copyright ©2009, oracle. all rights reserved. oracle confidential manufacturing / alm field update...

Copyright ©2009, Oracle. All rights reserved. Oracle Confidential

Manufacturing / ALM Field UpdatePieter Els, Keith Ip, KP Loke, Rajeepan Raguneethan, Lokesh Tayal, Harsh Anand, Kevin Lee, Christo Sardjono

APAC Sales Consulting

2Copyright ©2008, Oracle. All rights reserved.

Oracle Confidential

Agenda

• Yearly Sales Analysis for Mfg and ALM deals• Regional performance/revenue achievement • Major deal – Wins / Losses

• Sales Outlook• Current pipeline• Where are we selling – types of companies?• Demand Generation Initiatives for growing Mfg / ALM Sales

• Sales Readiness• Organisational Structure – Key Contacts• Partner Relationships• Training requirements• Product Issues and Enhancements


Oracle Confidential

Year in Review

• Significant Deals Won and Lost• SCM. 3% YoY Growth. 53% Growth in EDGE, -3% “SCM Core”• ALM. 54% Decline (eAM 73%). Growth 2% incl. cMRO

• Hong Kong Housing, EVN, ANZ, Korea deals slipped to FY10• No big deals in eAM – potential for FY10 (analyst predictions)• Kalbe Pharme 100k deal

• MFG. 12% Decline• Economic climate, Growth in Comm’cl.• Doosan ULA in Korea 233k deal.

• Sales initiatives• HQ Team Activates in APAC appreciated (ANZ-CAB, China, India)

• Changes• FY10 Sales & Pre Sales structure change from regional to country• OBA Team – Raj, & COE – Lokesh with eAM FY10 Target• MOC – VCP Speciality Sales as credit (no target)


Oracle Confidential

FY09 Sales Analysis – APAC SCM

FY08 Budget -> FY09 Budget : 47% (64.6m)

FY08 Actual -> FY09 Budget: 83%

FY05FY05

4%4%FY07 (APAC)FY07 (APAC)

APAC New Apps License APAC New Apps License GROWTHGROWTH

$28.5M Actuals$28.5M Actuals

FY07FY07




FY06FY06







FY08FY08




FY09FY09


Oracle Confidential

FY09 Sales Analysis - ALM

• 1,251k• YoY -54% (ANZ, GC)• eAM rev down 73%• OAT rev up 870%

• Decline in ANZ, GC• No ULAs, No big deals• Deals lipped into FY10

• eAM FY09 = 54 Transactions = 722k (13k avg)• Top 10 deals at Avg 50k• Top 20 deals at Avg 31k

• eAM FY08 = 57 Transactions = 2646k (46k)• Top 10 deals at Avg 226k• Top 20 deals at Avg 127k

• OAT FY08 = 8 Transactions = 54k (6k avg) • BAE reversal

• OAT FY09 = 8 Transactions = 528k (66k avg)• Telstra, BAE

• MRD: 45%, COM: 32%

• FY08: 69% MRD, 25% COM


Oracle Confidential

Key Wins – ALM OAT (Mostly stand-alone into CMU, MRD)OAT (Mostly stand-alone into CMU, MRD)

ASN: Kalbe Farma Win Report

KR: Doosan Win Report

ANZ: BAE Win Report

ASN: Somboon Win Report

KR: TongYang Win Report

Other eAM Go Lives in FY09:

MTR, POSCO

Other eAM Go Lives in FY09:

MTR, POSCO

eAM (No Large deals or significant ULAs. Small Q3. Slipped deals)eAM (No Large deals or significant ULAs. Small Q3. Slipped deals)

ANZ: Barrick Go-Live Report

ANZ: Origin Go-Live Report

ANZ: Telstra Win Report

ASN: Kalbe (KMI) Go-Live Report

IN: Indus Win Report


Oracle Confidential

FY09 Sales Analysis - MFG

• 3,611k• YoY -12%• YoY -7% excl MOC• OPM rev up 394%• DMF rev down 8%• No MOC• Small MES ~ 50k• # Transactions -10%

• ASN – up• GC, KR, IN –

down

• MRD: 50%, COM: 49%

• FY08: 70/25

• MFG FY08 = 196 Transactions = 4108k (20k avg)• Top 10 deals at Avg 223k, Top 20 deals at Avg 144k

• MFG FY09 = 176 Transactions = 3611k (20k avg)• Top 10 deals at Avg 118k, Top 20 deals at Avg 87k

• DMF FY08 = 148 Transactions = 3692k (24k avg) • Top 10 deals at Avg 151k, Top 20 deals at Avg 101k

• DMF FY09 = 138 Transactions = 2728k (19k avg)• Top 10 deals at Avg 108k, Top 20 deals at Avg 75k

• OPM FY08 = 71 Transactions = 178k (2k avg) • Top 10 deals at Avg 100k (adj), Top 20 deals at Avg 63k

• OPM FY09 = 59 Transactions = 882k (15k avg) • Top 10 deals at Avg 48k, Top 20 deals at Avg 33k

FY08: 90% DMF, 4% OPM, 6% MOC

(Fonterra reversal)


Oracle Confidential

Key Wins – MFG

Top 10 Deals. (Growth in ASEAN, Small Q3, no MOC )Top 10 Deals. (Growth in ASEAN, Small Q3, no MOC )

ANZ: BAE Win Report KR: POSCO Go-Live

IN: ATUL Ltd. Win Report

IN: SRF Ltd. Win Report

KR: Doosan Win Report

DMF, OPMDMFDMFDMFDMF, OPMDMFDMFDMFOPMOPM

ANZ: G.James Go-Live

GC: Nice Go-Live

ANZ: Thai Summit Win Report

GC: North Infrared Win Report

ASN: Perum Peruri Win (MES)ASN: Nitrifood Win (WMS)

BoeingBoeingHauwei – Discrete MES

Hauwei – Discrete MES


Oracle Confidential

ANZ ALM & MFG Background

• Collectively, Oracle EBS, Siebel and Peoplesoft in ANZ has very few customers in Manufacturing. JDE has reasonable customers in manufacturing but mainly in Mid-Market

• Current and Future Opportunities in Utility, Government and Mining.• Siebel CRM has branding, Peoplesoft & EBS HCM has branding,

Oracle Financial has branding. EBS EAM & MFG has little brand recognition in the market.

• MFG and EAM sales have been done as primarily pull-thru’-sales from ERP. Market for these holistic ERP sale is limited.

• Account Managers have more and more products to sell. Anecdotal evidence show that Account Managers are selling relatively more branded products (Siebel, CRM on Demand, etc) – this need to be checked. Leads are easier to come by for branded products. Non branded products require more proactive lead generation.


Oracle Confidential

ANZ - ALM Perspectives

• Oracle lack branding in Supply Chain/ Mfg /Maintenance in ANZ (though improving but slowly).

• Not enough MFG installed based to upsell significant amount of EAM.

• Not enough EAM specific success stories for use to do low cost demand generation and for other purposes.

• Ease of use, though improved, is still behind Maximo (this is feedback from independent consultant at OE)

• Spatial/ linear asset is needed to go all out in Utility sector

• No Corporate funded marketing

PositivesPositives NegativesNegatives• Winning EAM within ERP sales

and within IB (though still hard fight with Maximo).

• EAM has good deep functionality• Strong EAM pre-sales skills• A few good customer reference

sites for EAM• Distributed EAM allows us now to

edge into non EBS IB. Branding of EAM now need to be developed to compete with Maximo. (how?)

• Can leverage P/S and Siebel IB.


Oracle Confidential

Korea - ALM & MFG Perspectives

• Korea Apps Sales & marketing not focused on ALM/OAT/MOC/MES market

• Korean ALM market is quite saturated / matured – prefer Maximo

• Our MOC/MES functionality is too poor compare to competitors

• The niche MOC players have very strong relationship with CIM department of MFG companies – prefer Rockwell


Oracle Confidential

Sales Outlook – ALM (ANZ)

Prospect Industry Deal Size (incl ERP)

Products Status

NZ Housing GEH > $1.0M ERP, EAM Preferred Supplier,Q2

SA Health GEH > $1.5M ERP, EAM Preferred Supplier,Q2

Gold Coast City Council GEH >$1.0M ERP, EAM RFP to be released 09/2009

Newcastle Coal Infrastructure Group

Com-mercial 350K ERP, EAM In progress

Dept of Defence GEH >$2.0M EAM/ CMRO Delayed due to budget constraints

KCGM MRD 250K ERP, EAM RFP - to be released Oct / Nov 2009

ACTEWAGL CMU ??? EAM Did EBS demo. UGBU now involved.

Solid Energy MRD EAM More EAM users after upgrade to 12


Oracle Confidential

Sales Outlook – ALM (ASEAN)

Prospect Industry Deal Size (incl ERP)

Products Status

Electricity of Vietnam Utilities (ASN)

150 K for the first power plant

EAM Signum undertook study

PTTEP Thailand Oil and Gas (ASN)

EBS + EAM + Tech Tender would be released soon

PT. Mobile-8 Telecom Telecom (ASN)

175k OAT Q3

Glow Energy Public Company Limited

Utilities (ASN)

150k eAM Q4 – eAM Add-on

PAG-IBIG FUND (PH) Fin (ASN) 100k eAM Q3 - early

Minor Information Technology Limited

Prod Ser (ASN)

80k eAM Q4 – depending on Fin go-live

Bangkok Expressway Public Co Ltd

ASN 27k eAM Q3 – demo done.


Oracle Confidential

Sales Outlook – ALM (India)

Prospect Industry Deal Size Products Status

NHAI E & C 300K EAM, Projects,Procurement

10%

Escorts Agri Industrial Mfg 50K EAM 20%

Birla Copper/Hindalco

Natural Resources 100K EAM 20%

Swan Telecom 250K OAT 60%

Datacon Telecom 250K OAT 60%

BSNL GSM Telecom 2M (150K EAM) EAM 40%

CICP Defense 1 M EAM, Purchasing, Inventory, Demantra

20%

EME Defense 500K cMRO, EAM 10%

Power Grid Utilities 100K EAM 10%


Oracle Confidential

Sales Outlook – ALM (Greater China)

• Win/Loss review – FY09

• ALM Pipe – FY10

• Housing Authority – Rev rec• MOR – long term


Oracle Confidential

Sales Outlook – ALM (Korea)

Prospect Industry Deal Size Products StatusShinBunDang-Metro Metro/T&T (KR) 30k eAM Proposal PT on Aug.12

Daegu Metro COM (KR) 30k eAM FY10

Busan Metro COM (KR) 30k eAM FY10

KAI A&D (KR) 30K eAM Waiting RFP

HyouSung Chemical/Heavy Electrics (KR)

30K eAM Waiting RFP

DooSan Engine Ship Engine (Heavy Industry) (KR)

30K eAM Early / Not start RFP stage yet

HanWha Chemical Chemical (KR) 30K eAM Waiting Final Decision

KTF COM (KR) 100K OAT Early / Not start RFP stage yet

LGE MRD (KR) 277k eAM Early / No Need from LGE

Ministry National Defense

MRD (KR) 79k eAM Early / No action from MND


Oracle Confidential

Sales Outlook – ALM ($7.4m GCM pipe)


Oracle Confidential

Sales Outlook – MFG (Korea, ANZ)

Prospect Industry Deal Size Products StatusBoral MRD (ANZ) 250k MOC Early stages – Q4

ResMed MRD (ANZ) 118k MOC Early stages – Q4

Crane Group (JDE) MRD (ANZ) 79k MOC Overflow from FY09

Westfarmers MRD (ANZ) --- MOC May come back

Fonterra MRD (NZ) 621k JDE? Q3 – Insight Activity

Department of Transport

MRD (ANZ) ? MFG Early

HanWha Chemical MRD (KR) ? MOC MOC is almost scoped out in HanWha because Consulting firm do not recommend Oracle MOC due to be lack of function/ref-site/Impl RSC


Oracle Confidential

Sales Outlook - ASEAN

Prospect Industry Deal Size Products StatusPHARMA MANUFACTURING ML (ASN) 400k OPM Early stages

Toyota Astra Motor Indonesia (ASN) 100k DMF Q4

Anggada Putra Rekso Mulia Indonesia (ASN) 80k DMF Q2

Crysbro (Pvt) Ltd MRD (ANZ) 75k MFG Q3

Xepa-Soul Pattinson (M) Sdn Bhd

ML (ASAN) 71k MFG FY10

Chartered MRD (ASN) 150k (ULA) MOC May come back

Fazal Textile Mills Limited PK (ASN) 50k MFG Q2

Smaller ones…


Oracle Confidential

Sales Outlook - MFG (India)

Prospect Industry Deal Size Products Status

Tata Steel Natural Resource 638K MOC, BPEL 40%

Thermax Chemicals Chemicals 249 OPM, Additional modules

20%

IFFCO Ltd Chemicals 250K OPM, Financials 70%

Godfrey Philips Consumer Products 250K OPM, Order Management, Purchasing

10%

ICF Travel & Transportation

175K Discrete Manufacturing

30%

Bhushan Ltd Steel 150K OPM 40%

Allana Sons Poultry 250K ERP, OPM 40%

Suguna Poultry Farm Poultry 100K OPM 40%

TamilNadu news prints & paper

Natural Resources 150K OPM 10%

Coal India Natural Resource Strategic opportunity OPM, ERP 10%


Oracle Confidential

Sales Outlook – MFG (Greater China)

• Win/Loss review – FY09

• MFG Pipe – FY10

• PetroChina – MOC – 250k - open bid and we are at early engagement stage


Oracle Confidential

Sales Outlook – MFG ($6.7m GCM pipe)


Oracle Confidential

Demand Generation – FY09 in Review

Resulted in a Demantra win at Eveready Industries India Ltd

eAM CAB in SydneyMOC webcast - ANZ


Oracle Confidential

Demand Generation – FY10


Oracle Confidential

Demand Generation – FY10

• Note that there are no specific activities for eAM • No specific activities for Manufacturing specific

solutions like MOC, the focus is mostly on VCP or Demantra, OTM, Agile.


Oracle Confidential

Demand Generation Initiatives – ANZ

• MOC Webcastby G James Glass• Linear Asset Training for APAC• Co-ordinated EAM CAB

• No formal marketing initiatives specific on ALM or MFG• Initiated creation of success story specifically for EAM at Origin

Energy. Will use story in small mail out campaigns.• Initiated discussion with key AM on EAM for utility accounts. Many

P/S customers in utility industry.

FY09FY09

FY10FY10


Oracle Confidential

Demand Generation Initiatives – India

• Targeting OPM install base to up-sell MOC

• Pitching integrated story on asset life cycle management in telecom with CGBU team

• Utilities have started adopting ERP in India. Help needed to plan sessions/marketing events focussed on Asset management for utilities for partners & utilities customers

• E-mail campaign & marketing events required to generate leads for MOC in SAP install base


Oracle Confidential

Demand Generation Initiatives for growing Mfg / ALM Sales – outside APAC Marketing

• China – MFG• HK / South China - ALM• Korea - ALM• ANZ – ALM – need collateral.• Other Demand Generation assistance?


Oracle Confidential

Sales Readiness - Contacts

Contact Region / Country

Sales Consulting

Rajeepan Raguneethan

KP Loke

Keith Ip

Harsh Anand

Christo Sardjono

Kevin Lee

Lokesh Tayal

Pieter Els

APAC OBA

ANZ – SCM Lead

GC (HK) – SCM Lead

India – SCM Lead

ASEAN – Solution Architect

Korea – SCM Lead

APAC ACE (eAM/cMRO)

APAC SCM, EDGE

Sales Subhomoy Sengupta

Scott Dawes

Ash Khalek

Surya Bhardwaj

Edwin Lo

Moon Won

Darren Rushworth

GM Specialty Sales - APAC (MOC, EDGE)

VP Sales - ANZ

GVP Sales - ASEAN

VP Sales - India

GM Sales - GC

VP Sales - Korea

VP Oracle Direct - APAC

Partner, OCS Sales, OCS Delivery

Jeanie Yap, Vinod D

Vijay Kusurkar

Stephen Simek

Partner Enablement (APAC SCM)

OCS Sales (APAC)

OCS Delivery (APAC)


Oracle Confidential

ALMALM DMFDMF OPMOPM MOCMOC

ANZANZ

ASEANASEAN

GREATER GREATER CHINACHINA

INDIAINDIA

KOREAKOREA

Conacent

Sonata

Bluestar

LTITL

Accel

Systime

Zensar

Conacent

SQL Star

Sonata

Bluestar

LTITL

Beijing Longshine Information System Co. Ltd.

Eltiesland

Bachelon

HeplpGo

PT. Sigma Solusi Integrasi

ABSC

IOM -EBS

FPT

Pythis


PT. Berca Hardayaperkasa

Headstrong Philippines

iOM Philippines

Jaffar Brothers (Pvt) Ltd

Sidat Hyder Morshed

A.F.Ferguson & Co

IBCS Primax (VAR)


PT. Star Performa, Philippine Services.Org

FPT, Pythis,

Jaffar Brothers

A.F.Ferguson & Co

Sapphire Cons

DMS Software Tech

Key Partners


Oracle Confidential

Training Requirements

• TOIs for OAT • Graphical hierarchy• FA integration with eAM

• TOIs for MOC • Industry Specific• JDE• eAM

• TOIs for eAM – Industry Specific• Partner Training – Guided Learning Paths (GLPs)


Oracle Confidential

Product Issues / Gaps

• ALM & MFG Specific content (case studies, industry collateral to functional level, DSS industry data)

• WEB 2.0• OBIEE for ALM / MFG (incl. Costing, Quality, etc.)

• eAM – Services Procurement

• eAM – Contract Management

• EAM Linear Assets & Utilities

• eAM Material sourcing (IR from WO)

• OAT – Bhati issues (warranty)

• MOC and JDE?

• DMF Lot Costing / Converged Costing - Metals

• DMF Dual Units of Measure - Metals

• OPM CTO - Metals

• OPM – Outside Processing

• Standalone MES (not just MFG)?


Oracle Confidential

Product Issues / Gaps - India

• Managing warranty & AMC across industries. Special concerns in Telecom because of large volume of equipments to be managed

• Managing outsourced maintenance in Telecom

• Area for future- RFID integration of Telecom Assets. NOC integration with Asset tracking

• Delayed implementation in steel industry/packaging industry due to gaps in order management & manufacturing

• Localization issues


Oracle Confidential

Goals for 2010• Increased Sales License Revenue –

• Demand Gen• Mindshare on EAM product in utilities

• SC skills improvement – Solution Selling (need collateral)

• Partner enablement – Skills development

• MOC Deals – Traction needed via up-sell• India targeting ~ 2 MOC sales = SAP install base & up-sell

• Customer references – Target accounts• India targeting to Improve references in MFG & 1 x OAT

• OBA Focus – Volume Sales in Comm’cl

copyright ©2009, oracle. all rights reserved. oracle confidential manufacturing / alm field update...

Documents