry initiatives