Greater ChinaGreater ChinaSCM Product Solutions SCM Product Solutions

FY06 Update for FSIFY06 Update for FSI

Keith IpSales Consulting Director, SCM Product Solutions

Greater China

FY05 IN-REVIEWGreater China SWOT ANALYSIS

STRENGTHS:• Strong product knowledge on traditional core SCM modules• Having more SC resource compared to other competitors• Complete set of business solution offering• Strong semi-conductor domain knowledge in TW• Leading position in China Power Generation market• Many SCs with potential of solution selling• Strong Apps Tech story

• •

WEAKNESSES:• Effort spent mostly in reactive approach (ex. Fire-fighting, ad-hoc requests, etc..)• SCs are lack of time and tools to further enhance their solution selling skills• Large number of deals with size of 80k to 150k• Partners incapable in dealing with end to end sales cycle• Many deals are strategic• Slow responsiveness to customer• Many new products to catch up and promote• Apps SCs lack of Apps Tech knowledge• Lack of high level executive penetration• Demo environment

OPPORTUNITIES:• Rapid economy growth in China• Many new offerings (PSFT, JDE, RETEK) after mergers• Leverage our Apps Tech as a differentiator• Develop SCs’ capability in solution selling• Leverage the strength of PSFT HCM to penetrate areas where Oracle had difficult such as Oil & Gas• Foreign companies keep moving factories to China

THREATS:• SAP is well aware of what Oracle is trying to compete• FUD from SAP on latest Oracle’s mergers• Slight uncertainty of political condition between mainland China and other regions• Internal collaboration• Capability of local partners• Commitment from global partners is still weak• SC morale due to compensation and satisfaction

ORAGANIZATIONSCM Products– FY06

Rex Ma (SCE), HKJacky Cheng (SCE), GZChris Zhang (SCP), GZ

Bryon Li (SRM), BJKevin Zhang (M&S), BJBin Zhong (SCE), BJVeronica Xu (JDE), BJ

Jon LiSC Manager

SCM North CN(5)

Andy Chen (SCP), SHLeanne Wang (SCE), SHDaniel Gao (M&S), SHLin Feng (SCE), SHWei Mou (SCE), C DGeorge Chen (SCE), SHLeslie Lu (JDE), SH

Daisy NgSC Manager

SCM Central CN(8)

Jackie Chang (M&S), T WDavid Hsu (SRM), TWVirginia Wu (SCE), T WAlvon Cheng (SCP), TWJonah Tsai (SCE), TWRichard Chang (SCE), TWAnnie Chin (SCE), T W

Alex TsengSC Manager

SCM TW(8)

Keith IpSC Director

SCM GC(25)

PRODUCT SOLUTIONS Roles & Responsibilities

Sales Consultant:

Product Depth & capability Specific opportunity Support Deal qualification (product solution) RFP/Tender response Gathering customer requirements with regards to

business needs/issues Product to Solution Mapping Building product demo (POCs) Product demo flows with reference to customer

business requirements/issues Articulating ORCL customer case studies / Refs Competitive positioning & objection Handling

Solution Architect:

Deep Business Process Skills Domain and / or Industry Skills Key Deal Support / Leadership Solution qualification Lead & conduct discovery sessions & solution workshops Lead and develop proactive "Discovery Maps" and the

"Solutions Maps" for the customers Lead and provide guidance to SCs in "POCs" and ensuring

that ORCL Lead in architecting the complete solutions Lead and undertake the role of a "Bid Manager" in larger

key accounts Lead in business case justification Assist Account Reps in forging/building close relationship

with key stake holders Present Industry Credentials / Product Solution More ‘Business experienced” Sales skills / ability to ‘Grow the Deal’

Experience,

Maturity &

Career Progression

• Adv Product Catalog• UCCnet Trading Connector• CAD Sharing & Viewing• Collaboration Suite• Product Intelligence

• Adv Product Catalog• UCCnet Trading Connector• CAD Sharing & Viewing• Collaboration Suite• Product Intelligence

Product Development SC Planning

• Collaborative Planning• Demand Planning• Advanced SC Planning• Constraint Optimization• Inventory Optimization• Global Order Promising• Exception Management• Planning Intelligence

• Collaborative Planning• Demand Planning• Advanced SC Planning• Constraint Optimization• Inventory Optimization• Global Order Promising• Exception Management• Planning Intelligence

• Order Management• Configurator• Advanced Pricing• Release Management• Receivables• Order Intelligence

• Order Management• Configurator• Advanced Pricing• Release Management• Receivables• Order Intelligence

Order Management

• Sourcing

• Procurement Contracts

• iProcurement

• Services Procurement

• Purchasing

• Supplier Collaboration

• Oracle Supplier Network

• Payables

• Purchasing Intelligence

Procurement

Oracle Supply Chain Footprint & Solution

Oracle Supply Chain Footprint & Solution

• Mfg Scheduling• Discrete Manufacturing• Flow / Lean Mfg• Process Manufacturing• Project Manufacturing • Shop Floor Mgmt• Mfg Intelligence

• Mfg Scheduling• Discrete Manufacturing• Flow / Lean Mfg• Process Manufacturing• Project Manufacturing • Shop Floor Mgmt• Mfg Intelligence

Manufacturing Logistics

• Inventory Management• Mobile SC Apps• Warehouse Mgmt• Transportation Planning• Transportation Exec• Sensor Based Services• Fulfillment Intelligence

• Inventory Management• Mobile SC Apps• Warehouse Mgmt• Transportation Planning• Transportation Exec• Sensor Based Services• Fulfillment Intelligence

• iSupport• TeleService• Field Service• Mobile Field Service• Advanced Scheduler• Spares Management• Depot Repair• Service Contracts• Interaction Center• Service Intelligence

• iSupport• TeleService• Field Service• Mobile Field Service• Advanced Scheduler• Spares Management• Depot Repair• Service Contracts• Interaction Center• Service Intelligence

Service

• Enterprise Asset Mgmt• Self-Service Work Reqs• Property Manager• Maintenance Intelligence

Maintenance

Supplier EnablementSupplier EnablementEmployee Self ServiceEmployee Self Service

Spend AnalysisSpend Analysis

Procure-to-PayProcure-to-Pay

Strategic SourcingStrategic Sourcing Contract MgmtContract Mgmt

iSupplier Portal Supplier Network*iSupplier Portal

Supplier Network*Purchasing

Accounts PayablePurchasing

Accounts PayableiProcurement

Services ProcurementiProcurement

Services Procurement

Purchasing IntelligencePurchasing IntelligenceSourcing

Sourcing OptimizationSourcing

Sourcing OptimizationProcurement ContractsProcurement Contracts

Oracle Advanced Procurement Delivered via a Modular Product Suite

BU 1

SourceRequest Buy Pay

BU 2

BU 3

Decentralized

BU 1

SourceRequest Buy Pay

SharedService

BU 2

Central Sourcing, Local Execution

BU 1

SourceRequest Buy Pay

SharedService

BU 2

Automatedfinancialreconciliation

Complete Shared Services

BU 1

SourceRequest Buy Pay

SharedService

BU 2

Transfer to Local Business Unit

Oracle Advanced Procurement Multiple Procurement Models

PlanPlanPlanPlan Build /Build /AcquireAcquireBuild /Build /

AcquireAcquireOperate /Operate /MaintainMaintainOperate /Operate /MaintainMaintain

Retire /Retire /DisposeDisposeRetire /Retire /DisposeDisposeCommissionCommissionCommissionCommission

GlobalAsset

Repository

GlobalAsset

Repository

Project Management

Project Management

AdvancedCollaboration ToolsAdvancedCollaboration Tools

AssetMaintenanceAssetMaintenance

FinancialManagement

FinancialManagement

ContractorsContractorsContractorsContractorsSuppliersSuppliersSuppliersSuppliers

ExternalExternal

• Requirements

• Specifications

• Drawings

• Schedules

• Defects

• Orders

Asset Intelligence* Asset Intelligence*

* Coming in a future release

Asset Portfolio MgmtAsset Portfolio Mgmt

OperationsOperationsOperationsOperationsEngineeringEngineeringEngineeringEngineering

InternalInternal

Oracle Asset Lifecycle Mgmt Solution Footprint

GlobalAsset

Information

• Capital budget• Book value• Cost history• Leases• Ownership• Tag number

FinanceData

• Downtime / repair history• Failure & reliability analysis• Maintenance schedule• Asset configuration• Location

MaintenanceData

• Production schedule• Occupancy• Capacity• Regulatory and

compliance policies

OperationsData

“Operators”

“Maintainers”

“Owners”

Oracle Asset Lifecycle Mgmt Single Source of Truth About Your Assets

FY06 SALES ALIGNMENTSCM for FSI Industry Initiatives

Initiative SC Lead

Advance Procurement Kevin Zhang, Daniel Gao

ALM Daniel Gao, Jon Li

PDH Daniel Gao, Kevin Zhang

FSI