APAC Advance Planning Quarterly Ops Review Pieter Els

Executive Summary  160% YoY Growth  49% of 6M (4M SCP + 2M Demantra)  Demantra 264% YoY to date  7 Demantra Trainings – 6800 person hours  FY09 30% YoY Growth  3 New Planning Products (SPP, SCPH, DSR)  Uptake in other regions and Industries * FY08 =YTD

FY’08 Summary Results  2.92M FY08 Revenue with 87% MRD Industry  44% Revenue from Demantra (4% SNO, 4% PS, 48% EBS-SCP)  GC contributed 49% of total APAC (GC 325% YoY)  52% Revenue from Top 5 Customers  Top 73%  46 Customers (Transactions) Avg = 63K FY08 Q1-Q3 Details

FY’08 Q4 – Pipeline Situation  Target FY08 = 6M. At 49% = 3M to go  Open Pipe : 5.3M (1.76 x Target)  New products potential  3 CA Approvals (Sampoerna Tb, USD1.2 mil, Dexa 66k, McGuigan Wines 80k) + Pacific Magazines 300k  1st Demantra deal in India (Q4 - Bajaj Elect, 34k), KR (Q4 - Korean Air, 40k)

FY’09 Strategy  TARGETS $7.8M: EBS-SCP 4.8M, Demantra 3M  30% YoY Growth  Demantra Sales Reps (4/5 headcount, KR under review) with NAMED & COMMERCIALS Sales Teams  Sales Consulting Demantra SWAT: Ian Ratcliff (Manu background) + 1 ANZ, 1 HK, 1 KR = 4. Continue Close collaboration with PIBU (Ex: AGSS)  Niche partners strategy continue : 1 (AU), 1 (India), 1 (Korea), 1 GC (required). Dedicated Partner Org resources for Demantra Partner Development/Enablement  New products into existing customers (SPP, SCPH, DSR)  Campaign for Strategic Solution (DSR, Demantra, Siebel Trade promotion Planning, PIM, Commerce 360 POS) into FMCG & CPG Retail industry - TBD  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.  “ERP+1” Strategy. Sell “+1” Component and Down Play ERP (Change the Game) + AIA KEY ACCOUNTS FOCUS (75~80% of Target) INITIATIVES & STRATEGIES

FY’09 Strategy – Pipeline Situation  Target FY09 = 7.8M  Open Pipe : 16.5M (2.1 Times Target)  Close to 703k in pre-pipe (Status=Potential)  New Products (SPP, DSR, SCPH)  Leverage Siebel and Retek install base  Demantra Pipe = 1.4 SCP Pipe

Market Overview Market Description: – Total SCM 2007 software rev market* (Gartner Sept 2007) is 136M (13% YoY) – Planning application showing healthy growth (27% growth in SPP) – ANZ, KR & GC is 64% of market Oracle’s Market Position: – Solid Growth of 62% YoY – No 2 at 28% of market share –(2007 Data available in June) *

Go To Market FY08 H1 Executed: – CPG maufacturers and retailers (grocery, liquor, pharmacy & hardware) –SCM event targeting manufacturing –Sponsorship of Eye for Transport India Summit –SCM roundtable event targeting discrete manufacturing –SCM roundtable event targeting Manufacturing industry –SCM roundtable targeting Distributors –SCM Logistics World Sponsorship - SCM sponsorship covering ASEAN countries. –SCM event targeting manufacturing –Event targeting High Tech industry incorporating targeted workshop for key prospects in fabless manufacturing –SCM roundtable targeting Distributors –SCM roundtable targeting CPG manufacturers

Go To Market FY08 H2 Executed: – Q3 Supply Chain Roundtable Demantra / G-Log in India (2 cities in India) –Q4 Supply Chain Roundtables for Automotive in Bangkok –Q4 SCM Exec Roundtable – Mini Outside the 4 Walls event (Hong Kong) –Q4 Executive Roundtable - Oil and Gas (Perth), Hi-Tech (Seoul) –Q4 Thought Leadership roadshow - Outside 4 Walls – 7 events (ANZ, GC, KR, IN) Q4 Planned: –Executive Roundtables – Demantra / G-Log in Auckland and Taipei –Supply Chain Roundtables for Hi-Tech in Shenzhen (focus on Foxconn) –Surround SAP event targeting executives –Thought Leadership roadshow - Outside 4 Walls – 4 events (ASEAN, TW) –APAC telemarketing campaign - Demantra and DSR FY09 Planned: – Planning 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) –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 campaigns –Specialty Sales Team (Will Bosma) with Demantra Target of 3M and HC of 4 or 5 (Korean requirement under review) SALES READINESS: SALES READINESS: –ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for OCS) –Sales 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), Interlace –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 Re-useable assets (process flow maps, process demo scripts, demo recordings): SCS Re-useable assets SCS Re-useable assets

Partner Model SALES FORCE: SALES FORCE: –Need to review Demantra partner landscape. –Partner with COMMERCIALS Accounts Sales Team Partner READINESS: Partner READINESS: –ASCP Readiness Green, Demantra Readiness Amber (Impl. Training for Partners) –Confidence 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) –Executed 5 Demantra Trainings (AGSS) – 5760 person hours –GC Niche partner pending –SNO and PS Partner – Fusion5 in NZ Partner (Demantra) ANZ (3 P, 4 R) ASEAN (8 P, 21 R) INDIA (5 P, 42 R) GC (5 P, 30 R) KR (1 P, 2 R) Jigsaw (ANZ) 3 Fusion5 (NZ) 1 PT Sigma Solusi Integrasi 2 PT Jati Piranti Solusindo 2 S&I Systems Pte Ltd 1 MindTree6 HCL Technologies Limited 1 Polaris Software Lab Limited 3 Larsen & Toubro Infotech Limited 4 Pointcode2 Niche Partner

Oracle Consulting Model & Plans – Demantra / SCP OCS FORCE: 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 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 Current Headcount – 4 people across APAC (These architects will be 100% dedicated for business development and measured on Services revenue for SCM Solutions) Current Headcount – 4 people across APAC (These architects will be 100% dedicated for business 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: Currently 26 consultants trained on Demantra across APAC Currently 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) –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 ( Fonterra, Parit Padang, GE Plastics, Acer, Benq, Foxconn, Placemakers, Bunnings, ResMed, Fairfax, Telegistics, NEC) Working on various opportunities in advanced stages ( Fonterra, Parit Padang, GE Plastics, Acer, Benq, Foxconn, Placemakers, Bunnings, ResMed, Fairfax, Telegistics, NEC) Currently more than 30 consultants trained on ASCP, PS, SNO across APAC Currently more than 30 consultants trained on ASCP, PS, SNO across APAC ASCP Go-Live: TianMa Micro-Electronics, Panasonic AVC Networks, AVTEC Ltd ASCP Go-Live: TianMa Micro-Electronics, Panasonic AVC Networks, AVTEC LtdTianMa Micro-ElectronicsPanasonic AVC NetworksAVTEC LtdTianMa Micro-ElectronicsPanasonic AVC NetworksAVTEC Ltd Working on various opportunities in advanced stages ( Acer, Benq, GT Tires, ResMed, Devro (PS) Working on various opportunities in advanced stages ( Acer, Benq, GT Tires, ResMed, Devro (PS) 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 Solutions – 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 Taiwan – Customers 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) – Customers are insisting for POC for Demantra (Compare Forecast) Need tools for quick load and demo (small scale POC) + Partner Demo support Need tools for quick load and demo (small scale POC) + Partner Demo support – Accenture & IBM (More than 100 Man hrs of Training & Awareness Completed). Poor ROI – Uptake seen in China and India (Maturing ERP Customers) Observations & Challenges on Demantra Demantra Translation for China. No 1 issueDemantra 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 only Need 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 & 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 trainingOpportunity 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 – 500+ in ASEAN & India – 250+ 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 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)

APAC SCS (Sales consulting Services) – Reusable Assets Update

Re-usable Assets Content Process Flow MapsProcess Demo Script Simbuilder Recorded demo Process Flow Description Scope, Inputs and Outputs Functions and Flows Activities and Players Frequency Process Demo Steps Products and Functionalities Screen Navigation Process Execution in Oracle Key Oracle differentiators Demo recording Direct demo use Demo build reference Partner and SC training Voice-over and other capabilities

APS Re-usable Assets

APS Assets built by SCS team

APS Re-usable Assets downloaded from TOIs

Demantra – Partners Update

SCM (Demantra) Revenue % Growth Current Partner Landscape Comments FY08FY09ANZASEANGCIndiaKorea ??40 PRPRPRPRPRP - Partner R - Resources #What Worked?What Did Not Work? 1In terms of Quantity, take up rate was high, class at full capacityDemo Instance is currently being carried in a laptop. Due to the version difference, System support becomes a challenge 2Partners able to carry demo systems in their lap topsConfidence Levels in positioning Demantra very low 3Full Enablement in Sales. Presales and ImplementationThe Notion of Training existing ERP Partners to Pick up Demantra and start selling did not work 3No serious efforts made in recruiting Niche Partners with expertise in Forecasting FY08 #Strategy Moving Forward 1Rationalize existing Partner Map. Revisit all partners who we have trained to ascertain their Contribution / effort made in positioning Demantra 2Going by current “available Capacities” by quantity, should be able to cover the demands of fulfilling the FY09 targets 3Reduce the number of Partners mapped to Demantra 4Apply a “Consortium” model to tie Demantra Partners with EBS Partners when Engaging Opportunities 5Implementation Training needed for a small number of partners. Partners to pay fully. FY09

Partner Landscape - Demantra

Man Hours Spent on Training and Number of Resources Trained Region# of Partners# of Resources ASEAN821 ANZ34 India542 Greater China530 Korea12

Man Hours Spent on Training and Number of Resources Trained Region# of Partners# of Resources ASEAN821 ANZ34 India542 Greater China530 Korea12 1. Shanghai 30 X 5 = 150 man days X 8 = 1200 man hours 2. Singapore 30 X 5 = 150 man days X 8 = 1200 man hours 3. Bangalore 30 X 3 = 90 man days X 8 = 720 man hours 4. Beijing 30 X 3 = 90 man days X 8 = 720 man hours 5. Singapore (Imp) 48 X 5 = 240 man days X 8 = 1920 man hours

1. Shanghai 30 X 5 = 150 man days X 8 = 1200 man hours 2. Singapore 30 X 5 = 150 man days X 8 = 1200 man hours 3. Bangalore 30 X 3 = 90 man days X 8 = 720 man hours 4. Beijing 30 X 3 = 90 man days X 8 = 720 man hours 5. Singapore (Imp) 48 X 5 = 240 man days X 8 = 1920 man hours Man Hours Spent on Training and Number of Resources Trained Region# of Partners# of Resources ASEAN821 ANZ34 India542 Greater China530 Korea12 Total :5760 Man hours

Demantra Partner Situation At the Moment RegionPartners ASEANPT Jati Piranti Solusindo Berca PT Sigma Solusi Integrasi Accenture S&I Systems Pte Ltd iCE Consulting Keane Sunway ANZJigsaw IBM NDEVR – I have my doubts Fusion 5 RegionPartners GCHAND Satyam AdvancedTEK IBM Cap Gemini KoreaPointcode RegionPartners IndiaSierra Atlantic MindTree L&T WIPRO Polaris TCS Deloitte Systime Sufficient Capacity to Penetrate the Commercial Space Niche Partner Required Niche Partners