MRD – GB/Process/T&T planning Workshop Sales Consulting Update March 18, 2005 Sally Li

Table of Contents Key Focus Areas  ORCL Business outlook  Sales Engagements  SC Skills Development  Process (ERs, PRP, Localization, etc … )  People Management Leadership

Business Outlook

FMS License Opportunity FY06 Budget is about xx% of Gartner’s 2006 FMS Forecast To achieve FY06 revenue target of US$xxM: Organization Opportunity Targets & Initiatives

To achieve FY06 revenue target of US$xxM: Targets 1. Must Win Deals (Large) Organization Opportunity Targets & Initiatives

To achieve FY06 revenue target of US$xxM: Targets 2. New Initiatives Organization Opportunity Targets & Initiatives Financial Services Revenue Potential RCM/Basel IIUSDxxx Lease ManagementUSDxxx CMU Corp PerformanceUSDxxx Enterprise Project ManagementUSDxxx GEH Public Sector FinancialsUSDxxx MRD (Mfg/Retail/Distribution) Corp PerformanceUSDxxx NOTE: The above are examples … and would need this to be done by regions/countires

Organization FY06 APAC FMS Team Organization Opportunity Targets & Initiatives To achieve FY06 revenue target of US$xxM: Marketing Market Development Communications ConsultingIndustry Solutions ACE

APAC Apps Sales Consulting & Product Operations

GC Applications Sales Consulting

Sales Engagements

 Provide Status update on OMP – Effectiveness for PSFT and ORCL – Escalate if they are not being done in your regions  Close working relationship with regions Sales GMs – SCs and Sale Reps are “ in-sync ” Sales Engagement Key Deals OMP GTMs

 FY06 GTMs – Industry Sales GTMs to build pipe and increase market awareness – Clear on the GC GTMs – Get SCs skilled around GTMs Sales Engagement Key Deals OMP GTMs

 Ensure that you have full visibility into your regions “ Key Deals ” – SC Resources skills are available to engage – ERs & Localizations issues have to brought into APAC Product Ops owners/Development attention … with resolution insight – Escalate of issues around implementation issues with OCS or partners – Seek the assistance of US GSS via APAC ACE … if necessary. Sales Engagement Key Deals OMP GTMs

ORCL Skills Development for Sales Consultants

Continuous Improvement 1. Drive for Efficiency in the Sales Cycle 54% of SC time spent working on opportunities 42% of opportunity effort is spent on Demo preparation and demo. 14% of SC effort is spent contributing or managing tenders (RFP, RFI). Deal Qualification is only 1% of effort. Areas for Improvements: Reducing the amount of time required to prepare and demo has potential to yield most benefit. Increasing the amount of effort on deal qualification will improve quality of pipeline and Win Ratio. Dedicated bid managers to handle tenders will improve quality of bids and give economy of scale.

Continuous Improvement 1. Drive for Efficiency in the Sales Cycle No effort spent developing reference accounts. Partner support being an issue isn't reflected in the figures, maybe data capture issue. Time spent on tenders is an issue across the regions. Discovery is only a small proportion of overall effort on opportunities. Time spent on POC is small

Continuous Improvement 1. Drive for Efficiency in the Sales Cycle Deal qualification is obviously an issue as graph shows % of deals and there status that Sales Consulting has worked on over the last 2 quarters. ANZ has the worst figures, but data for ANZ is over a much longer period. Closed with No Opportunity should not happen if Sales Consulting has invested effort other than deal qualification Effort on Deals which have been lost, closed as “ No Op ” is still overall a small percentage of overall Sales Consulting effort. Sales Consulting working on deals with no Oracle Sales ID is still a major issue.

Sales Consulting Utilization  Understanding Customer pain points -Highest % time is spent on demos and demo preparation.  Deal Qualification -Reduce burden on Sales Consulting coverage – and provide greater coverage for smaller deal size. -  Improve Tender process Analysis Solution Reduce preparation time and demo setup time. (canned demos for GTM’s within Industry for small deals) Better deal qualification will reduce time wasted on lost deals, deals closed as no opportunity. Introduce effective and efficient tender process across APAC. Current METRICS Time spent on Discovery low and time on demo and demo preparation is high. Time spend on Deal Qualification is low. Effort SC put into tender management and creation is high. Continuous Improvement 3. Analysis on Opportunity Effort Increased deal size and reduced number of deals would improve SC productivity but this is outside control of Sales Consulting currently.

This is an APAC wide framework across the 4 product pillars All product training need to incorporate this framework Solutions Selling Skills Development

Sales Consulting & Product Ops Skills Development

ER (Enhancement Requests) & PRP (Product Readiness Process) Adherence

US Dev ERs and engagement with Development Critical Customer Care Customers Bug Database (ERs) 1. Fin Services – Jay 2. EPM – Simon Ball 3. CPM & ICM – Patrick Lim 4. OLM – Hooi Chuan 5. OSS – Rajen 6. FinApps – David Rainbow 7. Procurement – Aditya 8. Public Sector FinApps – Hooi Chuan APAC Product OPS FMS Sales Consulting 1.SC Dir – Will need to have complete visibility of your ERs in your regions 2.SC Dir will need to also be on top of your regions localizations (e.g., Tax req ’ mts, etc … ) Priority List Country SCs will be nominated To also take on ownership for new modules and work with Development directly … across APAC

Customer Proposals/RFP/ Tenders – with CA Solutions PRP Readiness & CA Approvals FMS Sales Consulting 1.SC Dir – Will need to have complete visibility of you CA deal in your regions 2.SC Dir will need to validate the skills to support such engagement and services LoB too Development provide implementation trainings Adrian Johnston CA Approvals Process CA Validation Process APAC Product OPS CA Approval that needs to be copied Fin Services – Jay EPM – Simon Ball CPM & ICM – Patrick Lim OLM – Hooi Chuan OSS – Rajen Clinicals – India (only country) Procurement – Aditya PEM/Grants – Hooi Chuan FinApps – Advance Collections Provide “ heads-up ” to seek Development ’ s guidance Field Sales Advice and guide Imp Consultants to be trained and skilled Imp. Services Skill Validation Check on capabilities and skills. Escalate to APAC Product Ops for Dev assistance FMS Sales Consultant to invest in this training US Dev

 National Language Support – Standard Product support – ADS demo environment content – Testing of for NLS capabilities  Localizations  Need to work with Development/APAC/Globalization team SC Leads Responsibilities

People Management Leadership

 SC Skills Development tied into Performance Development … via OPAS  Leverage previously done “ Skills Competencies ” as a baseline – Each SC training would need to incorporate the assessment template – On the job evaluations … where necessary  Succession Planning … Promotions … etc People Management Leadership

A Q & Q U E S T I O N S A N S W E R S