What’s on Chief Financial Officers’ Minds?Enterprise Administration for Retailing
Don Ameche
Vice President, NASA Applications, Retail Enterprise & Edge January 28, 2009
North AmericanRetailPartner Summit
Agenda
• Territory / Customers
• Solutions
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
Agenda
• Territory / Customers
• Solutions
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
CA
NV
KS
NM
CO
AZ
UT
LA
AR
MO
TX
OK
OR
MT
WY
ID
WA
IL VA
KYNC
SC
GA
TN
ALMS
FL
WVIN
IANE
OH
MA
CT
ME
NHVT
WI
MIPA
NY
RI
DE
ND
SD
MN
NJ
MD
North East
West
South
Central
09 Region Rev No of RepsNE 427.569 4SE 483.445 4C 545.823 5W 476.494 3
Nichols
Kritzman
Noriega
McCusker
NAS ERP/EDGE Applications
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Organization
• Shared Account Responsibility Across Portfolio• Nafus / Kowalski / Beacom / Fernicola
• Direct Responsibility – ERP & Edge• Operational Excellence Focus
• Approximately 285 Named Accounts• ~ 90 PeopleSoft HR/Payroll
• ~ 25 Oracle EBS HR/Payroll
• ~ 50 Oracle EBS Financials
• ~ 50 PeopleSoft Financials
• ~ 110 Core ERP Greenfield (Legacy/SAP/Lawson)
Territory Metrics
• Grocery, Apparel, QSR, Casual Dining, Big Box
• 4 Regions / RM’s (5 in FY ‘08)
• 16 ASM Territories (23 in FY ‘08)
• Installed / Greenfield – Mixed
• Average Tenure
• RM – 10.6 Years
• ASM – 5.5 Years
• Average Account Coverage
• ASM - 18
• Greenfield Focus, FY 2010
ERP Segmentation
Selected Oracle Retail Customersthe most admired retail brands
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Agenda
• Territory / Customers
• Products
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
BUSINESS OPERATIONS
Assortment Planning
Macro Space Space Compliance
Space Profiling Regular Price Optimization
Merchandise Financial Planning
Item Planning Category Mgmt
Promo Price Optimization
Markdown Price Optimization
Merchandise Planning and Optimization
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Integration & Collaboration
Enterprise Infrastructure
Oracle Retail FootprintCUSTOMER INTERRACTION
Store Web Store Call Center Catalog Field Sales Field Service Loyalty Marketing
CORPORATE OPERATIONS
Financials Compensation Real Estate Projects Indirect Procurement
Learning Management Help Desk ComplianceHuman
Resources
Master Data Management (Item, Vendor, Customer, Location)
Inventory Management and Valuation
Purchasing Import & Trade Management
Sales Auditing Invoice Matching
Cost & Deal Mgmt Pricing Mgmt
Merchandise Operations
Store & Multi-channel Operations
Sourcing & PLM
Demand Forecasting Allocation
Inventory Planning Value Chain Collaboration
Replenishment Replenishment Opt
Supply Chain Planning
Supply Chain Execution
Warehouse Management Transportation Management
Home Delivery
Manufacturing
PLM
SourcingOrder Management
Point-of-service Store Inventory Management
Returns Mgmt Workforce Scheduling
Agenda
• Territory / Customers
• Solutions
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
Consumer Demand
Cost of nonfuel commodities
ChaosHousing-Market Fallout
Costs of Fuel
Credit Markets & Interest Rates
Source CFO Magazine: “by the numbers,” November 2008
Top Internal Issues for CFOs
1. Labor Cost and Availability
2. Forecasting Results
3. Cost of Healthcare
4. Supply Chain Risks
5. Managing IT Systems
6. Compliance
What’s on CFOs’ Minds
• Associates• HR Analytics• Workforce Management• Associate Self-Service• iExpenses
• Real Estate• Store Lifecycle Management
• Operations• Compliance
• GRC• iProcurement• Asset Management• Transportation
• Shrink• MDM• Invoice Matching
Business Intelligence
Across
Product Sets
Taking Cost Out -- Better Management
Agenda
• Territory / Customers
• Products
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
• Annual Target North of $30M License
• Macro Economic Mire
• Transitional – Talent
• Retooling around Partners – Goolsby
• Massive Orchestrated Demand Creation
• Strategic Customer Focus• Insights
• Support Stream Reviews
• Shelfware Rollouts/Upgrades
State of the Business
16
• Based on ICSC survey, Retailers overall believe:• #1 issue they faced in 2008 was "the credit crunch/economy"...89%• #1 issue they will face in 2009 is "the credit crunch/economy"...59%• 62% believe the economy will be worse in 2009 than in 2008
• FMI says for 2009 in the Grocery Sector: "Consumers will likely continue to cut back on spending, presenting major growth
opportunities for food retailers. As Americans eat out less at restaurants, retailers that highlight the savings and health benefits of home-cooked food will attract
customers, as will those that prominently feature private-label products."
• In response to FMI surveys, Grocers say the following • #1 issue they faced in 2008 was "energy and fuel costs"...65% • #1 focus area for 2009 is "more private label products"...47%
• Based on NRF survey, Retailers overall believe: • #1 issue they faced in 2008 was "economy"...84% • #1 issue they will face in 2009 is "economy"...81%
Industry Data Points
Agenda
• Territory / Customers
• Products
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
18
MIXED BAGVAST IMPROVEMENT OVER 1H WHEN THE
BAG HAD A HOLE IN IT
09 2H RECOVER BEFORE THE RECOVERY
FY 2009 2nd Half
• Store Lifecycle Management (SLM)
• PIM/MDM
• BI/Analytics
• iProcurement
• Talent Management
• Workforce Scheduling
• Product Lifecycle Management (PLM) - Agile
• Oracle Transportation Management (OTM)
• Value Chain Planning (VCP)
• Governance, Risk & Compliance (GRC)
• UPK
GTM Campaigns
Agenda
• Territory / Customers
• Products
• What’s on CFOs’ Minds
• State of the Business
• 2H Oracle’s FY’09
• Partner Priorities
• Have better relationships with our customers than we do, and help increase license sales
• Have a unique expertise (product or industry), with references, that can help us with new deals
• Increase Oracle’s traction with the influencers within your organizations
• Promote Oracle early in sales cycles
• Provide a “point of view” around Oracle
• Invest in our acquired products
FY’09 Mutual Success - Our Best Partners…
Partner Priorities – FY’09
• Partnership
• Communication/Mapping
• Activity
• Investment
• Creativity
• Precision
• Account Planning - “Think BIG”
• Persistence
• “EDGE” into Greenfield
• “One More” Deal for Q4 FY’09
Expectations
• Influence
• Qualification
• ROI Assistance
• Investment
• SME
• Guidance
• Candor
• Opportunity
24
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