Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February 6, 2008

Today’s Agenda Manufacturing Best Practices Webinar The Customer Visibility Challenge Top 5 Pitfalls in Manufacturing Oracle CRM Update Q&A

Our benchmarking studies show that the best forecasters have 15% less inventory, 17% stronger fulfillment, and 35% shorter cash-to-cash cycle times, all having a direct impact to the bottom line. “ ” Visibility into Customer Demand Matters An Analyst Perspective Rob Bois AMR Research Research Director

The Demand Visibility Challenge What Our Customers Tell Us CustomersProductionMarketing Distributor OEM Retailer Direct Sales Rep Firm

5 Top Pitfalls for Manufacturing And How You Can Avoid Them 1.Focus on your supply chain 2.Don’t trust salespeople 3.Drive with the rear-view mirror 4.Do it later 5.It’s not a big deal

Pitfall 1: Focus on Your Supply Chain Over $5B spent on supply chain software annually Over 2/3 of manufacturers’ costs not directly related to production Lack of visibility into customer demand creates bullwhip effect on companies’ supply chain Pitfall Improved visibility into more than $370 million in new sales Focus on customers and drive substantial benefits to your supply chain Increased order fulfillment Lower inventory Higher margins Solution

Pitfall 2: Don’t Trust Salespeople No one trusts judgment of salespeople Untimely sales forecasts Lack of details Sandbagging & gaming Sales and channels have most accurate view of: Future customer demand New products Pitfall Improved sales productivity and reduced forecasting time by 80% Provide ways for sales and channels to capture customer demand: Easy to use Embedded within sales process and tools Detailed forecast data Solution

Pitfall 3: Drive with the Rear-View Mirror Many manufacturers rely primarily on historical sales data to plan production Historical data can be inadequate and unreliable New product introductions New regions and markets Changing trends Pitfall Integrate back-end with front-end to get accurate view of all future demand Historical data to determine run-rate business Real-time view of demand updates and changes for new business Has real-time view of all business across all channels Solution

Pitfall 4: Do It Later Companies lack resources and time for technology implementation Reduced IT resources Integration with existing systems On-demand is perfectly suited for “overwhelmed” companies Pitfall Use on-demand apps to get deployed and realize value quickly Fast to deploy Minimal impact to existing IT infrastructure Flexible and secure Rolled out 2 weeks ahead of schedule Solution

Pitfall 5: It’s Not a Big Deal “Demand and customer visibility” sound lofty with no direct and concrete results Manufacturing companies who invest in CRM and forecasting solutions realize significant bottom- line benefits Pitfall Leverage CRM and forecasting solutions to drive your entire business Increased margins by 4 percentage points Grew revenue by 6% Cut inventory by 50% Solution

New advanced sales forecasting capabilities now available for Oracle CRM On Demand Powered by Right90 Leading provider of on-demand sales forecasting for manufacturers Customers include Quantum, Thomson, Sharp and QuickLogic Oracle CRM On Demand Update Real-Time Visibility into Customer Demand

Advanced Forecasting Capabilities Powered by Right90 Capture and roll up detailed forecasts – including prices and quantities – over time Compare forecasts, backlogs and actuals Track changes and analyze forecast trends CRM On Demand E-Business Suite Customers Opportunities Production Financials

Real-Time Visibility With Oracle and Right90 Roll up forecast details for all opportunities Seamlessly integrated forecasting in Oracle CRM Analyze forecast details and variance Compare forecasts to historical ERP data

Get Real-Time Visibility Now See Detailed Demonstration of Oracle and Right90 Call us to schedule a personal demonstration or

Questions? Scott Gualdoni Amy Guarino