ORACLE ASIA PACIFIC OTM (GLOG) Update Sunil Wahi, Director, Supply Chain Logistics, APAC

APAC SCM OTM Update - Executive Summary Pipe Target: $4M Forecast: $1M Open: $4M Pre-Pipe: $9M Pipe Details 50 Deals 38 Pre-Pipe Avg Deal : 270K 5 Deals > 500K Sales Consulting 1 APAC Lead (Sunil Wahi, BD Director, OTM) 7 Partially Dedicated Sales Consultants 2 Fully Dedicated Graduate Hires on OTM 2 Partially Dedicated SCS Resources 3 Dedicated Edge Products Account Managers (China, ANZ) Key Accounts ANZ TOLL Logistics Blue Scope NSW Health Korea POSCO Glovis Samsung Hanjin ASEAN Free Scale Nokia NOL APL Logistics DHL-EXEL Tyco Electronics Puninar Jaya Aboitiz China SINOCHEM DTW 3PL Transfar 3PL FAW Volks Wagon Haier India Mahindra Logistics Future Group ETA Freight Star All Cargo Deccan Cargo

APAC OTM Opportunities

APAC SCM OTM Update - Executive Summary FY08 Headlines 1st OTM Deal in Korea in Q1 (Hansol Logistics 3PL). Deal Size: 500K Strong Pipeline Established a focused OTM SWAT Team led by Sunil Wahi (Director, Logistics) under Jasbir Singh >1000 Man hrs of Training completed: 20+ Partners trained 4 Bootcamp (SC and Partners Enablement), 1 ongoing. 5 Sales awareness completed. 3 OTM Customers going live in Dec 07: Electrolux, China Bax Global Asia Giant Hope, China

APAC SCM OTM Update - Executive Summary FY09 Plans Run SAP Install Base Campaigns with Partners (Cap Gemini, Infosys). Enable Partners to internally sell OTM (Use the Win-Win Message) – IBM, CG, Infosys, ..(Toll example) Run Industry focused Roundtables with Partners (Automotive, Logistics, Retail, Mfg) – China Auto Logistics with IBM Build & Position OTM in APAC Strategic Accounts (Singapore IDA, PSA, etc) Work with local ISVs - Traxon, Seven Hills, In Freight, etc to leverage their expertise (Fleet, Stevedoring, Inland Container Depot, Custom Clearance Solutions, etc) Leverage Partner Resources and Capabilities for SMB Space Collaborate closely with other LOBs – SCM Logistics, E4T, Malaysia Forums BPO Model discussions with Global BPO & Partners ongoing (Satyam, Infosys, Cap Gemini) Constantly Create ‘AWARENESS’ of our strong Logistics Solutions Story

APAC OTM Activities Completed Marketing Events: Oracle Open World, Shanghai Apps Unlimited Events SCM Logistics World Event with Satyam: Attended by large Global Players, 200+ A/B leads generated Oracle won the “Best Supply Chain Software Solutions Provider Award” China Automotive Logistics Roundtable with IBM Schneider Event, Beijing China India Eye for Transport Event, India – Oracle Platinum Sponsor First Major Logistics event sponsored by Oracle, India Target Major LSP’s & Freight Forwarders within India Established ‘India Logistics Report’ ASEAN CSCMP Roundtable, Singapore – Logistics in APAC Supply Chain Asia Forum, Singapore covered by Oracle Planned Marketing Events: Roundtable for SAP Install Base with Cap Gemini APAC SCM LSP Roundtables Supply Chain Forums in Malaysia OTM Email Marketing Campaign Eye for Transport, Singapore Beyond 4 Walls

APAC SCM OTM Update Where we are today - Enablement Partners (RED is least active but skilled) SATYAM RFID KR Infosys EII Cap Gemini TCS Hand Consulting Star Perfoma HCL PT Jatis Accenture IBM POSDATA Samsung SDS LG-CNS Genpact WIPRO L&T IT Deloitte

APAC SCM OTM Update Where we are today - Enablement

APAC SCM OTM Update Made in Asia: Building India Logistics Market for OTM

APAC SCM OTM Update Made in Asia: China OTM Automotive Template

APAC SCM OTM Update Key Challenges and requests Logistics & LSP Domain Sales and Support Expertise Needed – ANZ & Korea is growing. Others are RED. China Accounts Pricing concerns Compete with Custom Build solutions India Accounts Strategic/Value Selling Concerns (Eg: Birla Retail, Reliance Retail, Reliance Logistics, SICAL) Excellent POC or Die Approach Internal Sell, then Sell to Customer Beyond the 150K Deal…to a Million $ Deal SAP comes to a Price War. CEO does a Feature/Function Comparison unless the AM does a Value Sell. E4T India Experience – Sales & Marketing Engagement Sales leadership from skilled partners. (Still demand Oracle SC to lead) Product sold as a buffet component (EBS+ Glog – “$ 9.99 eat all”) – Need Further Value Positioning & Targeted Selling to make the deal a ‘Million Dollar Deal’ Building the confidence, that ‘yes we can target SAP Accounts with our Edge Products’ Pre-pipe movement is low. ($8.5M >90 Days) and not getting “TRUE” value of deals/pipe accuracy All the good momentum can die…if

APAC SCM OTM Update Suggestions Logistics & LSP Domain Sales and Support Expertise Needed – Learn from Cheat Sheets and use them everywhere. Value Selling Position AIA and our Open Standards Architecture Always Promote Strong Graduate Hires – Extended Arm Learn Sessions from Expert Ams – How did we win MTUDDA, James,etc? Promote the Product Ams and resolve their concerns (China Accounts). Build this as a Support Model IB Upsell is only 1 way to increase sales, get into SAP/i2 Accounts For Pipeline to be accurate Manage fears of AMs that they will be chased by Top Mgmt Make them believe that our Edge products do give us an Edge against Competition POC or Die Approach Internal Sell, then Sell to Customer Beyond the 150K Deal…to a Million $ Deal SAP comes to a Price War. CEO does a Feature/Function Comparison unless the AM does a Value Sell. Promote and cover Marketing Events seriously Use Partner Talent and live by those who use the most Building the confidence, that ‘yes we can target SAP Accounts with our Edge Products’

APAC OTM Awareness Marketing Campaign-Apr 08

APAC OTM Awareness Marketing Campaign – Apr 08