Greater China SCM Product Solutions FY06 Update for FSI Keith Ip Sales Consulting Director, SCM Product Solutions Greater China

FY05 IN-REVIEW Greater China SWOT ANALYSIS STRENGTHS: Strong product knowledge on traditional core SCM modules Having more SC resource compared to other competitors Complete set of business solution offering Strong semi-conductor domain knowledge in TW Leading position in China Power Generation market Many SCs with potential of solution selling Strong Apps Tech story WEAKNESSES: Effort spent mostly in reactive approach (ex. Fire- fighting, ad-hoc requests, etc..) SCs are lack of time and tools to further enhance their solution selling skills Large number of deals with size of 80k to 150k Partners incapable in dealing with end to end sales cycle Many deals are strategic Slow responsiveness to customer Many new products to catch up and promote Apps SCs lack of Apps Tech knowledge Lack of high level executive penetration Demo environment OPPORTUNITIES: Rapid economy growth in China Many new offerings (PSFT, JDE, RETEK) after mergers Leverage our Apps Tech as a differentiator Develop SCs’ capability in solution selling Leverage the strength of PSFT HCM to penetrate areas where Oracle had difficult such as Oil & Gas Foreign companies keep moving factories to China THREATS: SAP is well aware of what Oracle is trying to compete FUD from SAP on latest Oracle’s mergers Slight uncertainty of political condition between mainland China and other regions Internal collaboration Capability of local partners Commitment from global partners is still weak SC morale due to compensation and satisfaction

ORAGANIZATION SCM Products– FY06

PRODUCT SOLUTIONS Roles & Responsibilities Sales Consultant:  Product Depth & capability  Specific opportunity Support  Deal qualification (product solution)  RFP/Tender response  Gathering customer requirements with regards to business needs/issues  Product to Solution Mapping  Building product demo (POCs)  Product demo flows with reference to customer business requirements/issues  Articulating ORCL customer case studies / Refs  Competitive positioning & objection Handling Solution Architect:  Deep Business Process Skills  Domain and / or Industry Skills  Key Deal Support / Leadership  Solution qualification  Lead & conduct discovery sessions & solution workshops  Lead and develop proactive "Discovery Maps" and the "Solutions Maps" for the customers  Lead and provide guidance to SCs in "POCs" and ensuring that ORCL  Lead in architecting the complete solutions  Lead and undertake the role of a "Bid Manager" in larger key accounts  Lead in business case justification  Assist Account Reps in forging/building close relationship with key stake holders  Present Industry Credentials / Product Solution  More ‘Business experienced”  Sales skills / ability to ‘Grow the Deal’ Experience, Maturity & Career Progression

Adv Product Catalog UCCnet Trading Connector CAD Sharing & Viewing Collaboration Suite Product Intelligence Adv Product Catalog UCCnet Trading Connector CAD Sharing & Viewing Collaboration Suite Product Intelligence Product Development SC Planning Collaborative Planning Demand Planning Advanced SC Planning Constraint Optimization Inventory Optimization Global Order Promising Exception Management Planning Intelligence Collaborative Planning Demand Planning Advanced SC Planning Constraint Optimization Inventory Optimization Global Order Promising Exception Management Planning Intelligence Order Management Configurator Advanced Pricing Release Management Receivables Order Intelligence Order Management Configurator Advanced Pricing Release Management Receivables Order Intelligence Order Management Sourcing Procurement Contracts iProcurement Services Procurement Purchasing Supplier Collaboration Oracle Supplier Network Payables Purchasing Intelligence Procurement Oracle Supply Chain Footprint & Solution

Mfg Scheduling Discrete Manufacturing Flow / Lean Mfg Process Manufacturing Project Manufacturing Shop Floor Mgmt Mfg Intelligence Mfg Scheduling Discrete Manufacturing Flow / Lean Mfg Process Manufacturing Project Manufacturing Shop Floor Mgmt Mfg Intelligence Manufacturing Logistics Inventory Management Mobile SC Apps Warehouse Mgmt Transportation Planning Transportation Exec Sensor Based Services Fulfillment Intelligence Inventory Management Mobile SC Apps Warehouse Mgmt Transportation Planning Transportation Exec Sensor Based Services Fulfillment Intelligence iSupport TeleService Field Service Mobile Field Service Advanced Scheduler Spares Management Depot Repair Service Contracts Interaction Center Service Intelligence iSupport TeleService Field Service Mobile Field Service Advanced Scheduler Spares Management Depot Repair Service Contracts Interaction Center Service Intelligence Service Enterprise Asset Mgmt Self-Service Work Reqs Property Manager Maintenance Intelligence Maintenance

Supplier Enablement Employee Self Service Spend Analysis Procure-to-Pay Strategic Sourcing Contract Mgmt iSupplier Portal Supplier Network* iSupplier Portal Supplier Network* Purchasing Accounts Payable Purchasing Accounts Payable iProcurement Services Procurement iProcurement Services Procurement Purchasing Intelligence Sourcing Sourcing Optimization Sourcing Sourcing Optimization Procurement Contracts Oracle Advanced Procurement Delivered via a Modular Product Suite

BU 1 Source Request BuyPay BU 2 BU 3 Decentralized BU 1 Source Request BuyPay Shared Service BU 2 Central Sourcing, Local Execution BU 1 Source Request BuyPay Shared Service BU 2 Automated financial reconciliation Complete Shared Services BU 1 Source Request BuyPay Shared Service BU 2 Transfer to Local Business Unit Oracle Advanced Procurement Multiple Procurement Models

PlanPlan Build / Acquire Operate / Maintain Retire / Dispose CommissionCommission Global Asset Repository Global Asset Repository Project Management Advanced Collaboration Tools Advanced Collaboration Tools Asset Maintenance Asset Maintenance Financial Management Financial Management ContractorsContractorsSuppliersSuppliers External Requirements Specifications Drawings Schedules Defects Orders Asset Intelligence* * Coming in a future release Asset Portfolio Mgmt OperationsOperationsEngineeringEngineering Internal Oracle Asset Lifecycle Mgmt Solution Footprint

Global Asset Information Capital budget Book value Cost history Leases Ownership Tag number Finance Data Downtime / repair history Failure & reliability analysis Maintenance schedule Asset configuration Location Maintenance Data Production schedule Occupancy Capacity Regulatory and compliance policies Operations Data “Operators” “Maintainers” “Owners” Oracle Asset Lifecycle Mgmt Single Source of Truth About Your Assets

FY06 SALES ALIGNMENT SCM for FSI Industry Initiatives InitiativeSC Lead Advance ProcurementKevin Zhang, Daniel Gao ALMDaniel Gao, Jon Li PDHDaniel Gao, Kevin Zhang FSI