1. APAC SCM Sales Consulting FY06 Update Oracle Applications Asia Pacific
Supply Chain Mgmt Applications (SCM)
APAC SCM

2. Critical Success Factors
FY05
FY05 PERFORMANCE
16M USD at 13% YoY Growth
Achievements
REGION
Revenue
YoY
% of Total
ANZ
3,970K 3%
25%
ASEAN
2,800K
-29%
18% GC
4,655K 6%
29%
INDIA
1,431K
62%
10%
KOREA
2,922K
228%
INDUSTRY
% of Total
CMU 5%
FSI 4%
GEH 6%
MRD
84%
TOP 10
FY06
20 Block
Industry Alignment
All numbers include E-Business Suite allocation
SWOT
SCM Solution Sets
FY03
FY04
FY05
Procurement
4266
4182
3697
    Manufacturing
2800
2796
3524
    Order Management
2970
2589
2567
    Maintenance Mgmt
214
1209
728
    Logistics
281
1100
1375
    SCP
1302
956
2013
    High Tech
360
508 65
    PLM
128 57
    A&D & Transport 10 38
Business Development
Partners
Critical Success Factors #1
* Unit = product module
= Good
= Troubling

3. Critical Success Factors
Achievements
FY05 PERFORMANCE
Supply Chain Planning revenue increase by 110%
Manufacturing revenue increase by 28%
EBS license revenue in MRD increase by 72%
10 new SCP customers in CN.
1st CMRO sale (BAE) in APAC. Plan for 1st Live globally by Aug
34 new ALM customers. Up from 15 in FY05
Integrated 80% of MRD Industry Solution teams
Grew at 13% as compared to 8% by Gartner
Achievements
TOP 10
FY06
TEAM STRUCTURE
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1
= Good
= Troubling

4. Critical Success Factors
Top 10 Accounts
FY05 PERFORMANCE
Average Deal Size : 55K
Achievements
Bunnings (ANZ) – 957K (SAP)
Bartter (ANZ) – 800K (SAP)
Coventry Group Ltd (ANZ) – 325K (SAP)
Exel Singapore (SGP) – 314K
Tabcorp Holdings Ltd (ANZ) – 273K (SAP)
Paxar Corp (GC) – 264K
The Warehouse (ANZ) – 240K (SAP)
Tianjin Tianshi – 233K
BAE Systems Australia (ANZ) – 210K
Solomon Systech (GC) – 203K (SAP)
TOP 10
FY06
TEAM STRUCTURE
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

5. Critical Success Factors
FY06 Revenue Targets
FY05 PERFORMANCE
Achievements
TOP 10
FY06
Current Pipe = 19M
20 Block
Industry Alignment
Going for 19% market share
24% in FY04
SWOT
Business Development
* Not including JDE (8%) and Retek apps
Partners
Critical Success Factors #1
= Good
= Troubling

6. Critical Success Factors
FY06 Headcount Metrics
FY05 PERFORMANCE
Achievements
TOP 10
FY06
BDM SC PM
MGT
TOTAL
FY06
20 Block
Industry Alignment 2 67 3 1 73
SWOT
Additional: 2
INDIA: 2
ANZ: 1
Business Development
Partners
Critical Success Factors #1
FY06 Rev/Head = 340K from FY05 (220K)
Current 13 July = 72
Average Burden Cost = 120K (35%)
= Good
= Troubling

7. Critical Success Factors
Execution of 20 Block
FY05 PERFORMANCE
Key Accounts
Named Accounts
Strategic Partners
GTMi
Install Base
Achievements
TOP 10
PRODUCTS
FY06
20 Block
INDUSTRY
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

8. Critical Success Factors
Execution of 20 Block Optimization of Resources
FY05 PERFORMANCE
Achievements
Q3-FY2005
TOP 10
FY06
20 Block
Industry Alignment
Q4-FY2005
SWOT
Business Development
Partners
Critical Success Factors #1
Q1-FY2006

9. Critical Success Factors
Alignment to GTMi
FY05 PERFORMANCE
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Initiatives
Regions
Owner SC
MRD
Demand Driven
ALL
Brad Prkins
ANZ: Hasan, GC:Leanne, ASN:Christo, KR: JS Kim
IN: Easwar
JDE Relaunch
ANZ, ASN, GC, KR
Mark Welles
ANZ: Andre, ASN: Hendrik, GC: Veronica, KR: Kevin
E&C
KR,GC,ANZ
Daniel Nimmo
ANZ: M.Maslen, GC:Virginia, KR:TH Kang
CMU
Asset Mgmt
GC,KR,IN,
Ivan Albertini
GC: Jon Li, GC: Daniel Gao, KR: Youngil
GEH
Healthcare ERP
GC,KR,IN, ASN
David Morgan
GC: Andy, ANZ: Asok, ASN: Boonrat, IN: Vinay
Business Development
Partners
Critical Success Factors #1

10. SWOT Review MTRC (eAM) – Jennifer Allen KAL (CMRO) – Chris Evans
FY05 PERFORMANCE
GSS & Early Engagements
Achievements
MTRC (eAM) – Jennifer Allen
KAL (CMRO) – Chris Evans
POSCO (PDH) – Mike Ger
LGE (PDH) – Mike Ger
Coles Myer (PDH) – Mike Ger
Huawei (Logistics) – John F
SVA-NEC (SCP) – John F
ALM for Utilities – Jennifer
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Partners
Strategic Training/Programs
Critical Success Factors
Asset Lifecycle Management (GSS)
BPEL/BAM/Oblix Training (GC Completed)
Fusion Middleware, OA Framework, Portal Training
1SC-1Customer Program
Cross product training (JDE, PSFT) #1

11. SWOT Review EAD Mgmt (Earnest Money Deposit) Initiated at Air INDIA
FY05 PERFORMANCE
Achievements
INDIA Public Sector Sourcing
TOP 10
EAD Mgmt (Earnest Money Deposit)
Initiated at Air INDIA
Co-work with EMEA
@ Detail design phase
OSSI & IDC Engaged
Impact on GEH & FSI
FY06
20 Block
Industry Alignment
SWOT
Business Development
Install Base Program (20 Install Base per region)
Partners
Critical Success Factors #1

12. Critical Success Factors
Initiatives Inline with SWOT
Procurement Upsell Campaign
FY05 PERFORMANCE
Horizontal programs
SRM Upsell/Cross Sell Program
Achievements
TOP 10
PRODUCTS
FY06
20 Block
INDUSTRY
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

13. Critical Success Factors
Business Development
Procurement Upsell Campaign
FY05 PERFORMANCE
Analyse By Region By Industry
CORE TEAM:
APAC: Jasbir, Liz Smith, Shanker Venkat
GSS : Vance Cheketts
Global Marketing: Dave Ross Hope
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Identify Target
Partners
Critical Success Factors #1

14. Critical Success Factors
Business Development
ALM for Local Government (ANZ)
FY05 PERFORMANCE
CORE TEAM:
APAC: KP Loke, David Whitfield, James Yi
GSS : Jennifer Allen (Solution Advisor)
Partner : Exor & Cap Gemini
Achievements
TOP 10
PRODUCTS
FY06
Tactical programs
ALM for Local Government (ANZ)
20 Block
INDUSTRY
Industry Alignment
Strategic ISV
SWOT
Customer Profiles
ANZ GEH SALES TEAM
Business Development
Regional References
Partners
Critical Success Factors
Implementer #1
Whitepapers

15. Critical Success Factors
Business Development
i2 Replacement Program
FY05 PERFORMANCE
CORE TEAM:
APAC: Jasbir, Kauhik, Raj Sajja
Partner : Infosys
GSS : John Fitchner (Advisor)
Achievements
TOP 10
PRODUCTS
Industry Specific
I2 Replacement Program
FY06
20 Block
INDUSTRY
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors
ANZ & ASEAN
MRD SALES TEAM #1
Proven Methodology + Target Install Base

16. Current Pipe (CMU China) Critical Success Factors
Business Development
ALM for Utilities (Power Grids in China)
FY05 PERFORMANCE
CORE TEAM:
APAC: Jon Li, Daniel Gao, iTech
Partner : Longshine
Achievements
TOP 10
PRODUCTS
Industry Specific
ALM + GIS for Power Grid Co
FY06
20 Block
INDUSTRY
Industry Alignment
Current Pipe (CMU China)
SWOT
State Grid (120K)
Guangdong Power (150K)
Yunan Electric Power (120K)
Guizhou Power Grid (100K)
Guahua Electirc (150K)
Chongqing (150K)
Business Development
Industry Specific Prototype
Partners
Critical Success Factors #1
GC CMU TEAM

17. Critical Success Factors
Business Development
Summary
FY05 PERFORMANCE
Short-term
(1-3 months)
Medium-term
(3-12 months)
Long-term
(12-36 months)
Create BD Team
JDE Upsell
Procurement Campaign
PSFT SRM Upsell
PDH Launch
Partner enablement support
ASN Accuracy
Pipeline Management
Lead Management
WIN Announcements
Sales Days
Asset Tracking for Telco
PR-AR activities
Healthcare ERP/OPM
Fusion Trainings
IBM and Accenture
Procurement Summit(IN)
CN Industry team Integration
High Tech CAB
ALM CAB
Press and Analysts
Reference Development
Logistics Market Dev
Metro ALM Campaign
ERP for Ports/Airports
Health & Safety for Mining in CN
MTRC (Craig’s model)
SOA Trainings
R12 Upgrade Program
Phase 2 Accounts
Identify new markets
3PL/4PL Solutions
SCP Campaign (CN)
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

18. Critical Success Factors
Partners
FY05 PERFORMANCE
Initiatives
Industry
Regions
Owner
Partners
Spend Management
ALL
APAC
SCM BD
TCS, Sierra Atlantic, IBM, Han, Hand, LGS, SDS, Satyam, BP
PDH
MRD
Product Mgmt
Accenture
DBI-Upsell
Sierra Atlantic, Satyam, TCS, Opentech
SCP Upsell
TW, ASN
Han, Hand,
Asset Intensive (ALM) KR
I2 Replacement
ASN, ANZ
Infosys
CMRO
KR,IN
HIST, Mercator, Asprecise
ALM for GEH
GEH
ANZ
CGEY, Exor
Asset Lifecycle Mgmt
CMU GC
PCCW, IBM, Longshine
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

19. Critical Success Factors
FY05 PERFORMANCE
How to get the 72% increase in productivity for SC ?
Partner Strategy (Commitments)
Early Engagement on key deals
Effective execution tools (ASN as a single point of truth)
Stronger qualification process
One team mentality. (Sales Consulting & Industry Solutions)
Repeatable and Reproducible Solutions
Aggressive branding & Thought Leadership
Internal and External Selling (Press, Analyst, Customers & Partners)
Air Cover (350% more press coverage than SAP)
Market Like SAP (“.. We are in talks” VS “We have submitted a bid”)
Fusion without Confusion
Constant clear communication
Clear & Simple Product Direction
Serious about Readiness
Proactive roles by OSS, OCS and C&A
Don't sell and walk away
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1

20. Critical Success Factors
#1 in SCM
FY05 PERFORMANCE
Achievements
TOP 10
FY06
20 Block
Industry Alignment
SWOT
Business Development
Partners
Critical Success Factors #1