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APAC Advance Planning Quarterly Ops ReviewJasbir Singh

Executive Summary

17% YoY Growth17% YoY Growth

2.3M (ASCP+Demantra)2.3M (ASCP+Demantra)

Demantra performance poorDemantra performance poor

FY08 Budget @ 160% YoY GrowthFY08 Budget @ 160% YoY Growth

R12 Readiness Completed (545 Mandays)R12 Readiness Completed (545 Mandays)

Important customer successImportant customer success

ERP Customers Advancing to SCPERP Customers Advancing to SCP

SCM Solution Sets ($K)

FY03 FY04 FY05 FY06

Procurement 4266 4182 3697 95159515

    Manufacturing 2800 2796 3524 31753175

    Order Management 2970 2589 2567 59645964

    Maintenance Mgmt 214 1209 728 28792879

    Logistics 281 1100 1375 56245624

    SCP 13021302 956956 20132013 18051805

    High Tech (OSFM) 360 508 65 103103

    PLM 0 128 57 640640

FY’07 Summary Results

2.3M FY07 Revenue Across MRD Industries Only2.3M FY07 Revenue Across MRD Industries Only

84% Revenue from EBS SCP84% Revenue from EBS SCP

ANZ contributed 44% of total APACANZ contributed 44% of total APAC

48% Revenue from Top 5 Customers 48% Revenue from Top 5 Customers Top 10 @ 68%Top 10 @ 68%

36 Customers (Transactions) Avg = 66K36 Customers (Transactions) Avg = 66K

FY’07 DetailsFY’07 Details

FY’08 Strategy

TARGETSTARGETS $6M: EBS-SCP 4M, Demantra 2M $6M: EBS-SCP 4M, Demantra 2M 160% YoY Growth160% YoY Growth

Demantra Focussed Sales Reps in Place (5 headcount)Demantra Focussed Sales Reps in Place (5 headcount)

NAMED & COMMERCIALS Sales Teams formed for more focus (SEGMENTATION)NAMED & COMMERCIALS Sales Teams formed for more focus (SEGMENTATION)

Niche partners strategy started : 2 (AU), 1(India)Niche partners strategy started : 2 (AU), 1(India)

New markets (Healthcare Supply Chain, Demantra for Media – Fairfax Success)New markets (Healthcare Supply Chain, Demantra for Media – Fairfax Success)

Continue Close collaboration with PIBU (Ex: AGSS)Continue Close collaboration with PIBU (Ex: AGSS)

Upsell into ERP Install Base (NAMED ACCOUNT PLANNING)Upsell into ERP Install Base (NAMED ACCOUNT PLANNING)

““ERP+1” Strategy. Sell “+1” Component and Down Play ERP (Change the Game)ERP+1” Strategy. Sell “+1” Component and Down Play ERP (Change the Game)

KEY ACCOUNTS FOCUS (75~80% of Target)KEY ACCOUNTS FOCUS (75~80% of Target) Foxconn, NSW Health Support, ACER, SEMPOERNA, GCMMFFoxconn, NSW Health Support, ACER, SEMPOERNA, GCMMF

FONTERRA Brands, Bluescope Steel, TSMC, GCMMFFONTERRA Brands, Bluescope Steel, TSMC, GCMMF

INITIATIVES & STRATEGIESINITIATIVES & STRATEGIES

EBS-SCPEBS-SCP

DEMANTRADEMANTRA

FY’08 Strategy – Pipeline Situation

Forecast FY08: 2.6M (43% of Target)Forecast FY08: 2.6M (43% of Target)

Open Pipe : 14M (2.3 Times Target)Open Pipe : 14M (2.3 Times Target)

Close to 10M in pre-pipe (Qualification Stage)Close to 10M in pre-pipe (Qualification Stage)

Healthcare new market Healthcare new market

Partner Enablement Producing ResultsPartner Enablement Producing Results

Segementation showing +ve growth in SCPSegementation showing +ve growth in SCP

DEMANTRA DEMANTRA

EBS – Supply Chain Planning EBS – Supply Chain Planning

Market Overview

• Market Description: – Total SCM 2006 software rev market* (Gartner July 2007) is 121M121M– Planning application showing healthy growth– ANZ, KR & CN is 60% of market

• Oracle’s Market Position:– Solid Growth of 62% YoY – No 2 at 28% of market share

*

Go To Market Plans

Marketing: Marketing:

– Demand Driven Supply Network GTMi by IBU – Regional Shows

– Adaptive Supply Chain for High Tech GTMi by IBU – Regional Shows

– Supply Chain Roundtable in India ( 3 cities in India)

– Supply Chain Rountables in China (4 cities in Greater China)

– SCMLogistics (Primier Event for 1H FY08) – Sept 2007 – Singapore

– 15 Cities SCM Unlimmitted Apps Days

– PR Campaign in Q2 on APAC SCM

– Key messages around SCM Best of Breed Apps

– 80% YoY Growth

– Demand Driven Adaptive Supply Chain Applications

Target 2 SCM Awards in FY08.

Sales Model

• SALES FORCE: SALES FORCE: – NAMED Accounts Sales Team (MRD) – Direct Field Engagement (> $500M Revenue)NAMED Accounts Sales Team (MRD) – Direct Field Engagement (> $500M Revenue)

– COMMERCIALS Accounts Sales Team COMMERCIALS Accounts Sales Team

• 0 – 200M (Partners)0 – 200M (Partners)

• 200 to 500 (TSR & Partner Preffered Strategy) 200 to 500 (TSR & Partner Preffered Strategy)

– COMMERCIALS owns all Oracle Direct Team and have formed a BDC team to drive upsell campaignsCOMMERCIALS owns all Oracle Direct Team and have formed a BDC team to drive upsell campaigns

• SALES READINESS:SALES READINESS: – ASCP Readiness Green, Demantra Readiness AmberASCP Readiness Green, Demantra Readiness Amber

– Sales Force lack domain knowledgeSales Force lack domain knowledge

– SCM 101 Bootcamp Training in planning stagesSCM 101 Bootcamp Training in planning stages

Partner (Demantra)Partner (Demantra) ANZANZ ASEANASEAN INDIAINDIA GCGC KRKR

Jigsaw (ANZ)Jigsaw (ANZ) 33

Fusion5 (NZ)Fusion5 (NZ) 11

PT Sigma Solusi IntegrasiPT Sigma Solusi Integrasi 2 2

Pointcode Pointcode 77

PT Jati Piranti SolusindoPT Jati Piranti Solusindo 22

S&I Systems Pte LtdS&I Systems Pte Ltd 11

HCL Technologies LimitedHCL Technologies Limited 11

Larsen & Toubro Infotech Larsen & Toubro Infotech LimitedLimited

44

Polaris Software Lab LimitedPolaris Software Lab Limited 33

Oracle Consulting Model & Plans

OCS FORCE:OCS FORCE:

• OCS APAC created SCM Program team as a part of APAC Consulting Sales team which will be staffed with SCM Solution Architects with focus on niche SCM Solutions

• Current Headcount – 4 people across APAC (These architects will be 100% dedicated for business development and measured on Services revenue for SCM Solutions)

• H/C locations – SG, Shanghai(China), Seoul(Korea), Sydney(Australia)

OCS READINESS:OCS READINESS:

• Currently 5-6 consultants trained on Demantra across APAC• One project live in NZ (Tru-Test)• Working on various opportunities in advanced stages

• Fonterra, Parit Padang, GE Plastics, Giti Tyres, FoxconnFonterra, Parit Padang, GE Plastics, Giti Tyres, Foxconn

OCS FY08 High level Plans OCS FY08 High level Plans

• FY08 bookings target –USD 4M for Demantra

Observations & Challenges

Observations & Challenges on Supply Chain SolutionsObservations & Challenges on Supply Chain Solutions

– Planning Hubs & Collaborative Planning is becoming critical to manage complex contract mfg business

– Planning is now taking priority over ERP replacement in some customers in India and Taiwan

– Customers still demanding SCP Strategy discussions during pre-sales. Extending the sales cycle

– Strong Domain expertise needed in certain industries (Many sub-industries for MRD Space)

– Customers are insisting for POC for Demantra (Compare Forecast) • Need tools for quick load and demo (small scale POC)Need tools for quick load and demo (small scale POC)

– Accenture & IBM (More than 100 Man hrs of Training & Awareness Completed). Poor ROI

– Uptake seen in China and India (Maturing ERP Customers)

Observations & Challenges on Demantra Observations & Challenges on Demantra • Value eroded when selling with EBS Suite (Worst if selling with HRMS) – License VS Budget

• Customers love the UI and compares it with ASCP.

• Branding. We still see i2 and Manugistics as 1st instinctive choice. (ANZ)• Need more case studies to be sent out to the masses (Push Awareness & e-Blasts). Some case studies are internal onlyNeed more case studies to be sent out to the masses (Push Awareness & e-Blasts). Some case studies are internal only

• Good to have our marqee customer to do a joint roadshow. It is best to get customers to talk in front of prospects.Good to have our marqee customer to do a joint roadshow. It is best to get customers to talk in front of prospects.

• Need more stories around OCS or partner implementations (Re-use OCS assets)Need more stories around OCS or partner implementations (Re-use OCS assets)

• Buy the 1st Customer. Need higher discount for 1st and early adopters by Region Only

Issues & ChallengesIssues & Challenges

• The market does not know that this products exist and hence don't ask for them

• Need for awareness campaigns for the field (SC's & Sales reps) & partners

• There are planned (Q2) JDE demand creation activities APAC

• Get the sales teams to try and position these products in sales campaigns

• Partner delivery capabilities are completely absent - we need to give them training

Opportunity Opportunity • In Commercial APPS - About 40-50% of industries preferred solution is JDE.

• Strong Install Base to Tap.

• Good opportunity to position Planning solutions with JDE in CPG/F&B, Wholesale/Distribution & IM

• Strong partner network:

PDP – APAC update

> 1000 JDE customers in APAC> 1000 JDE customers in APAC– 400+ in ANZ 400+ in ANZ – 500+ in ASEAN & India500+ in ASEAN & India– 250+ HK, China & Taiwan250+ HK, China & Taiwan

25 JDE partners in APAC average 5+ in India, ANZ, ASEAN, GC

About 35 Named accounts 1+B revenue– Fonterra (Current Demantra opportunity)– Fosters – APB – PDP opportunity– HPCL, RS components, etc…– CPC – China Petroleum (current opportunity for

JDE)

Expect about 20-30 Partners Sales/Presales and

10-15 Oracle SC’s needs PDP/Planning solution Sales Presales Training

Regions: ANZ, GC & India/ASEAN

Planned Training Planned Training

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