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APAC Advance Planning Quarterly Ops ReviewPieter Els

Executive Summary

160% YoY Growth160% YoY Growth

49% of 6M (4M SCP + 2M Demantra)49% of 6M (4M SCP + 2M Demantra)

Demantra 264% YoY to dateDemantra 264% YoY to date

7 Demantra Trainings – 6800 person hours7 Demantra Trainings – 6800 person hours

FY09 Budget @ 30% YoY GrowthFY09 Budget @ 30% YoY Growth

3 New Planning Products (SPP, SCPH, DSR)3 New Planning Products (SPP, SCPH, DSR)

Uptake in other regions and IndustriesUptake in other regions and Industries

* FY08 =YTD

FY’08 Summary Results

2.92M FY08 Revenue with 87% MRD Industry2.92M FY08 Revenue with 87% MRD Industry

44% Revenue from Demantra (4% SNO, 4% PS, 48% EBS-SCP)44% Revenue from Demantra (4% SNO, 4% PS, 48% EBS-SCP)

GC contributed 49% of total APAC (GC 325% YoY)GC contributed 49% of total APAC (GC 325% YoY)

52% Revenue from Top 5 Customers 52% Revenue from Top 5 Customers Top 10 @ 73%Top 10 @ 73%

46 Customers (Transactions) Avg = 63K46 Customers (Transactions) Avg = 63K

FY08 Q1-Q3 DetailsFY08 Q1-Q3 Details

FY’08 Q4 – Pipeline Situation

Target FY08 = 6M. At 49% = 3M to goTarget FY08 = 6M. At 49% = 3M to go

Open Pipe : 5.3M (1.76 x Target)Open Pipe : 5.3M (1.76 x Target)

New products potentialNew products potential

3 CA Approvals (3 CA Approvals (Sampoerna Tb, USD1.2 mil, Dexa Sampoerna Tb, USD1.2 mil, Dexa 66k, McGuigan Wines 80k) + Pacific Magazines 66k, McGuigan Wines 80k) + Pacific Magazines 300k 300k

1st Demantra deal in India (Q4 - Bajaj Elect, 34k), 1st Demantra deal in India (Q4 - Bajaj Elect, 34k), KR (Q4 - Korean Air, 40k)KR (Q4 - Korean Air, 40k)

FY’09 Strategy

TARGETSTARGETS $7.8M: EBS-SCP 4.8M, Demantra 3M $7.8M: EBS-SCP 4.8M, Demantra 3M 30% YoY Growth30% YoY Growth

Demantra Sales Reps (4/5 headcount, KR under review) with NAMED & COMMERCIALS Sales Demantra Sales Reps (4/5 headcount, KR under review) with NAMED & COMMERCIALS Sales TeamsTeams

Sales Consulting Demantra SWAT: Ian Ratcliff (Manu background) + 1 ANZ, 1 HK, 1 KR = 4. Sales Consulting Demantra SWAT: Ian Ratcliff (Manu background) + 1 ANZ, 1 HK, 1 KR = 4. Continue Close collaboration with PIBU (Ex: AGSS)Continue Close collaboration with PIBU (Ex: AGSS)

Niche partners strategy continue : 1 (AU), 1 (India), 1 (Korea), 1 GC (required). Dedicated Partner Niche partners strategy continue : 1 (AU), 1 (India), 1 (Korea), 1 GC (required). Dedicated Partner Org resources for Demantra Partner Development/EnablementOrg resources for Demantra Partner Development/Enablement

New products into existing customers (SPP, SCPH, DSR)New products into existing customers (SPP, SCPH, DSR)

Campaign for Strategic Solution (DSR, Demantra, Siebel Trade promotion Planning, PIM, Campaign for Strategic Solution (DSR, Demantra, Siebel Trade promotion Planning, PIM, Commerce 360 POS) into FMCG & CPG Retail industry - TBDCommerce 360 POS) into FMCG & CPG Retail industry - TBD

New market focus for Circulation Management (e.g. FairFax, Pacific Magazines, etc.)New market focus for Circulation Management (e.g. FairFax, Pacific Magazines, etc.)

Upsell into ERP Install Base (NAMED ACCOUNT PLANNING in process) and SAP accounts.Upsell into ERP Install Base (NAMED ACCOUNT PLANNING in process) and SAP accounts.

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

KEY ACCOUNTS FOCUS (75~80% of Target)KEY ACCOUNTS FOCUS (75~80% of Target)

INITIATIVES & STRATEGIESINITIATIVES & STRATEGIES

FY’09 Strategy – Pipeline Situation

Target FY09 = 7.8M Target FY09 = 7.8M

Open Pipe : 16.5M (2.1 Times Target)Open Pipe : 16.5M (2.1 Times Target)

Close to 703k in pre-pipe (Status=Potential)Close to 703k in pre-pipe (Status=Potential)

New Products (SPP, DSR, SCPH)New Products (SPP, DSR, SCPH)

Leverage Siebel and Retek install baseLeverage Siebel and Retek install base

Demantra Pipe = 1.4 SCP PipeDemantra Pipe = 1.4 SCP Pipe

Market Overview

• Market Description: – Total SCM 2007 software rev market* (Gartner Sept 2007) is 136M (13% YoY)Total SCM 2007 software rev market* (Gartner Sept 2007) is 136M (13% YoY)– Planning application showing healthy growth (27% growth in SPP)Planning application showing healthy growth (27% growth in SPP)– ANZ, KR & GC is 64% of marketANZ, KR & GC is 64% of market

• Oracle’s Market Position:– Solid Growth of 62% YoY Solid Growth of 62% YoY – No 2 at 28% of market shareNo 2 at 28% of market share– (2007 Data available in June)(2007 Data available in June)

*

Go To Market

FY08 H1 Executed: FY08 H1 Executed: – CPG maufacturers and retailers (grocery, liquor, pharmacy & hardware)CPG maufacturers and retailers (grocery, liquor, pharmacy & hardware)

– SCM event targeting manufacturingSCM event targeting manufacturing

– Sponsorship of Eye for Transport India SummitSponsorship of Eye for Transport India Summit

– SCM roundtable event targeting discrete manufacturingSCM roundtable event targeting discrete manufacturing

– SCM roundtable event targeting Manufacturing industrySCM roundtable event targeting Manufacturing industry

– SCM roundtable targeting DistributorsSCM roundtable targeting Distributors

– SCM Logistics World Sponsorship - SCM sponsorship covering ASEAN countries.SCM Logistics World Sponsorship - SCM sponsorship covering ASEAN countries.

– SCM event targeting manufacturingSCM event targeting manufacturing

– Event targeting High Tech industry incorporating targeted workshop for key prospects in fabless Event targeting High Tech industry incorporating targeted workshop for key prospects in fabless

manufacturingmanufacturing

– SCM roundtable targeting DistributorsSCM roundtable targeting Distributors

– SCM roundtable targeting CPG manufacturersSCM roundtable targeting CPG manufacturers

Go To Market

FY08 H2 Executed: FY08 H2 Executed: – Q3 Supply Chain Roundtable Demantra / G-Log in India (2 cities in India)Q3 Supply Chain Roundtable Demantra / G-Log in India (2 cities in India)

– Q4 Supply Chain Roundtables for Automotive in Bangkok Q4 Supply Chain Roundtables for Automotive in Bangkok

– Q4 SCM Exec Roundtable – Mini Outside the 4 Walls event (Hong Kong)Q4 SCM Exec Roundtable – Mini Outside the 4 Walls event (Hong Kong)

– Q4 Executive Roundtable - Oil and Gas (Perth), Hi-Tech (Seoul)Q4 Executive Roundtable - Oil and Gas (Perth), Hi-Tech (Seoul)

– Q4 Q4 Thought Leadership roadshow - Outside 4 Walls – 7 events (ANZ, GC, KR, IN)Thought Leadership roadshow - Outside 4 Walls – 7 events (ANZ, GC, KR, IN)

Q4 Planned: Q4 Planned: – Executive Roundtables – Demantra / G-Log in Auckland and TaipeiExecutive Roundtables – Demantra / G-Log in Auckland and Taipei

– Supply Chain Roundtables for Hi-Tech in Shenzhen (focus on Foxconn)Supply Chain Roundtables for Hi-Tech in Shenzhen (focus on Foxconn)

– Surround SAP event targeting executivesSurround SAP event targeting executives

– TThought Leadership roadshow - Outside 4 Walls – 4 events (ASEAN, TW)hought Leadership roadshow - Outside 4 Walls – 4 events (ASEAN, TW)

– APAC telemarketing campaign - Demantra and DSRAPAC telemarketing campaign - Demantra and DSR

FY09 Planned: FY09 Planned: – Planning in process – to be confirmed with Will and CraigPlanning in process – to be confirmed with Will and Craig

• Strategic Solution for FMCG GPC and Plumbing Supplies, Food&Bev, Circulation, etc.Strategic Solution for FMCG GPC and Plumbing Supplies, Food&Bev, Circulation, etc.

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

– Specialty Sales Team (Will Bosma) with Demantra Target of 3M and HC of 4 or 5 (Korean requirement Specialty Sales Team (Will Bosma) with Demantra Target of 3M and HC of 4 or 5 (Korean requirement under review)under review)

• SALES READINESS:SALES READINESS: – ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for OCS)ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for OCS)

– Sales Force lack domain knowledge and need focus. GC is growth marketSales Force lack domain knowledge and need focus. GC is growth market

– New Planning Products APAC Webcasts. Training in planning stage (end of Q4 or FY09-Q1), InterlaceNew Planning Products APAC Webcasts. Training in planning stage (end of Q4 or FY09-Q1), Interlace

– SWAT Focus with 3 current SC’s and SC Director to lead (Ian Ratcliff)SWAT Focus with 3 current SC’s and SC Director to lead (Ian Ratcliff)

– SCS Built VMWare Demantra 7.2 environment. To be rolled out end of April.SCS Built VMWare Demantra 7.2 environment. To be rolled out end of April.

– SCS Re-useable assets (process flow maps, process demo scripts, demo recordings):(process flow maps, process demo scripts, demo recordings):

Product SCS Built

TOI Sourced

Total

OTM 4 5 9

SNO 7 0 7

PS 2 0 2

ASCP 0 4 4

Demantra 0 3 3

Demo Recording by Product

Partner Model

• SALES FORCE: SALES FORCE: – Need to review Demantra partner landscape. Need to review Demantra partner landscape.

– Partner with COMMERCIALS Accounts Sales Team Partner with COMMERCIALS Accounts Sales Team

• Partner READINESS:Partner READINESS: – ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for Partners)ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for Partners)

– Confidence Levels in positioning Demantra very low. Need to develop Impl. skillsConfidence Levels in positioning Demantra very low. Need to develop Impl. skills

– New Planning Products Webcasts. Training in planning stage (end of Q4 or FY09-Q1)New Planning Products Webcasts. Training in planning stage (end of Q4 or FY09-Q1)

– Executed 5 Demantra Trainings (AGSS) – 5760 person hoursExecuted 5 Demantra Trainings (AGSS) – 5760 person hours

– GC Niche partner pendingGC Niche partner pending

– SNO and PS Partner – Fusion5 in NZSNO and PS Partner – Fusion5 in NZ

Partner (Demantra)Partner (Demantra) ANZANZ(3 P, 4 R)(3 P, 4 R)

ASEAN ASEAN (8 P, 21 R)(8 P, 21 R)

INDIAINDIA(5 P, 42 R)(5 P, 42 R)

GCGC(5 P, 30 R)(5 P, 30 R)

KRKR(1 P, 2 R)(1 P, 2 R)

Jigsaw (ANZ)Jigsaw (ANZ) 33

Fusion5 (NZ)Fusion5 (NZ) 11

PT Sigma Solusi IntegrasiPT Sigma Solusi Integrasi 2 2

PT Jati Piranti SolusindoPT Jati Piranti Solusindo 22

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

MindTreeMindTree 66

HCL Technologies LimitedHCL Technologies Limited 11

Polaris Software Lab LimitedPolaris Software Lab Limited 33

Larsen & Toubro Infotech LimitedLarsen & Toubro Infotech Limited 44

Pointcode Pointcode 22

Niche PartnerNiche Partner

Oracle Consulting Model & Plans – Demantra / SCP

OCS FORCE:OCS FORCE:

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

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

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

OCS READINESS:OCS READINESS:

• Currently 26 consultants trained on Demantra across APACCurrently 26 consultants trained on Demantra across APAC• Developed & delivered Implementation-focused training (1040 person hours)Developed & delivered Implementation-focused training (1040 person hours)

– Sydney July 2007 (5 days, 9 resources from Sydney, Melbourne, Brisbane, Singapore, Korea)Sydney July 2007 (5 days, 9 resources from Sydney, Melbourne, Brisbane, Singapore, Korea)– Taipei February 2008 (5 days, 17 resources from Taiwan, China, Korea, India, Singapore)Taipei February 2008 (5 days, 17 resources from Taiwan, China, Korea, India, Singapore)

• Implementations; NZ (Tru-Test), ANZ (FairFax, ResMed), GC (Diodes)Implementations; NZ (Tru-Test), ANZ (FairFax, ResMed), GC (Diodes)• Working on various opportunities in advanced stages (Working on various opportunities in advanced stages (Fonterra, Parit Padang, GE Plastics, Acer, Benq, Foxconn, Fonterra, Parit Padang, GE Plastics, Acer, Benq, Foxconn,

Placemakers, Bunnings, ResMed, Fairfax, Telegistics, NEC)Placemakers, Bunnings, ResMed, Fairfax, Telegistics, NEC)

• Currently more than 30 consultants trained on ASCP, PS, SNO across APACCurrently more than 30 consultants trained on ASCP, PS, SNO across APAC• ASCP Go-Live: ASCP Go-Live: TianMa Micro-Electronics, , Panasonic AVC Networks, , AVTEC Ltd• Working on various opportunities in advanced stages Working on various opportunities in advanced stages ((Acer, Benq, GT Tires, ResMed, Acer, Benq, GT Tires, ResMed, Devro (PS)Devro (PS)

OCS FY09 High level Plans OCS FY09 High level Plans

• FY09 bookings target –USD 5M for Demantra, 3M for SCP (EBS-APS, PS, SNO)FY09 bookings target –USD 5M for Demantra, 3M for SCP (EBS-APS, PS, SNO)

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

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

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

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

Observations & Challenges on Demantra Observations & Challenges on Demantra •Demantra Translation for China. No 1 issue Demantra Translation for China. No 1 issue

•Value eroded when selling with EBS Suite (Worst if selling with HRMS) – License VS BudgetValue eroded when selling with EBS Suite (Worst if selling with HRMS) – License VS Budget

• Partner Landscape not mature Partner Landscape not mature

• Branding. We still see i2 and Manugistics as 1st instinctive choice. (ANZ)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)

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) Training Training

•PDP (including PS) Pre-sales and Implementation training for Partners and Oracle Pre-sales / OCS were conducted in January (3 days pre-sales and 5 days Implementation)

•12 Partners across APAC attended the training (total attendees including Oracle were 60 people)

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