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

2. 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

3. APAC OTM Opportunities

4. 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

5. 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

6. 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 Marketing Campaign
Eye for Transport, Singapore
Beyond 4 Walls

7. 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

8. APAC SCM OTM Update Where we are today - Enablement

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

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

11. 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

12. 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’

13. APAC OTM Awareness Marketing Campaign-Apr 08

14. APAC OTM Awareness Marketing Campaign – Apr 08