Hong Kong Applications Sales Consulting FY10 Planning 22 June 2009 Keith Ip, Apps Sales Consulting...
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Hong Kong Applications Sales ConsultingHong Kong Applications Sales ConsultingFY10 PlanningFY10 Planning22 June 200922 June 2009Keith Ip, Apps Sales ConsultingKeith Ip, Apps Sales Consulting
Hong Kong Applications Sales ConsultingHong Kong Applications Sales ConsultingFY10 PlanningFY10 Planning22 June 200922 June 2009Keith Ip, Apps Sales ConsultingKeith Ip, Apps Sales Consulting
CONFIDENTIALCONFIDENTIAL
COMPANY CONFIDENTIAL
GC HK Apps SC StructureGC HK Apps SC StructureGC HK Apps SC StructureGC HK Apps SC Structure
Jo na th a n C h eu ngH K A pp s A rch ite ct
N e llie N g ooG C F S I
R e x M aH K S C M
W an d a C hu ngH K F M S
M ike L ukH K S C M
A rv in C h anH K F M S
R icky L a iH K S C M
H u go Y eu ngH K F M S
F ra n k T a ngG C O T M
T B HH K F M S
A n ita FuH K C R M
E ric Y ipH K C R M , G C IS A
E d d ie T su iH K C R M
E d dy W o ngH K H C M
K e ithG C S C M & H K A p ps S a les C o nsu lt ing
S a lly L iG C A p p s S a le s C o n su lt ing
COMPANY CONFIDENTIAL 4
Rudolf HoRudolf HoSales DirectorSales Director
Rudolf HoRudolf HoSales DirectorSales Director
Arthur NgArthur NgGM Apps HKGM Apps HK
Arthur NgArthur NgGM Apps HKGM Apps HK
MRD / COMMMRD / COMMMRD / COMMMRD / COMM
Sales CoverageSales CoverageStructure Structure Sales CoverageSales CoverageStructure Structure
11MgrMgr
11MgrMgr
55RepsReps
55RepsReps
• Daniel Cham• Godfrey Poon• Raymond Lai
Lolitta NgLolitta NgAdminAdmin
Lolitta NgLolitta NgAdminAdmin
CMUCMUCMUCMU
00MgrMgr
00MgrMgr
44RepsReps
44RepsReps
• Mandy Lee (CMU)
• Johnson Lo (GEH)
• KT Tang• Andis So
(FSI)
GEHGEHGEHGEH FSIFSIFSIFSI
• Maggie Tsoi
• Dicky Lee
COMPANY CONFIDENTIAL
FY10 Revenue BudgetFY10 Revenue BudgetFY10 Revenue BudgetFY10 Revenue Budget
Team (ERP/CRM)FY10 Budget
USD 000s
Industry or sales team:
Commercial 982,000
CMU 611,000
FSI 1,696,000
GEH 713,000
MRD 1,805,095
Total 5,684,095
EPM/BI -
CRM OnD 465,000
Edge 683,000
Specialty Total 1,148,000
Comments • Edge is embedded in ERP
Quota. • EPM/BI and CRM OD are
budgeted separately• EPM/BI team in HK will drive
all EPM/BI deals
• Total FY09 = $5,978,000• Total FY10 = $6,832,095• Growth from FY09 – 14.29%
COMPANY CONFIDENTIAL
Individual PipelineIndividual Pipeline
Sales Daniel Cham Godfrey
Poon Raymond
Lai Maggie
Tsoi Dicky lee Mandy LeeJohnson
Lo KT Tang Andis So Total
Territories
MRD - Named
Account
MRD - Named
Account
MRD - Named
Account
Comm - Retail/Distri
bution / Logistics / FSI / Gov't
Comm - MRD / CMU CMU GEH FSI FSI
GCM Q1 to Q4 Total Pipe 3,165,000 2,101,000 1,214,000 1,372,000 875,000 2,063,000 ERP pipe 3,165,000 1,868,000 974,000 1,188,000 538,000 - Q1 (Forecast) 165,000 - - 20,000 30,000 - 20,000 235,000 312,000 - Q1 (Upside) 40,000 95 - 62,000 140,000 149,000 28,000 151,000 570,095 489000 238000 - Q2 300,000 250,000 150,000 200,000 180,000 150,000 185,000 262,000 275,000 1,952,000 4,765,000 - Q3 190,000 150,000 150,000 150,000 100,000 - 280,000 173,000 200,000 1,393,000 7,049,000 - Q4 250,000 100,000 60,000 50,000 50,000 189,000 200,000 335,000 300,000 1,534,000 6,179,000 - Sub-Total 945,000 500,095 360,000 482,000 500,000 488,000 713,000 921,000 775,000 5,684,095 18,794,000 19,032,000 Specialty Porducts - - EPM/BI - - CRM OnD 33,000 50,000 53,000 80,000 161,000 88,000 465,000 - OTM - 60,000 60,000 - SCM / Demantra 100,000 100,000 - PLM / Agile 100,000 180,000 70,000 350,000 - CCA - 123,000 50,000 173,000 - OPA / Haley - - Actual Total 945,000 733,095 540,000 592,000 623,000 691,000 713,000 1,132,000 863,000 6,832,095 2.79 Proposed Quota 1,500,000 1,250,000 1,000,000 1,100,000 800,000 1,500,000 1,200,000 1,345,000 1,345,000 11,040,000 Gap (555,000) (516,905) (460,000) (508,000) (177,000) (809,000) (487,000) (213,000) (482,000) (4,207,905) Gap % 37% 41% 46% 46% 22% 54% 41% 16% 36%
6,832,095 14.29%
GM CallGrowth from FY09
COMPANY CONFIDENTIAL
A Coordinated Effort to Drive Improvement from 3 DimensionsA Coordinated Effort to Drive Improvement from 3 Dimensions
Technology
People and Policy Process
• Solutioning Capabilities (Industry, Domain, Product)
• x-Product Integration• Customer & Business
Driven• Leverage Oracle
Superior Technology• ISA Continuum• Talent Mgmt• Leverage HQ and
Overseas references• Training
• Tight Engagement w/ Sales
• Key Account Approach
• Visibility on SC Projects
• Knowledge = Power
• SC GC Portal• Internal / Exteranl
Websites (OneSource)
Value from SC
COMPANY CONFIDENTIAL
Customer Centric SolutionsCustomer Centric Solutions
Industry Knowledge
BudgetPlanning
StrategicSourcing
Sales &Operation Plan
Supply Plan & Execution
Sell, Order, Channels Mgmt
Fulfillment & Delivery
Service Chain
Oracle Solution Excellence to Customers
Financials Projects Agile PLM
Accounting
Business Domain
CRM
Peoplesoft
Budgeting
A&DPharma E&C
SRM
PLM
S&OP
ALM
Service
High Tech Ind. Mfg. Telco
Business Knowledge
Domain Knowledge
Product Knowledge
Demantra Siebel OTM
HCM
COMPANY CONFIDENTIAL
Hong Kong ApplicationsHong Kong Applications
Dimensions:
Industries
• Banks & Insurance
• Property
• Telco
• Mfg
• Service
• Hospitals
• Educations
Solutions
• Customer Loyalty
• Service Mgmt
• Master Data Mgmt
• S&OP
• ERP + 1
Key Accounts
• Hutchison (Wanda)
• MTR (Arvin)
• Hospital Authority(Rex)
• Housing Authority
• Bank of China
• Etc…
Align with Sales Sales Consultants KAD
COMPANY CONFIDENTIAL
Hong Kong Focused SolutionsHong Kong Focused Solutions
• Private Hospitals – CRM for Patient Records and Loyalty
• Government Departments – HR, ERP, Policy Automation
• Original Design Manufacturers – Agile, SCM• CPG – Demantra, S&OP• Property Companies – Property Management• Banks – OFSA, CRM• MNC – Global Finance, Upstream SCM
(Sourcing)
COMPANY CONFIDENTIAL
GC SCM Focused SolutionsGC SCM Focused Solutions
• Continue the momentum of SCM differentiators in mature accounts
- Agile PLM, Demantra, OTM, MDM, EAM, VCP• Spread the message of “SCM Thought Leaderships” by rolling
out new released solutions- Rapid Planning, APCC, MOC, DSR, Peregrym
• ERP+1 Rollout in SASAC & Growth Cities- +1 components need to be positioned to differentiate- Penetrate deep into SASAC community- New more industry flavor to warp around our ERP & Apps for
growth cities• R12.1 Roll Out
- Many improvements & enhancements• Leverage AIA and HQ
COMPANY CONFIDENTIAL
HK DGB Activities Calendar FY10H1
JUN JUL AUG OCT NOV
#1
#3
#2
#4
SEP
Oct 6
E2.0 Smart WP Showcase Seminar
60 / 35
Apps EPM/BI Techby 3rd PartyMacau
Nov 25
IT Service Mgmt (DB)
60 / 40
DW & ODI
60 / 40
Tech Summit
150 / 100
SOA & App Grid in Practice
60 / 40
Oracle Security Symposium
80 / 50
OTN Architect Day
50 / 25
Comm Apps (Oracle-led)
80 / 50
EPM event
80 / 50
Jul 9Jun 11
Oct 21Sept 16 Nov 17
DBA Developer Day
80 / 50
Nov 15
Jul 21
Sept 15
Jun 25
CRM for FSI
75 / 45
FMW for Apps A/C
30 / 20
Oct 23
Oracle Apps Day
130 / 100
Aug 18
IDM for Apps
Partner Led JOS
60 / 40
TBC
Partner Led ASL
TBC
Tech Seminar
50 /30
Sept 23
COMPANY CONFIDENTIAL
Lead Generation with A&CLead Generation with A&C
Time Theme Target Partner Sales OwnerPartner
FundExpected
Pipeline US$June 25th EPM New B KPMG Sinko Choy 200,000
(1) JOS Rudolf Ho 200,000(2) Kagra Rudolf Ho 200,000
Mid July FSINew B + InstallBase TBD (Marketing Fund)
KT Tang / AndisSo 300,000
Late July Manuf DayNew B + InstallBase Bechelon/Axline + IBM Rudolf Ho Yes 300,000
Mid-Aug Apps Day Install BasePCCW + Karga +COL/Axline (TBD) All Apps Sales Yes 500,000
August Siebel New B JOS + HP Rudolf Ho Yes 200,000
Early July eBlast Install Base TBCGraduateTrainee(s) Yes 200,000
Press Event Media Karga -Ref Stories Karga + Bechelon -
TBDHCM / Siebel /Haley New B ASL / PCCW / Azeus Johnson Lo 300,000
TBDTech installbase upsell Install Base Karga All Apps Sales 300,000
TBD CMU / Macau Install Base Karga Mandy Lee 200,000
TBD
WeatlhManagementfor Banks
New B + InstallBase Big 4
KT Tang / AndisSo 250,000
TBDSolutions forHosptials New B HKPC + IBM
Johnson Lo +Sinko Choy 200,000
3,350,000
Early July IB Upsell Install Base Yes
COMPANY CONFIDENTIAL
Apps Business Development (BDC)Apps Business Development (BDC)
Campaign Target Solution Best-Suited PartnerExecution Timeframe
# of Companies Targeted
Expected Opps & Pipeline
6 Opps $300K
4 Opps $250K
8 Opps$240K
4 Opps $200K
2 Opps $100K
4 Opps $200K
28 Opps $1,290K
Q2 - Q3
Q1 - Q2
Q3 - Q4
Siebel Marketing & Loyalty for Retail/Service Industries Campaign Siebel Marketing/Loyalty JOS 60
50
540
HK Listed Companies Campaign ERP, PLM, CRM, HCM Karga, JOS, Axline Q1 - Q4 200
CRM OnDemand Campaign CRM AchieveTarget, CRM IT Q1 - Q4 120
Q2 - Q4
60
SAP Install Base Campaign HCM, PLM, CRM N/A 50
JDE for Real Estate / Property Management Campaign JDE Axline
Agile for Consumer Goods, Hi-Tech, and Life Sciences Industries PLM Axline
• Help address HK Apps Pipeline Gap and build coverage through highly targeted sales programs designed to generate quality leads at low cost for both installed base and greenfield prospects
• Drive to 4x pipeline coverage metric hand in hand with field sales, A&C and marketing teams
• Industry and solution-focused campaigns and target accounts aligned to sales priorities
• Extended market reach & penetration; improved customer coverage & response times
• Improved pipeline velocity with deal maturation and closure support
* Currently 1 BDC resource shared between HK and Taiwan. Target to secure dedicated resource for HK in late Q1 or early Q2 pending corporate approval
COMPANY CONFIDENTIAL
Strategies and InitiativesStrategies and Initiatives
MRD / COMM
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesPartner Leveraging• Multi national/global acct upsell and chase of revenue transfer• Bring up Kepro as key partner for apps license reseller and implementation
partner for EBS for retail/distribution/property industry• Partner to support program events for Manufacturing Solution Day, Siebel
Loyalty/Marketing Event, CRM Ondemand Event , quarterly Eblast/apps news letter
• Drive partner to develop industry template to assist sellingRevenue Generation• LMS on selected commercial accts• Bring up Lighthouse as key PSFT implementation partner• EBS/JDE IB upsell• Sales cover top 10 accts of each industry segment directly and leverage
partner to cover the rest• Press release for key win and live run to expand publicity• SAP IB penetration with edge products
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • EBS Core plus SCM and MDM option, JDE and PSFT for cross industry• Siebel Loyalty and marketing for retail/distribution/T&T• CRM Ondemand for cross industry• Agile for mfg industry• Demantra for retail/distribution and OTM for T&T industry
Aligned Business Development / IBU / etc• Leverage IBU expertise for key acct and key deal development• Hyperion and key tech IB upsell• Leverage graduate trainee for new business development• Leverage partner to launch repeatable programs such industry event
and eblast/apps news letter
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & Initiatives
Key/Named Accounts • MTR, CX, Li&Fung/iDS, Emerson/Astec, Maxim,
Johnson Electric, Mattel, Airport Authority, Hutchison/AS Watson, Addidas, Henderson, Shangri La
COMPANY CONFIDENTIAL
Key PartnersKey PartnersKey PartnersKey Partners
EBS EBS PFTPFT JDEJDE OTMOTM AgileAgile DemantraDemantra
Manufacturing
JOS,JOS,
BechelonBechelon
Lighthouse,KEDA, Vanda
JOS, Axline EII
JOS on Taiwan & China partner, OCS TW
Jigsaw, JOS
Distribution / Retail
JOS, Kepro, IBM, JOS, Kepro, IBM,
COLCOL
Lighthouse,KEDA, Vanda
JOS, Axline EIINA Jigsaw, JOS
Transportation OCS, IBM, JOS OCS, IBM, JOS Lighthouse,KEDA, Vanda
JOS, Axline EII NA N/A
Property /
Construction
JOS, KeproJOS, Kepro Lighthouse,KEDA, Vanda
JOS, Axline N/A, NA N/A
COMPANY CONFIDENTIAL
Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Bring up PSFT partner (lighthouse to supplement Vanda)• Channel to monitor key Vanda PSFT implementation• Support JOS business to keep it as our key partner• Get enough partner funding to support programs • Implementation partner readiness for edge product of
Agile, Demantra, OTM, CRM On demand • Support live run success of key EBS Rel 12 case such as
Maxim
COMPANY CONFIDENTIAL
Key Actions TimelineKey Actions TimelineKey Actions TimelineKey Actions Timeline
• Finalize team structure/territory assignment/quota
• Finalize programs and business plan with partner/marketing
• Complete accts list to launch program and business development plan
30Days
60Days
90Days
0Days
• Complete acct plan for key deals over 300K
• Acquire funding for programs
• Partner readiness for edge products
• Develop enough pipeline to cover quota
1June
1July
1Aug
1Sept
COMPANY CONFIDENTIAL
Strategies and InitiativesStrategies and Initiatives
GEH
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & Initiatives
Partner Leveraging• JOS – Leverage the CRM skills• HKPC – HRMS Partner• PCCW – CRM and SI partner• ASL - HRMS• IBM – ERP and HRMS
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • Peoplesoft HRMS – more and more depts showing
interests • Siebel CRM – white space for Private Hospitals• Oracle Policy Automation – Haley Business Rules Engine
Aligned Business Development / IBU / etc• Citizens Services IBU – to promote CRM• Continue the Higher Education opportunities
Key/Named Accounts • Hospital Authority – Phase II of ERP rollout
COMPANY CONFIDENTIAL
Key Actions TimelineKey Actions TimelineKey Actions TimelineKey Actions Timeline
• Build Business Case for Private Hospital completed & contact the Hospitals
• Select 10 departments to explore matching initiatives
• Align Partners Program with Channel Manager to promote the initiatives
30Days
60Days
90Days
0Days
• Finished visit the 6 keys
private hospitals • Finished the departments
visit and review on pipelines
• Review on Partners pipelines
• Select another 10 departments to explore matching initiatives
• Qualified those solid opportunities and build a quick wins approach, e.g. package of sw, hw and services
• Re-run the 10 departments visit and Partners for next quarter
1June
1July
1Aug
1Sept
COMPANY CONFIDENTIAL
Strategies and InitiativesStrategies and Initiatives
FSI
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & Initiatives
Partner Leveraging• CRM: PCCW, Capgemini, Accenture• OFSA: IBM, Deloitte• HCM: ASL, KEDA, IBM• Fin & Proc: Karga, Deloitte, TCS, Capgem
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • FSI dedicated presales in OFSA & CRM• Dedicated FSI Presales personal measurement in line with FSI licence
sales
Aligned Business Development / IBU / etc• Leverage Insight team and FSIBU support in OFSA and Insurance
account coverage with dedicated amount of time allocated to Hong Kong FSI deals, e.g. 5 wk days per month.
Key/Named Accounts • KT: BOC, BOCOM, CKWB, HSBC, AXA, Prudential, AIA• Andis: WLB, ICBC, CCB, BEA, DSB, SCB, ING, Manulife
COMPANY CONFIDENTIAL
Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Business Development
- Marketing Events in Q1 – CRM - Marketing Events in Q2 – GRC- ISA in key named account- Whitespace discovery in key named account- KAD account oppty handling: get support from GC,
APAC mgmt team to request teaming agreement with KADs
• Deal Handling- Dedicated FSI presales resources in CRM, OFSA.- Further development of Implementation partner
network to add one or two relevant partners.
COMPANY CONFIDENTIAL
Key Actions TimelineKey Actions TimelineKey Actions TimelineKey Actions Timeline
• Confirm Key Accounts
• Identify ISA • Whitespace Discovery • Teaming Agreement
established for identified KAD led account GCM
opportunities • Dedicated presales
resources with in line personal measurement identified for CRM, OFSA
30Days
60Days
90Days
0Days
• Partner training fulfilled for new CRM, OFSA service partners.
• Deliver Q1 FSI CRM marketing event.
• ISA + Dedicated FSI presales work out joint account plan with key
named accounts .
• Close the pipeline gap by half
• Identify and start delivering marketing program with individual solution partner.
• Gradual increase of named accounts to 30 per account manager.
1June
1July
1Aug
1Sept
COMPANY CONFIDENTIAL
Strategies and InitiativesStrategies and Initiatives
CMU
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesPartner Leveraging• Focus on the India Alliance Partner who has a strong
influence in the Telco solutions e.g. InfoSys (Reach), & Tata (CTM). Expand the AIA offering – MDM to every Communications & Utilities Client.
• Turn the Communications Clients into our reseller of CRMoD – Compelling event – data usage growth & the launch of new device.
• Partners for Upgrade – upgrade to EBS 12 – incremental license business esp. SCM related.
• Re-focus on the NSP – China ComServe, Ericsson, Nokia, Chung Hing.
• Nurture Accenture on our MDM for the utilities white space.
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • EBS: incremental revenue with the implementation of the
EBS12.1. Align with BI solution.• EAM – compelling event – 4G licenses. • CCA – with the pilot site in PCCW Solutions, help them to
expand into a hosting model.• CRMoD – reseller model in Telco• BPO- COL is likely to be the first BPO partner in HK.• Siebel: MDM – white spaces for utilities on SAP CC&B.Aligned Business Development / IBU / etc• IBU – eTom education & business process re-engineering• CRMoD – Specialty sales model• AIA – MDM – Expert sales from UBU.
COMPANY CONFIDENTIAL
FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & Initiatives
• Key/Named Accounts- HKJC – revival of the HCM Solutions- Ocean Park – ERP (KPMG is the consultant)- China Mobile Hong Kong (CRM & ERP)
COMPANY CONFIDENTIAL
Key PartnersKey PartnersKey PartnersKey Partners
• OCS• OSS• Accenture • Tata, Infosys
COMPANY CONFIDENTIAL
Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Partner skills in EBS 12 • Support in AIA & MDM• BI – dataware house solution?
COMPANY CONFIDENTIAL
Key Actions TimelineKey Actions TimelineKey Actions TimelineKey Actions Timeline
• Established contact with all Telco - CRMoD
• IBU – eTom education blueprint
• AIA - UBU• PCCW - CCA
30Days
60Days
90Days
0Days
• EAM – 4G licenses offering
• HKJC – a solid account plan
• Called on China Mobile management team
• Action plan with Accenture & Indian partner
• Called on all utilities• BPO partner conclusion• Solidify the call plan
with NSP
1June
1July
1Aug
1Sept