1 The Pillar for Growth… Applications

2 Objectives…  Clarity of Structure  Q&A

3 WHY?? Reversing The Trend… APAC Applications Revenue (FY01-FY05)  This trend must be reversed  Focused sales efforts, aligned compensation and new thinking is required

4 To provide focus the Asia-Pacific license business is being re-organised around four fundamental pillars … Geographies TechnologyApplicationsIndustries The Four Pillars

5 There will be 3 license forecasts submitted to the EVP The Industries Forecast will be split by Applications and Technology Geographies <HCO * Oracle Direct manages All <HCO revenue ApplicationsIndustries (Apps/Tech) Technology ApplicationsIndustries Technology Forecast Structure

6 There will be 3 license P&Ls managed by each License Line P&L Responsibility Geographies <HCO * Oracle Direct manages All <HCO revenue ApplicationsIndustriesTechnology ApplicationsIndustries Technology

7 FY05 Revenue by Pillar FSICMUGEH Apps Tech AP IND APPS TECH Industry Applications to be targeted at 25% of total AP Revenue by FY06 Q3

8 Major Objectives 1.Achieve Revenue of 75M USD for Applications in APAC 2.Roll out the Apps Unplugged training program in APAC 3.Build an Oracle Applications Reseller in each Region 4.Strengthen the engagement model and business with OCS 5.Build a Horizontal / Vertical SWAT team for selected areas, aligned with GSS resources under Tony Kender 6.Build a professional Applications Management, Sales & Pre Sales team in APAC 7.Re-Launch Applications in India and China 8.Build a Pipeline with selected SI’s 9.Make major Customers reference-able 10.Expand the relationship with Applications Development

9 Applications Organizational Structure (600+)

10 APAC Applications Sales Consulting  Alignment is vertical around Product Solutions rather than geography.  Each region will have Four (4) Heads of Product Solutions (ERM, SCM, CRM, Apps Tech) who will report directly into the respective Divisional Product Solution Heads. Regional Product Solution Heads will have all SCs within their respective product area reporting into them.  Operations Managers will be appointed in all geographies for operational matters & co- ordination.  Product Team Leaders will also be appointed as appropriate to help lead, direct, mentor and development a sense of community within the SC product groups.  The ACE (Apps Center of Excellence) is a new APAC SC Overlay Team which is the ‘ELITE’ SC organization in APAC, supporting key opportunities & the horizontal programs team.  SC Location Leaders also will be appointed. Key responsibilities include:  Act as the SC POC for location & cross LOBs matters  SC escalation & resolution management in country as required  Act as the defacto location Sales Consulting head  Assist in transition to new organizational structure

11 Sales Consulting Objectives & Metrics  Achievement of the overall APAC Applications revenue budgets: Metrics: – Achievement of the APAC Applications revenue budget for FY05 – US$75m  Provide appropriate sales alignment, support and coverage for the achievement of APAC’s Applications revenue targets: Metrics: – Effective resource management and utilization to ensure optimal product / regional coverage and mix including prioritisation and deployment of resources across APAC as appropriate – Conduct regular (min monthly) APAC OMP reviews to ensure adequate resource coverage for the top opportunities in APAC – Ensure regular regional OMPs occur to ensure adequate resourcing coverage – Validation of sales GTM plans to ensure correct product fit & maximum product coverage  Develop a highly skilled Applications sales consulting team in the areas of product demonstrations, product knowledge and product positioning by understanding capabilities and identifying areas for improvement & development: Metrics: – Planning and execution of a sales consulting skills improvement programs (both soft & hard skills development) to ensure a 25% pa improvements in overall capability – Reporting of SC capability across APAC – Establishment of appropriate infrastructure to support this objective, including resource & skills tracking (to be done in conjunction with APAC Applications Operations team)

12  Maintain close relationships with key accounts in APAC so as to ensure the highest possible level of referenceability: Metrics – Act as the Executive Sponsor for at least one key account per region in APAC. Participate in regular account reviews, attend steering committee meetings as applicable and personally meet with the key management team – Participate in regular APAC critical account reviews  Ensure that PRP in APAC is effective and efficient so that all teams are aware of the latest information of Oracle products as well as ensuring appropriate representation to Development of APAC product prioritises and requirements: Metric – Development & execution of consistent product strategies for APAC, including new product roll-out & training – Effective infrastructure to capture APAC key product enhancements in order to effectively report on & prioritise overall an APAC product enhancement list – Representation of this APAC enhancement list to Development with the objective of ensuring that the maximum number of APAC requirements are included in Development product roadmaps – Effective & efficient infrastructure to support PRP in APAC including web sites, news letters, Quarterly reports, knowledge management etc (to be done in conjunction with APAC Applications Operations team)  Overall Leadership and Management of the APAC Applications Sales Consulting team: Metrics: – Achievement of Objectives # 1 – 5 – Regular (6 monthly) OPAS reviews of direct reports – Development of succession plans for myself & direct reports Sales Consulting Objectives & Metrics

13 Sales Consulting Major Product Coverage SCM SCP SCE SRM M&S ERM FinApps HRMS CPM CRMAT Apps Tech OIA OFSA HTB CMRO Leasing Vertical Apps* Projects * Vertical Apps will be covered through pooling of FD & Divisional resources (initially managed under ERM, except for CMRO which is managed under SCM) Sales & Mkt’ing Interaction Centre Analytics CDH

14 APAC Applications Sales Consulting (243 / 19 / 28)

15 Australia & New Zealand Applications Sales Consulting (28) * Location Leaders: Paul Kind – Syd Domenic Cimigliaro - Melb David Barkess – Perth David Rainbow - NZ

16 ASEAN Applications Sales Consulting (45) * Location Leaders: Peng Wah Lee – SG Nicole Wong - KL Sudhisak – TH Ishak Burjara – ID Nesty Bilar – PH Quang Khai Nguyne - SAGE

17 INDIA Applications Sales Consulting (15) * Location Leader: Sandeep Bangia

18 * Location Leaders: Gao Liqiang – BJ Sally Li - SH Hung-Yi Chen – HK / GZ Alex Tseng - TW GC Applications Sales Consulting (88)

19 KOREA Applications Sales Consulting (50)

20 Divisional Applications Sales Consulting and Product Operations (17)

21 ACE - Objectives  Achieve APAC’s USD 75M Apps target – Drive and close “Key Apps deals” across Industries and APAC geographies Excellence Product Depth in Product Demonstration, Knowledge & Positioning Develop Global Best Practices for Sales Consulting Excellence in Objection Handling and Competitive Knowledge Key Account Referenceability Assist in Horizontal Apps Programs

22 ACE Product Expertise Fin Mgt & Corp Performance  Enterprise Planning & Budgeting  Property Manager  Leasing  CPM/BI  Corporate Governance Supply Chain Management  Manufacturing  Planning  Sourcing & Procurement  Maintenance - EAM, cMRO  WMS, Transportation, PLM, Order Mgmt Enterprise Project Mgt  Project Collab, resource mgnt  Project Intelligence, portfolio planning Human Resources Mgt System  OTA  Adv Benefits  SSHR  OTL  iRecruitment  HR Intelligence Customer Relationship Mgmt  Marketing  Sales  Trade Management  Partner Relationship Management  Interaction Center  Electronic Commerce: iStore, iSupport  Customer Service  Field Service - Depot Repair & Spares Management  Customer Data Hub

23 Deals Must be in OSO Regular OMP by BU (Apps, FSI, CMU, GEH) Resource management by Regional Product Directors Ops Manager to play a critical role < ½ day internal engagement does not require formal approval FAQ available ENGAGEMENT OF SALES CONSULTING

24 APAC Applications Sales Consulting Engagement Flow

25 30 Day

26 60 Day

27 90 Days

28 APAC Application Sales

29 Applications Programs APPLICATIONS PROGRAMS Mid-market Programs EBS-SE RapidAPPS Templates (Industry and Horizontal) Horizontal Programs HRMS Enterprise Project Management Financials (Corporate Performance Mgmt) Programs Office (Program management, Content management, Program performance, Knowledge Management & Re-use) Tactical Programs Upgrades Upsell/Cross-sell Competitive Programs Priority will be HRMS and EBS-SE

30 Applications Programs Organization

31 Industry Solutions & Delivery

32 Summary  Q2 is the priority – must protect and convert current pipeline – Best resources allocated to top deals  Every manager responsible for communicating to their directs  Refine engagement / operational execution  Roles & Responsibilities of SCs has NOT changed. Management changes & reporting are the most significant  If you have concerns, questions or doubts pls speak to your new manager or HR

A Q &