Demantra FY 09 APAC David Morgan Ops Review 22 nd October 2008.
ORACLE ASIA PACIFIC FY09 Q3 Ops Review AGILE David Morgan.
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Transcript of ORACLE ASIA PACIFIC FY09 Q3 Ops Review AGILE David Morgan.
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ORACLE ASIA PACIFICORACLE ASIA PACIFICFY09 Q3 Ops ReviewFY09 Q3 Ops ReviewAGILEAGILEDavid MorganDavid Morgan
Agenda
• Q3 Performance• YTD• Q4 Status• FY10• Overview on strategy
Q3 Performance by Geo & Industry
APAC ANZ ASEAN GC INDIA KOREAActual 170 0 0 170 0 0Budget 2070 575 345 690 230 230% Budget 8% 0 0 25% 0% 0YOY Growth
Q3
COM CMU FSI GEH MRDActual 170 0Budget 644 1426% Budget 26% 0YOY Growth
Q3
Deals Closed : Coship and Hitron in Greater China
YTD performance with Product Details by Q
YTD performance by Geo and Industry
APAC ANZ ASEAN GC INDIA KOREAYTD 1811 0 947 788 76 0Budget 9000 2500 1500 3000 1000 1000% Budget 20% 0 63% 26% 8% 0YOY Growth 50%
FY09
COM CMU FSI GEH MRDActual 645 1082Budget 1764 3906% Budget 37% 28%YOY Growth
FY09
YTD performance as on 15th April
Q4 – Budget and Progress
APAC ANZ ASEAN GC INDIA KOREAActual 108 0 26 44 38 0Budget 3330 925 555 1110 370 370% Budget 3% 0% 5% 4% 10% 0YOY Growth
Q4
COM CMU FSI GEH MRDActual 0Budget 1036 2294% Budget 0% 0YOY Grow th
Q4
Deal Value Country Industry Prob
Waltop Int 44 GC-TW COMM 100%Chartered Semiconductor 25 ASEAN MRD 100%VNL 38 INDIA COMM 80%QSI 50 GC-TW MRD 60%Prudent Energy 25 GC-CN COMM 60%Cambridge (3-6X2041) 40 GC-CN COMM 60%
222Avermedia Technologies Inc 68 GC-TW COMM 50%
GCM 40% and committed
Resmed 720 ANZ MRD 40%Lecia Biosystems 82 ANZ COMM 40%Thermaltake Technology Co Ltd 82 GC-TW MRD 40%
884
GCM 40% not committed
Hong Fujin Precision (Foxconn) 800 GC-CN MRD 40%Huawei Technology Co Ltd ULA
300 GC MRD 40%Hills Industries - (JDE Rollout ELA)
96 ANZ MRD 50%COATING CHEMICAL INDUSTRY CO 76 GC-TW COMM 40%
1272
Q4 – Field position as at 27th April (Confidential)
Immediate priorities
- maximize deal closure for Q4
- stabilize team and create a sales platform for growth in FY10
- create a FY10 business plan to which AP management can buy in
Key Deals – Top 10 for Q4
LOB Account Rep $$$K Co Prime Leads, Follows, or Collaborates
Agile Foxconn Edward 800 Co Prime Collaborates
Agile Huawei Edward 300 Co Prime Collaborates
Prodika Chic Tom Sun 100 Co Prime Leads
Prodika Want – Want Tom Sun 100 Co Prime Leads
Agile Timex Danny 150 Co Prime Leads
Agile Astra Honda Motors Danny 100 Co Prime Follows
Agile LMW Srinath 175 Co Prime Collaborates
Prodika Britannia Srinath 120 Co Prime Collaborates
Agile Cochlear Unni 300 Co Prime Collaborates
Agile Resmed Unni 700 Co Prime Collaborates
Prodika Leica Unni 100 Co Prime Leads
Prodika Goodman Fileder Unni 100 Co Prime Collaborates
Likely slips to Q1 FY10Deals closed so far in Q4 :Chartered Semi(Datamart) V&L in India
Waltop in Taiwan
APAC ANZ ASEAN GC INDIA KOREABudget 700 126 126 196 126 126Worst 500 0 100 200 100 100Expected 750 100 100 300 150 100Best 950 100 200 300 200 150Expected to Budget % 107% 79% 79% 153% 119% 79%
Q1 Budget
COM CMU FSI GEH MRDBudget 280 420Worst 200 300Expected 350 400Best 450 500Expected to Budget % 125% 95%
Q1 Budget
FY10 Pipe and Q1 Budget by Industry & Region
APAC ANZ ASEAN China Taiwan INDIA KOREAQ1 >40 % 2158 596 373 144 227 334 484Q1 < 40 % 7918 1462 1816 1996 345 1875 424Rest FY10 13855 2421 2657 3696 2746 1610 725Total 23931 4479 4846 5836 3318 3819 1633
Agile PLM Key Deals – Top 10 for FY10
LOB Account Rep $$$K Co Prime Leads, Follows, or Collaborates
ANZ Cochlear Unni 300 Co Prime Collaborates
ASEAN IMI Danny 700 Co Prime Leads
KOREA LG Display Harry 300 Co Prime Collaborates
CHINA China Helicopter Tom 300 Co Prime Collaborates
TAIWAN SPIL Ben 200 Co Prime Collaborates
ASEAN Timex Danny 150 Co Prime Leads
ASEAN Astra Honda Motors Danny 100 Co Prime Follows
INDIA Thermax Srinath 180 Co Prime Leads
ANZ Fisher & Paykel Health Care Unni 314 Co Prime Collaborates
ANZ Fisher & Paykel Appliances Unni 747 Co Prime Collaborates
INDIA LMW Srinath 250 Co Prime Collaborates
PLM for Process Key Deals – Top 10 for FY10
Region Account Rep $$$K Co Prime Leads, Follows, or Collaborates
ANZ Goodman Fileder Unni 500 Co Prime Collaborates
GC Chic Tom Sun 100 Co Prime Leads
GC Want – Want Tom Sun 100 Co Prime Leads
ANZ Woolworths Unni 384 Co Prime Collaborates
ANZ National Foods Unni 360 Co Prime Collaborates
ANZ Fonterra Unni 360 Co Prime Collaborates
ANZ George Western Unni 314 Co Prime Collaborates
ASEAN Sun Migeul Allen Xavier 200 Co Prime Collaborates
ASEAN Dole Foods Allen Xavier 200 Co Prime Collaborates
INDIA Godrej Srinath 150 Co Prime Collaborates
KOREA Daesang Harry 150 Co Prime Leads
ASEAN Del Monte Allen Xavier 150 Co Prime Collaborates
MARKET OUTLOOKMARKET OUTLOOK SEGMENTATION & GTMiSEGMENTATION & GTMi
AGILE - Plan on a PageAGILE - Plan on a Page
- Target account development - Min of 10 large accounts- 23% - 1.4 mill – Ave 200k – 12 Opty – 7 Deals- Align with EMEA Sales team for Global Phama Deal- Align with NA for Global Hi-Tech & CPG Deals- Identify 5 Large Accounts with Global SI’s
- Identify min of 30 SME Accounts in Each Region- Have Partners Fulfill entire Sales, Pre-Sales & Imp to all
SMEs- Get All Geo heads to Align with CSM’s & A&C Team- Work with A&C Team to Enable all Partners on A9 7
Prodika
- 17% - 1m – Ave 70k – 30 Oppty’s/15 Deals- Run Accelerate Programs thru Partners & Comm team
- Mid-size solution days
- Transactional marketing activities / programs
- Local partners joint programs
SALES PERFORMANCESALES PERFORMANCE
& TARGET& TARGET
FY10 Target (6m) Pipeline (Current
20.8m Target:
22.5m)
Q1 (18%)
Q2 (27%)
Q3 (22%)
Q4 (33%)
SALES STRATEGIESSALES STRATEGIES
- Align closely with MRD team to Focus on Large deals (500k+) from SPIL, TSMC, Maidea & SMIC in GC, IMI & San Miguel in Asean, Goodman Fielder & Simplot in ANZ, LG Display in Korea
- Identify Upsell & Cross Sell (75-100k) Opportunities & drive it thru Channel Sales
- Align with industry associations like PDMA, Bio Spectrum, CII etc. to conduct Joint Events. Have Agile win Case studies published in Industry Specific Journals
- Ppipeline development against nominated verticals, Industry & customer specific events & workshops across all geos
SALES OBJECTIVESSALES OBJECTIVES
FY09 Target Projected Exit
AGILE 9m
- Revisit Taiwan Agile install base for up Sell opportunities (drive it thru Partners)
- Drive awareness and thought leadership to spark interest and promote Oracle as a leading PLM vendor
-FOCUS on Hi-tech, F&B & Life Science Industries across geos for more comprehensive coverage, non focus areas would be opportunistic plays only
- Drive 4 large deals in GC , 2 in ASEAN, 2 in ANZ , 1 in Korea with an Average revenue of 500k each & 2 E&C prospects in APAC & 2 Prospects in ONG
1
2
3
4
5 - Recruit 4 new Credible Partners Across APAC region
- Get on board- Rolta & L&T Infotech for E&C & ONG Vertical, IBM & Accenture for LS industry,
Value Proposition and StrengthsValue Proposition and Strengths
• PLM team with strong domain expertise in place• Product Leadership in High Tech , Life Sci, F&B• Enterprise PLM Leadership – Cost,Quality , Analytics• Strong Oracle Customer Base• Strong Management HQ ,Development support • Ability to execute new Industry Initiatives• Close Proximity to Agile Development Centers• Availability of Chinese ,Korean versions• New Versions with good enhancements• Leverage on other Specialty Products Install base• Our differentiating products for the current economy• Lack of Competition capabilities in costing, Analytics Project Management, Quality Management
- 60% - 3.6mill rev – Ave 500k – 11 Opty/7 deals- Maintain 3x Pipeline - Identify & Cross Sell into 10 EBS/JDE install base- Industry Focus – F&B, LS, E&C & ONG - All Reps to be Trusted Advisor for min 4 accounts
1
2
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Competition Competition
COMPANY CONFIDENTIAL
Strategic Partners
Market Overview
Strategic
Territory
Commercial
Key
APAC grows at 15 % CAGRAPAC grows at 15 % CAGR
Digital Asset
LG FNS
Digital Asset
LG FNS
Hand China
AIC & Axline
Hand China
AIC & Axline
Market Share
Oracle16%
SAP 10%
DS 18%PTC 25%
UGS 13%
other18%
Oracle SAP DS PTC UGS other
MR
DC
om
mer
cial
Profile:
Co Prime Rep Headcount (A/P): 9/9SC Headcount (A/P):
9/9Bus Dev & Sales Dev(A/P) :
3/3Sales Development (A/P) :
1/1
FY09 FY10
Target YTD Target Pipe
Sales 9m 1.7m
Sales Target
6.0m 3.6m
pipeline 120k (.78x)
10500k (2.9x)
Target Segment
s
• Large Hitech, F&B & LS Companies• Oracle EBS Install Base• > 300 Mill Rev Companies
Key Accounts
• SMIC, SPIL, MAEDIA, TSMC, Keppel, Reliance, Simplot, LGD, Goodman Fielder, IMI, San Miguel, DelMonte, Dole, Daesang, CJ, Ranbaxy,
Key Solution
Set
•A9/Prodika Enterprise Solution
Sales Target
3.0m 2.4m
Pipeline 2.12m (.7x)
5100k (2.1x)
Target Segments
• Hi Tech SMB & CMs• < 300 mill rev companies in F&B & LS• Up-sell into Existing Customers
Key Accounts
Timex, Stat Chipac, Panasea Zydus Cadilla, Novartis, Leica, Various in GC
Key Solution
Sets
Accelerate ProgramPQM, & PCM with AutoVueUp sell into Existing Accounts
Co prime /Field SalesCo prime /Field Sales
Coverage PlanCoverage Plan
Business Development and PartnersBusiness Development and Partners
Agile - FY10 Industry Business Plan Summary
FY09 FY10
Revenue Scorecard
Sales ConsultingSales Consulting
FY09 FY10
COMPANY CONFIDENTIAL
PLM Business Imperatives 2009
Manage Product Cost & Risk
AccelerateProduct
Innovation
Ensure Product Quality &
Compliance
1. Rigorous Sales Execution (higher close rates, higher qualification, increased deal size)
2. Reinforce customer contact & leverage Playbooks 3. Aggressively build pipeline and sales capability into FY10
1. Rigorous Sales Execution (higher close rates, higher qualification, increased deal size)
2. Reinforce customer contact & leverage Playbooks 3. Aggressively build pipeline and sales capability into FY10
1. Retain all existing resources2. Expand business development cover to Korea3. Align training/competencies to solution sets for pipeline & existing accounts
1. Retain all existing resources2. Expand business development cover to Korea3. Align training/competencies to solution sets for pipeline & existing accounts
1. Build and accelerate pipeline2. Aggressively support key growth areas through integrated campaigns3. Drive Account Marketing to support target accounts by industry
1. Build and accelerate pipeline2. Aggressively support key growth areas through integrated campaigns3. Drive Account Marketing to support target accounts by industry
1. Coverage of market together with sales2. Pipeline Generation - focus on Account Planning, Pipeline Dashboards3. Solution Sets - Create reusable solution set content & focus on Playbook
1. Coverage of market together with sales2. Pipeline Generation - focus on Account Planning, Pipeline Dashboards3. Solution Sets - Create reusable solution set content & focus on Playbook
OpportunitiesOpportunities- Long-time customers are now investigating
extended functionality like project and direct material sourcing and manufacturing process management.
- Cross-functional/End to End integration-an integrated PLM/ERP solution over specialized requirements to mange a complex range of technical product data.
- New vertical like Life Sciences companies need processes and technologies to fulfill the complexity of product portfolio.
- Industry Best Practice, Time to market
ThreatsThreats- The remaining CAD-heritage segment
continue to jockey for competitive position, balancing vertical industry specialization with extend horizontal offerings to capture market share beyond the established PLM category.
- CAD players compete on technical prowess and data interoperability. PTC’s latest release retained a leadership position – Web based Winchill 9.0 platform.
PRE REORG
AGILE - FY10 Geo Business Plan Summary A
NZ
AS
EA
N
GC
IND
IA
Sales Target 2.5m 1m
Pipeline 5346k (2.3x)
2600k (1.1x)
Target Segments
• Med Device/LS• F&B•MRD
Key Accounts •Simplot•Goodman Fielder•Cochlear•F&P
Key Solution Sets
•Product Quality Management•Compliance and Traceability•New product introduction management
Sales Target 158m 1m
Pipeline 718k(2.5x)
1200k (1.83x)
Target Segments
• F&B•Hi Tech•Com & MRD
Key Accounts
•IMI•Dole, DelMonte•Keppel, San Miguel
Key Solution Set
• Product Data Mgmt•Product Quality Mgmt•Compliance•Engineering Collaboration
Sales Target 3m 2m
pipeline 1850k (1.2x)
7800k (3.9x)
Target Segments • Hitech
•F&B•LS •MRD & Com
Key Accounts
•SMIC, SPIL, MAEDIA, TSMC
Key Solution Set
Requirement Management• Enterprise PLM
Sales Target 1m 1m
Pipeline 420k(0.3x)
2900k (2.9x)
Target Segments
• LS•F&B•Industrial Mfg•Com
Key Account • Rolta, Ranbaxy, Arbindo, Britannia
Key Solution Set
•Customer Needs Management• Out of the Box (OOTB) Capabilities
FY09 FY10 FY09 FY10
FY09 FY10
Revenue Scorecard
FY09 FY10
Sales Target 1 1m
Pipeline 38k (-x)
1500k (1.7x)
Target Segments
•Hitech•F&B•MRD
Key Accounts
• LGD, Daesang, CJ
Key Solution Set
Requirement Management• Enterprise PLM
FY09 FY10
KO
RE
A
COMPANY CONFIDENTIAL
FY09 FY10
Target YTD Target Pipe
Sales 9m 1.7m 20.8m
Profile:
Co Prime Rep Headcount (A/P): 9/9SC Headcount (A/P):
9/9Bus Dev & Sales Dev(A/P) :
3/3Sales Development (A/P) :
1/1
1. Get SDS, FoxConn,Rolta, L&T Infotech, Digital Asset & LG CNS as Strategic partners for APAC
2. Leverage KR BDC for dand gen in Hi-Tech, Pharma & F&B3. A9 & Prodika & BI - Korean & Chinese language translation required4. Industry Specific Events across Region Required5. Integrated marketing campaign with COM and MRD6. PR Events on Wins & Partnering across Region is required 7. Identify Region Specific Partners in Indonesia, Philippines.
1. Get SDS, FoxConn,Rolta, L&T Infotech, Digital Asset & LG CNS as Strategic partners for APAC
2. Leverage KR BDC for dand gen in Hi-Tech, Pharma & F&B3. A9 & Prodika & BI - Korean & Chinese language translation required4. Industry Specific Events across Region Required5. Integrated marketing campaign with COM and MRD6. PR Events on Wins & Partnering across Region is required 7. Identify Region Specific Partners in Indonesia, Philippines.
APAC Key GTMI Initiatives
AGILE - Demand Generation Plan on a Page
1FOCUS on Hi-tech, F&B & Life Science Industries across geos for more comprehensive coverage, non focus areas would be opportunistic plays only
SalesInitiative
Initiative Objectives
Sales Strategies Mapping
Sales Plan (Sub-Initiative) Key Metrics
Sales Operations & Talent Management
• Strengthen Oracle PLM pipe through Sales development programs and expand white area in LS (Pharm/MD/Bio), Food and Beverage.
• Enable sales skill and prioritize focus from traditional PLM market to greenfield markets such as E&C.
- Strengthen partners’ skill set and reward partner sales for any significant wins (defined by deal size, strategic account, win back deals)
• WIP
Target Account Development
• Target top 11 accounts across APAC- Target account development - Min of 10
large accounts- 23% - 1.4 mill – Ave 200k – 12 Opty – 7
Deals- Identify min of 30 SME Accounts in Each
Region
WIP
Industry Focused Field Marketing Activities
• Align with 3rd party association
• Industry association
• Win Case Studies with Industry Journals
• Partner Conference sponsorship
• Agile 9.3 new release, leveraging new feature and integration capability to attract Agile install Base.
• Tele prospecting & e-Book Campaign
• WIP
Joint / Partner Activities
• Up sell into Existing Customers
• Accelerate Programs in GC
• Pharma Specific Accelerate program in India
• E&C & ONG Joint Seminar across APAC with Rolta & L&T
• Partner led JDE/Oracle Install base Campaign with Zensar & KPIT in India
• WIP
Awareness
Lead Generation
Sales Maturation
SALES OBJECTIVESSALES OBJECTIVES INITIATIVES, PLANS & METRICSINITIATIVES, PLANS & METRICS
2Drive awareness and thought leadership to spark interest and promote Oracle as a leading PLM vendor
3Revisit Taiwan Agile install base for up Sell opportunities (drive it thru Partners)
4Drive 4 large deals in GC , 2 in ASEAN, 2 in ANZ , 1 in Korea with an Average revenue of 500k each & 2 E&C prospects in APAC & 2 Prospects in ONG
5 Recruit 4 new Credible Partners Across APAC region
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COMPANY CONFIDENTIAL
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PLM FY10 Objectives - Highlights
GOAL: Deliver Revenue of $XM USD
Drive 2 large deals in GC (SPIL & SMIC) 2 in ASEAN ( IMI & Sanmiguel) , 2 in ANZ (Goodman Fielder & Simplot), 1 in Korea (LG Display) with an Average revenue of 500k each
Identify 2 E&C (Jurong & L&T ECC) Prospects in APAC with License revenue of 200k each.
Identify 2 ONG (Reliance Petroleum & Keppel Off Shore) Prospects with License revenue of 500k each.
Maintain 3x Pipe coverage in ANZ, ASEAN & Korea, 4x Pipe coverage in GC & India
Collaborate & Align closely with Industry Sales to Cross Sell AGILE into Oracle EBS/JDE Install Base.
Revisit Taiwan MRD Accounts to identify New Opportunities. Revisit Taiwan Agile install base for up Sell opportunities (drive
it thru Partners) Recruit 2 new Credible Partners Across APAC region (Rolta & TCS) Convert Key F&B & Pharma Prospects to Customers by H1 FY10 Focus developing Collaterals, Enablement & Pre-Sales depth to
support New Industry initiatives