APAC SCM 1H Review Oracle Applications Asia Pacific Jasbir Singh 13th Jan 2006

SCM 1H by the Numbers 8.5M total Revenue* 85% of Plan 5% YoY Growth 98% of Q2 plan (5.5M) with 17% YoY Growth 27% of total APAC Apps Revenue 95% Oracle EBS products GC achieved 143% of plan. REGION SCM Revenue % of Plan YoY % of Total ANZ 859K 44% -42% 10% ASEAN 2184K 98% 130% 26% GC 3951K 143% 218% 46% INDIA 487K 38% -36% 6% KOREA 1053K 57% -71% 12% INDUSTRY SCM Revenue % of 20 Block YoY % of Total CMU 839K 60% 346% 10% FSI 156K 15% 73% 2% GEH 407K 44% 258% 5% MRD 7131K 106% -8% 84% 9.75M is pure SCM product (Oracle plus PeopleSoft plus –396K of writebacks, mostly in Korea) * All numbers are SCM revenue + 50% of SRM and 25% of EBS Suite license revenue

SCM 1H Product Breakdown Product Family FY06-H1 ($K) FY05-H1 ($K) % of SCM YoY Growth MFG 1,623 2,100 22% -23% SRM 1,802 1,109 24% 62% SCE 2,939 1,390 39% 111% SCP 616 1,622 8% -62% ALM 210 194 3% PLM 330 22 4% 1400% Pure SCM 7520 6437 100% 17% EBS Bundle 4060 4198 -3% * MRD pillar contributed 89% (3.6M) of EBS license. 9.75M is pure SCM product (Oracle plus PeopleSoft plus –396K of writebacks, mostly in Korea) - FY05-2H focus on S&OP to drive SCP opportunities. Drop both in MFG and MRD-EBS is concern

1H Top Deals by Revenue Pure SCM product component only (TOP 10) # Customer Country Industry Amount Partner Primary Competitor 1 MITAC Taiwan MRD 593K ARES SAP 2 Huawei China 480K OCS 3 Exel Singapore Singapore 380K 4 Panasonic 400K None (upsell) 5 POSCO Korea 350K OCS, Posdata 6 GD Power CMU 272K Datang 7 Cochlear Australia 256K OCS,Moscatelli 8 eHealth4all.com(P-Niaga) Malaysia 215K Comline 9 Golden Concord 198K 10 Enseval Indonesia 196K PT Jati, OCS MRD EBS Suite License (TOP 5) # Customer Country Industry Amount Partner Primary Competitor 1 Dooson Heavy Industries Korea MRD 514K OCS None (upsell) 2 Chartered Semicon Singapore 180K 3 Ashok Leyland India 154K SAP 4 The Indian Hotels 105K - 5 Pulmone Co 100K LG CNS Major learnings: IMPLEMENTATION – A balance between OCS is necessary. COMPETITION – SAP is not only not focused in the SCM space in APAC, but vulnerable to replacement. We are gearing up for a replacement strategy targeting SAP HR as the entry point, supported by OFF SAP to increase the pace of attack in their installed base.

1H Highlights Marketing Execution SRM Upsell Campaign (40 new leads), (indirect impact Pipe for SRM @ 10M USD) India Dairy Conference (8~10 leads) for USD 1K investment 8 Press Releases, (Logistics COE Established in China & SCM Award in CN) PeopleSoft SCM Picking Up (Prime target is ANZ) SRM Training Completed (Pipe @ 1.5M USD) & 8.9 ALM Awareness Completed. New Product Sales & Awareness SNO & PS (New Options for SCP) training executed G-Log (Oracle TMS) roadshow completed. Deep dive planned for Feb 2006 PLM gaining traction. Partner Development – Infosys (SRM Upsell), TCS (OPM for Dairy), Satyam (SCE- G-Log) Accenture (Tactical – ALM in KR & SCP in India) IBM (Tactical – ALM in GC) Average Deal Size (Won Deals) Pure SCM on track, but EBS Suite (MRD) is a concern Current Pipeline (Q3 & Q4) > 10% $38M (260% of Plan) > 30% (160% of Plan) 70% from MRD FY07 at $12M Measure * Pure SCM MRD EBS Avg Deal ($K) 69K 40K Avg Deal (Change FY05-06) +37% - 32% Nos of Deals 131 95 Nos of Deals (Change FY05-06) 85 to 131 63 to 95 MRD is 69% of total APAC Apps Revenue 1H YTD * Data excluding interco transfers & WON Deals Click Here for details

APAC SCM FY06 H1 Scorecard A more important discussion is probably “what’s different in FY06 than in previous years?” There are a number of things: Full team, single compensation plan, single execution plan Doubled revenue target, but with a larger portfolio (Enterprise for full year and Campus Solutions/Student System) Tripled sales force that is compensated exclusively on Applications Momentum and pipeline from FY05 coming to fruition in 1H FY06 EBS 12/Enterprise 9 and Fusion momentum will put wind in our sails

2H Key Deals* Total : 9M USD ( 63% of plan)

FY06 Org and Objectives 12 11 23 7+2 11 4 7 3 7 6 16 2 4 2 8 Compensation Plans and Elements Objectives: - To drive more solution selling and opportunity engagement management capabilities - Provide enterprise level solutioning and deal qualification support for sales. - Support across products (G-Log, Retek), pillars (CRM, FMS) & specific industries. - Provide more awareness across products & solutions support for internal sales and partners - To provide both marketing and external awareness support for other LOB’s. Table at the bottom represents SCM team targets Industry Applications compensation plans not broken out by product area. EBS split is 25% for SCM and is included in targets and subsequent achievement against targets

FY06 Org and Objectives Revenue per Head - 133K per SCM HC (Target 226K for H1) - Even with 100% MRD EBS = 190K/SC Table at the bottom represents SCM team targets Industry Applications compensation plans not broken out by product area. EBS split is 25% for SCM and is included in targets and subsequent achievement against targets

SCM Time Management Highlights: FY05-H1 FY06-H1 - More time spent opportunity (51% to 64%) - More time spent on Discovery & Qualification. - Customers still demanding custom demo & POC’s. - Mismatch between key accounts & SC effort (Santos & Pfizer) - Top SC working 14 hrs /day (Risk Burnout ) - Average SC working 10.3 hrs/day Opportunity Business Dev Training Internal Management FY05-H1 FY06-H1

Opty Time (Only MRD)

FY06-H1 Working with GSS APAC Activities from June - December: - 166 Activities 17 Demonstrations 9 Presentations 25 Training Events The Team: 48 Customers touched Air India Austrailian Rail Track Corporation Ltd Australian Barley Board --- ABB Australian Red Cross -- Blood Services BAE Australia Berger Boral City of Wellington, New Zealand Coles Myer Daejeon Metro Rapid Transit Corp. Douglas Pharma Dragon Air Eagle Global Logistics - EGL FAW QiMing Gameco HKHA (Hong Kong Hospital Authority) HPCL - Hindustan Petroleum Huawei Hutchinson Port Authority JEI John Danks & Son Korean Airlines Mazagon Dock Limited MTRC NEC Norske Skog OAG OCBC Financial Orange Tua Group Origin Energy Panasonic PCCW / UniHub Philipines Airlines (PAL) Placemakers Port of Singapore Royal Brunei Airlines Santos Seoul Metro (SMSC) Shandong Airlines Shandong Airlines Shandong Aviation Group SsangYong Motor Company Stahmann Farms SVA-NEC The Shipping Corporation Of India Ltd. Toshiba Valspar Western Australian Government

FY06-H2 Focus Product Business Development Products Solutions Focus ALM Upsell Campaign (ASEAN & INDIA) Procurement Summits & SRM Lead Maturation SCE Lead Generation and Maturation Industry campaign support Partner Enablement & Joint Campaigns (Infosys, Accenture) Strategic Account Engagement (LG India, Asahi, Huawei, Acer) Products Solutions Focus Q3 & Q4 deals maturation. (Big Resource Concern in ANZ) Community Development (SCE, SRM, SCP, PLM, ALM, MFG) Solution Architects Organization alignment (ANZ Model) SNO/PS & SCE (G-Log) SCP (S&OP) Campaign Key Accounts Support (Hanjin, Maruti, Acer, MTRC, Boral) Product Management Focus R12 Planning & PSFT Introduction (SRM & ALM) Oracle TMS readiness