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APAC SCM Application SolutionAPAC SCM Application SolutionFY08 Business PlanFY08 Business PlanJasbir Singh24th May 2007Ver 1.0





Historical Performance

FY08 APAC SCM Budgets

FY08 SCM Initiative & Headlines

Org. Structure, Headcount, Alignment & Scorecard

Solution Focus (GTMi) & Marketing

Training & Development

Partner Strategy

Summary: Critical Success Factors

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FY08 - Application SCM SolutionsFY08 - Application SCM Solutions



Historical PerformanceHistorical PerformanceHistorical PerformanceHistorical Performance

FY05FY053%3%**

FY07 (APAC)FY07 (APAC)*Target APAC New Apps *Target APAC New Apps

License GROWTHLicense GROWTH

$31M Finish$31M Finish

FY07FY0774%74%

FY06 (APAC)FY06 (APAC)APAC New Apps APAC New Apps


$29.8M Actuals$29.8M Actuals

FY06FY0625%25%

FY05 (APAC)FY05 (APAC)APAC New Apps APAC New Apps


$17.1M Actuals$17.1M Actuals

ACQUISITION GROWTH STRATEGYACQUISITION GROWTH STRATEGY



APAC SCM APAC SCM Application Application SolutionsSolutionsFY08 PlanFY08 Plan



US$40MUS$40M FY08 Target BudgetFY08 Target Budget

5%5% Total HCTotal HC

(3 HC Increase)(3 HC Increase)

US$752US$752Revenue / HeadRevenue / Head

FY07 = $580KFY07 = $580K

Up 30% from FY07Up 30% from FY07

36%36%APAC Year-Over-YearAPAC Year-Over-Year

FY08 Growth TargetFY08 Growth Target

FY08 SCM SummaryFY08 SCM Summary

* - Without HCM-Sales (13 HC)



FY08 SCM Solution BudgetsFY08 SCM Solution BudgetsFY08 SCM Solution BudgetsFY08 SCM Solution BudgetsFY08 REVENUE PLAN

PILLARPILLAR SCM FY07 SCM FY07 FCST (K)FCST (K)

SCM FY08 (K)SCM FY08 (K) YoYYoY

GEHGEH 28002800 15001500 -46%-46%

MRDMRD 2300023000 3500035000 52%52%

CMUCMU 45004500 42004200 -7%-7%

FSIFSI 15001500 22002200 47%47%

REGIONREGION SCM FY07 SCM FY07 FCST (K)FCST (K)

SCM FY08 (K)SCM FY08 (K) YoYYoY

ANZANZ 71007100 93009300 30%30%

ASEANASEAN 61006100 85008500 40%40%

GCGC 95009500 1400014000 48%48%

INDIAINDIA 54005400 61006100 11%11%

KOREAKOREA 37003700 50005000 35%35%



FY08 KEY INITIATIVESFY08 KEY INITIATIVESFY08 KEY INITIATIVESFY08 KEY INITIATIVES

InitiativesInitiatives

Drive Enterprise SolutioningDrive Enterprise Solutioning

Support “ERP+1” strategy in front-officeSupport “ERP+1” strategy in front-office

Offload “ERP” to back-office (SCS)Offload “ERP” to back-office (SCS)

““Outsource” via niche partners developmentOutsource” via niche partners development

Reference Development for Acquired productsReference Development for Acquired products

Drive BPO channels developmentDrive BPO channels development



FY08 SCM HeadlinesFY08 SCM Headlines 42.9M (35% YoY) & 20% of APAC APPS Revenue42.9M (35% YoY) & 20% of APAC APPS Revenue

Maintain 2-Digit YoY Growth: FY05 (24%), FY06 (74%), FY07 (Maintain 2-Digit YoY Growth: FY05 (24%), FY06 (74%), FY07 (20% - FCST20% - FCST)) 22ndnd Phase of “ERP+1” Strategy, leverage Fusions Apps & cross pillar Phase of “ERP+1” Strategy, leverage Fusions Apps & cross pillar

solutionssolutions Ramp Up on Demantra & Glog (Ramp Up on Demantra & Glog (Supply Chain OptimizationSupply Chain Optimization)) Shift PIM/PLM initiatives inline with Agile acquisition.Shift PIM/PLM initiatives inline with Agile acquisition.

Maintain Growth in New MarketMaintain Growth in New Market FY07(FY07(30% - FCST30% - FCST) revenue from NON-MRD industries) revenue from NON-MRD industries Maintain ALM Strategy for Services IndustryMaintain ALM Strategy for Services Industry

More “No:1 in APAC”More “No:1 in APAC” No:1 Metro in APAC runs Oracle SCM (MTRC)No:1 Metro in APAC runs Oracle SCM (MTRC) No:1 Logitics Company in AU runs Oracle SCM (TOLL)No:1 Logitics Company in AU runs Oracle SCM (TOLL) No:1 SCM Solution in APAC & China Award in FY08… again No:1 SCM Solution in APAC & China Award in FY08… again

Partner Enablement (Going to the next level)Partner Enablement (Going to the next level) ““ERP+1” focussed enablement for Top Tier PartnersERP+1” focussed enablement for Top Tier Partners Niche vendors for niche solutions enablementNiche vendors for niche solutions enablement Outrsourced Install Base Programs (eAM & GlobalPTM via BDC)Outrsourced Install Base Programs (eAM & GlobalPTM via BDC)



FY08 SCM Management TeamFY08 SCM Management Team

Jasbir SinghSenior Director, SCM Applications

Jasbir SinghSenior Director, SCM Applications

Sujit SahuDirector, SCM

INDIA

Sujit SahuDirector, SCM

INDIA

KP LokeDirector, SCM

ANZ

KP LokeDirector, SCM

ANZ

Keith IpDirector, SCM

GREATER CHINA

Keith IpDirector, SCM

GREATER CHINA

Christo SardjonoSenior Manager

ASEAN

Christo SardjonoSenior Manager

ASEAN

Lokesh Tayal Solution Architect – Asset Lifecycle Mgmt Solutions

Lokesh Tayal Solution Architect – Asset Lifecycle Mgmt Solutions

Sunil WahiSolution Architect – OTM SWAT & OTM BPO

Sunil WahiSolution Architect – OTM SWAT & OTM BPO

Kangyoung LeeSenior Manager

KOREA

Kangyoung LeeSenior Manager

KOREA

Rathinakumar Solution Architect – Upsell Programs & P2P BPO

Rathinakumar Solution Architect – Upsell Programs & P2P BPO



PRODUCT SOLUTIONS

Named

SMBIndirect ONLY

SMB TSR & SMB CSMTerritory Aligned (Region or Industry)

Segmentation & AlignmentSegmentation & Alignment ABU, IBU, Insight

TerritoryAccounts

SMB Growth StrategyIndirect ONLY

Accelerate

Mid MarketPartner PreferredTSR & AM (1 to n)

NamedDirect Relationship

AM (1 to <10)

KEY

<=US$200M

NICHE BPO PARTNERSNICHE BPO PARTNERS& Cluster Based Selling& Cluster Based Selling



Su

pp

orte

d

By

CMU GEH MRD

ANZ – Chris DownieANZ – Chris Downie

ASN – David GASN – David G

KR – Chul KimKR – Chul Kim

GC – Sally LiGC – Sally Li

IN – Aditya B.IN – Aditya B.

FMS HCM

Sales AlignmentSales Alignment

ANZ – Kristy DurstonANZ – Kristy Durston

ASN – Richard LeeASN – Richard Lee

KR – Hyesoo ChoKR – Hyesoo Cho

GC – Susan GungGC – Susan Gung

IN – Iyer IN – Iyer SS

ANZ – KP LokeANZ – KP Loke

ASN – ChristoASN – Christo

KR – Kevin Lee KR – Kevin Lee

GC – Keith Ip GC – Keith Ip

IN – Sujit Sahu IN – Sujit Sahu

Single POC for escalations from the GM on all matters relating to SC's in the region

Act as the primary SC contact for the GM

Key member (representing the SC LOB) in the GMs management meetings

Attend all GM planning & OMP meetings as required

Initial POC for resourcing issues - responsible for working with other regional SC Directors as applicable

Note - This does not mean that the GM can not go to the other regional SC directors if he / she requires

Key Objective - Closer alignment with Regional GMs & their sales teamsKey Objective - Closer alignment with Regional GMs & their sales teams

GM SC Point of Contact - Roles / Responsibilities GM SC Point of Contact - Roles / Responsibilities

> Key Deal Support (Industry > Key Deal Support (Industry Focus)Focus) > Enterprise Wide Solutions> Enterprise Wide Solutions > PSFT Expertise> PSFT Expertise > Information Strategy Support> Information Strategy Support

> Demo Assist> Demo Assist> RFx Assist> RFx Assist> Direct Deal Support> Direct Deal Support> BDC Assist> BDC Assist

ACE

Off-Shore Sales Consulting

> Apps Integration Arch (AIA)> Apps Integration Arch (AIA) > Architecture Messaging and > Architecture Messaging and SolutioningSolutioning> Master Data Management> Master Data Management > Fusion Roadmap and > Fusion Roadmap and DirectionsDirections

Apps Architecture, Analytics& MDM

FSI

ANZ – Wayne HoughtonANZ – Wayne Houghton

ASN – Lisa TayASN – Lisa Tay

KR – TBA KR – TBA

GC – TBA GC – TBA

IN – Samik RoyIN – Samik Roy

SCM CRM

SMB

ANZ – Domenic CANZ – Domenic C

ASN – HintendraASN – Hintendra

KR – Ikjin Jeong KR – Ikjin Jeong

GC – Charter Luo GC – Charter Luo

IN – HitendraIN – Hitendra

JDE SMB



HeadcountHeadcountHeadcountHeadcount

Regional HCRegional HC

SCMSCM

Headcount AnalysisHeadcount Analysis FY07/08 HC Growth : FY07/08 HC Growth : 5%5% Rev/HC up by Rev/HC up by : 30%: 30% Loaded Cost Up By: Loaded Cost Up By: 9%9% Margin Impovement: Margin Impovement: 6%6%

SOLUTION STAFFINGREGIONREGION RevRev

TargetsTargets

SCMSCM

(Mgr & (Mgr & SC)SC)

FY07FY07

Rev/HC Rev/HC (FCST)(FCST)

FY08 FY08 Rev/HCRev/HC

Rev/HCRev/HC

GrowthGrowth

ANZANZ 1100011000 88 649K649K 1375K1375K 111%111%

ASEANASEAN 95009500 1212 405K405K 654K654K 61%61%

GCGC 1630016300 2121 351K351K 776K776K 121%121%

INDIAINDIA 60006000 77 608K608K 857K857K 41%41%

KOREAKOREA 60536053 99 309K309K 672K672K 117%117%

APAC 429000 57 580K 752K 30%

REGIONREGION FY07FY07

LoadedLoaded

($M)($M)

FY08FY08

LoadedLoaded

($M)($M)

FY08FY08

Cost/HCCost/HC

FY08 FY08 Rev/HCRev/HC

MarginMargin

ANZANZ 1.91.9 2.02.0 250K250K 1375K1375K 81%81%

ASEANASEAN 1.51.5 1.81.8 150K150K 654K654K 77%77%

GCGC 2.52.5 2.72.7 128K128K 776K776K 84%84%

INDIAINDIA 0.80.8 0.90.9 128K128K 857K857K 85%85%

KOREAKOREA 1.11.1 1.11.1 122K122K 672K672K 82%82%

APAC 7.8M 8.5M 149K 752K 80%

NEED TO UPDATE BASED ON NEW NUMBERS



SCM Specialized Solutions SCM Specialized Solutions SCM Specialized Solutions SCM Specialized Solutions

• Partners enabledPartners enabled

• Accenture, IBM, CG&Y interestedAccenture, IBM, CG&Y interested

• Glog FY08 pipe @ 3MGlog FY08 pipe @ 3M

• Demantra FY08 pipe @ 1.5MDemantra FY08 pipe @ 1.5M

• DGB activities confirmedDGB activities confirmed

• Key accounts list in placeKey accounts list in place

• Strategic Accounts identifiedStrategic Accounts identified• Samsung - Glog• Hanjin - Glog• APL-NOL – Glog & Demantra• DHL – Exel - Glog• COSCO - Glog

FY08 REVENUE PLAN

PRODUCTPRODUCT FY08FY08

($K)($K)

FY07*FY07*

($K)($K)

YoYYoY

GlogGlog 50005000 15001500 233%233%

DemantraDemantra 20002000 0.50.5 300%300%

Agile **Agile ** 10001000 NANA

(*) : Best Forecast for FY07(**) : To be confirmed

HIGH LEVEL AGILE SALES SUPPORT PLANHIGH LEVEL AGILE SALES SUPPORT PLAN

Readiness Assessment& Planning

SC & Partner Readiness

June’06 Aug’06 Aug/Sept’06

Sales Readiness & Demand Generation

Web Based Awareness & AGSS Engagements

Sept’06



FY08 Objectives – The Score CardFY08 Objectives – The Score Card

1. >= $210M in Revenue and 2000 Net New SMB Deals

2. >= 4 times Pipe Coverage by Product and Region

3. >= 50% Win Rate on ALL Qualified Deals

4. >= 25% Increase in Average Deal Size (FY08 / FY07)

5. >= US$600K / head (Total APAC)

ALL REVIEWED QUARTERLY

PROFIT

1. Agreed and documented product solution sets with Sales, which will be the basis for the GTMi’s by Sales, group by Region.

REVIEWED QUARTERLY WITH SALES

2. Drive AIA messaging into 20 nominated Named Accounts per Industry, with the aim of 5 AIA references by region

REVIEWED QUARTERLY

3. In conjunction with regional sales teams, participation in NEW Opportunity Review meeting to agree GO / NO GO decision

REVIEWED WEEKLY

4. 100% use of STRATEGY and TA on all Deals as agreed.

REVIEWED QUARTERLY

5. 100% Coverage of Qualified Opportunities

REVIEWED WEEKLY

6. Assignment of Lead SC & Lead Architect (as applicable) to ALL qualified opportunities

REVIEWED WEEKLY

SALES ALIGNMENT

1. Documented and tracked solutions skills matrix

REVIEWED 6 MONTHLY

2. >= 2 Industry Skills area specialization for all IC3 and above. Documented and Tracked

REVIEWED 6 MONTHLY

3. 100% STRATEGY Refresher Training for all staff

COMPLETE BY Q2

3. Insight Tools training for ALL staff

COMPLETE BY Q2

SKILLS DEVELOPMENT



FY08 Objectives – The Score CardFY08 Objectives – The Score Card

1. >=2 Site Visit-ready customers covered for all IC3 and above

REVIEWED QUARTERLY

2. 5 AIA References / Region

REVIEWED QUARTERLY

3. 10 Accelerate References / Accelerate Solution

REVIEWED QUARTERLY

POST SALES / CUSTOMER REFERENCES

1. 100% completed Talent Grids, Succession Plans and OPAS

REVIEWED SIX MONTHLY

2. <=10% turnover of critical staff

REVIEWED QUARTERLY

LEADERSHIP

1. Zero breach of PRP and Controlled Availability

REVIEWED QUARTERLY

2. 100% Skills Readiness for New Products and Solutions, that have been reviewed and agreed to be roll-out in APAC

REVIEWED QUARTERLY

PRODUCT RELEASE PROCESS

1. 100% completed Gap Analyses and Enhancement Requests for next major and minor releases and for Fusion v1. Documented and Tracked

REVIEWED QUARTERLY

PRODUCT FIT FOR MARKET

1. Key Partner support. Identification & understanding of key partner support requirements by region / product family

REVIEWED QUARTERLY WITH PARTNER ENABLEMENT TEAM

2. 150 SMB Partners with 80 Certified & Validated Industry Solutions for APAC as part of Oracle Accelerate

REVIEWED QUARTERLY

3. Participation in key awareness events to promote the value & understanding of Oracle Applications including Accelerate

REVIEWED QUARTERLY (Number of events & PR)

PARTNER & MARKET AWARNESS



SCM Solution Focus AreasSCM Solution Focus AreasSCM Solution Focus AreasSCM Solution Focus Areas# GTMI MRD FSI CMU GEH ANZ ASN GC IN KR

1 Enterprise Logistics Solution X X X X X X

2 Enterprise Demand Driven Solutions X X X X X X X

3 Asset Lifecycle Mgmt X X X X X X X X

4 SCM Analytics (*) X X X X X X

5 BPO Apps (PO & OTM) X X X X X X X X X

6 PIM/MDM – Cross Product(*) X X X X X X

7 Enterprise Mfg Ops (EMI) X X X X

# Programs ANZ ASN GC IN KR

11 SCM 101 for Sales SCM 101 for Sales (*)(*) XX XX

22 SCM Clinics for Install Base SCM Clinics for Install Base (*)(*) XX XX XX XX XX

33 Accenture & IBM AwarenessAccenture & IBM Awareness XX XX XX XX XX

44 ERP+1 Training – Partners ERP+1 Training – Partners (*)(*) XX XX XX

55 Niche Partner DevNiche Partner Dev XX XX XX XX XX

(*) Focus on Install Base (Incl SAP Attack) (*) Focus on Install Base (Incl SAP Attack)



Marketing & EventsMarketing & EventsMarketing & EventsMarketing & EventsACTIVITY Jun Jul Aug Sep Oct Nov

Web Seminar

Sponsorships

Industry Days/Seminars

SCM Solution Seminars

Applications Unlimited Days

Roundtables

SMB Solutions Days 33 cities across APAC

20 cities across APAC

1 in GC (Guangzhou)

1 in ANZ (Sydney)

2 Events (2x CN)

1 in TW (Taipei)

8 Events (1xKR, 1xTW, 1XGC, 3xANZ, 2xIN)

1 in KR, 1 in TW, 1 in GC

1 in IN (Chennai)

1 in ANZ (Sydney)

1 in IN (Mumbai)

1 in ASEAN (Singapore)



Global Integrated PlanGlobal Integrated Plan

Activity Highlights

SCM Dem Gen Summary April 18, 2007 Ver: 1

JunJun JulJul AugAug SepSep

AR

Analyst Relations:Analyst Relations:• Ongoing Analyst Briefings• Analyst quotations/ratings/articles

Press Relations:Press Relations: 2 pitch topics on SCM 2 Press releases – SCM momentum SCM Roadshow – Jasbir Singh SCM newsletter

Sa

les

SalesSales• Sales team targeting with marketing for events –

account managers identify top 10 targets• OrD Briefings pre-event

Pa

rtn

ers

Partners:Partners:• Local partner sponsorship secured locally• Oracle and partner sales team engagement on lead

follow up

Eve

nts

Events:Events:• 3 SCM Seminars • 6 Roundtables – larger lead to prepipe and open

opp conversion ratio, highly targeted• 3 Sponsorships

De

m G

en

PR

OctOct NovNov

Ongoing Editorial & customer cases

Demand Gen:Demand Gen: Webinar in China EM Drop reinforcing themes & post follow up Telemarketing tie in with BDCs to target A, B leads and wider target audience OrD IC follow up and prequalification Apps Day breakouts for SCM

Pitch topic

Sales team engagement re targets

China Webinar

Secure Partner sponsorship at local level

Taipei

Secure Analyst Quotes

Post event follow up eDM

On-going Analyst Briefings

OrD IC TM Follow up & Pre-qual

Pitch topic Press release – SCM momentum

SCM newsletter SCM newsletter

OrD Briefing ANZ & India OrD Briefing Korea & Taiwan

OrD Briefing China

Oracle & partner sales team engagement re leads

Delhi, Mumbai

Guangzhou

BDC telemarketing tie in

SCM Newsletter SCM Newsletter

Press release – SCM momentum

SCM PR Roadshow

SeoulMumbai, Eye for Transport sponsorshipSydney, SMART Conference sponsorship

HK

SG, SCM Logistics World

Sydney, Melbourne, Auckland

Apps Day breakouts * 17

Marketing & EventsMarketing & EventsMarketing & EventsMarketing & Events



SCM SC Skills Training & DevelopmentSCM SC Skills Training & DevelopmentSCM SC Skills Training & DevelopmentSCM SC Skills Training & Development

Product (Upcoming) Agile Demantra (next version) Glog/OTM (CU3) – Transportation Intteligence Enterprise Mfg Intteligence Hub (EMI) – R12.1 Price Planning (Revenue Optimization) – R12.1

Solutions AIA (Siebel to EBS), (Siebel-Demantra), (Siebel-Glog) Fusion Intteligence (SCM)

IndustryDesign CollaborationFabless/Contract Mfg and Supply Chain OrchestrationLogisticsBPO & Shared Services Concepts & Business Development

Sales (Train the Trainer)SCM 101 & SCM Clinics ExecutionNew Product & Solution Awareness



SCM Partner EnablementSCM Partner EnablementSCM Partner EnablementSCM Partner Enablement

ERP Standard ERP applications (OU)Collaboration with SCSUPK Repository

ERP+1SC & AGSS (ABU) engagementsJoint collaborative account support (DHL-EXEL)

NICHE (Outsource)ALM - GlobalPTMEnterprise PLM – (Work in progress)Manufacturing Enterprise Intteligence - MindmapLogistics – Satyam (India), RFID (Korea), Mindtree(India)Demantra – Jigsaw



Leadership

Embracing Change

Focus

Enterprise Solutioning

Outsource

FY08 - Application Product SolutionsFY08 - Application Product SolutionsCritical Success FactorsCritical Success Factors

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APAC SCM Application SolutionAPAC SCM Application SolutionFY08 Business PlanFY08 Business Plan



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