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MRD CMU FSI GEHChannels FY05 IN-REVIEW REGIONAL SWOT ANALYSIS STRENGTHS: Enter details here WEAKNESSES: Enter details here OPPORTUNITIES: Enter details here THREATS: Enter details here

MRD CMU FSI GEHChannels REGIONAL SCM MARKET and INSTALL BASE Analysis Refer to Gartner report & IDC report or any other report that you have. Gartner reports by SCP, SCE, ERM (which includes MFG+Procurement) & EAM Need to focus on SCP, SCE, MFG and EAM market Go to and check out The details there and provide a summary of the install base for SCM products. SCM products = HIGH TECH, Logistics, Maintenance Mgmt, Mfg, procurement, Order Mgmt, PLM and SCP Group them by SCP, SCE, MFG, EAM SCP = Oracle SCP SCE= Oracle OM+Logistics MFG= ODM+OPM+PLM+Procurement EAM= Oracle eAM Please include PSFT & JDE as part of your market share calculation. Now PSFT+JDE = oracle

MRD CMU FSI GEHChannels REGIONAL SCM MARKET and INSTALL BASE Analysis Revenue Growth By Segment Install Base Market Share

MRD CMU FSI GEHChannels FY06 Focus Areas & Objectives Product Sales Focus Sales Coverage & Support Skills Development Product Development Leadership & Mentoring Increase Market Share - No. 1 in Apps OMP / Resourcing / Alignment Sol ’ n Depth / Sol ’ n Selling APAC Priorities / CABs Depth of Management

MRD CMU FSI GEHChannels FY06 Regional Areas & Objectives

MRD CMU FSI GEHChannels ORAGANIZATION SCM Products– FY06

MRD CMU FSI GEHChannels PRODUCTS SKILLS INVENTORY FY06 SKILLS MATRIX (FY05  FY06) FY05 SCESCPMFGEAM SC SC SC SC SC SC SC SC SC SC SC SC SC Total SC FY05 ** - Include: 6 PA / Admins * - Includes PSFT 31 & 5 in ACE & Solutions from MRD FY06 SCESCPMFGEAM SC SC SC SC SC SC SC SC SC SC SC SC Basic 2Average 3Meet Req’t 4Expert 5Guru Skills Dev Plan (Next Slide)

MRD CMU FSI GEHChannels FY05 MRDCMUFSIGEH SC SC SC SC SC SC SC SC SC SC SC SC AVERAGE SC Total SC FY05 ** - Include: 6 PA / Admins * - Includes PSFT 31 & 5 in ACE & Solutions from MRD 1Basic 2Average 3Meet Req’t 4Expert 5Guru Skills Dev Plan (Next Slide) INDUSTRY SKILLS INVENTORY FY06 SKILLS MATRIX (FY05  FY06) FY05 MRDCMUFSIGEH SC SC SC SC SC SC SC SC SC SC SC SC AVERAGE

MRD CMU FSI GEHChannels 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

MRD CMU FSI GEHChannels KPIMRDCMUFSIGEH FY05 FY06 Delta SKILLS DEVELOPMENT PLAN FY06 SKILLS MATRIX (FY05  FY06) KPISCESCPMFGEAM FY05 FY06 Delta DATEProgramFocus Area Proposed Date & Objectives JuneSCM MarketingSCM21 st SCM Conference by Gartner. Present whitepaper AugSkills DevelopmentEAM2 Days Seminar for Asset Lifecycle Mgmt by IDC and Maintenance.Com JanCustomer CareCABHigh Tech CAB

MRD CMU FSI GEHChannels Process & Community Alignment ProcessOWNERResponsibilityFrequencyMeasure PRP Process Partner Enablement (New Product) Relaunches Incorporation into OMP KaushikRegional Directors Quarterly??? Enhancement Process Strategic programs Localizations KaushikRegional Directors Quarterly Gaps & Competitive AnalysisKaushikRegional Directors Quarterly SCM Community Knowledge systems Announcements Intelligence KaushikRegional Directors Continuous Critical Customer AwarenessRegional Directors Sue CrewWeekly Strategic AccountsRegional Directors KaushikAccounts2 Account Per Director Partner Skills Matrix for GTMKaushikRegional Directors Quarterly SCM

MRD CMU FSI GEHChannels BUSINESS DEVELOPMENT Roles & Responsibilities Branding & Broad Prospecting Targeted Prospecting Lead Maturation Account Support Account Support Deal Closure Deal Closure Customer Marketing (0 – 10%) ( >60% - 90%) (100%) (20% - 50%) Marketing & Market Development Sales Business Development Marketing & Market Development 1.Business Planning and Reviews Market segmentation and Route-to- Market Management 2.Customer Engagement - Domain Thought Leadership Workshops / Discovery / Qualification Presentations / Market / Community Awareness Competitive Differentiation 3.Product Forecasting and Prioritization 4.Partner Engagement and Enablement 5.Marketing Interlock 6.Communications – External and Internal

MRD CMU FSI GEHChannels BUSINESS DEVELOPMENT Proposed Initiatives (Horizontal Programs) DATEProgramMetricsCostObjectives Partner Enablement Press Releases WIN Announcements Sales Training GTM Events Conferences Analyst meetings Conferences Quarterly Gaps & Enhancement process Horizontal Programs (KPI) Install Base programs (KPI), Upsell programs Customer Advisory Boards

MRD CMU FSI GEHChannels FY06 SALES ALIGNMENT Key Deals Ssangyong Motor Corp Q1-FY06 Korean AirlinesQ2-FY06 Dooson XYZQ3-FY06 KepcoQ2-FY06

MRD CMU FSI GEHChannels FY06 SALES ALIGNMENT Industry Initiatives InitiativeSC Lead OLM RCM FSAH / FCH HRMS CRM ISV Enablement Mid Market / OnDemand Large Accounts FSI InitiativeSC Lead eGov at Work PEM Shared Services Healthcare Presence eGov Transformation Student System L360 GEH InitiativeSC Lead TSO – CRM - CDH Comms ERP to Install Base Utilities ERP Media ERP Digital Content Service Delivery Embedded Oracle in NEMs CMU InitiativeSC Lead Lean Enterprise Dealer Mgmt eBOM Command & Control Innovation in Product Dev. Customer Service Enable Collaborative SC Drive efficient food safety and compliance Improve global trade management and financial accountability Introduce profitable new products Grow & Sustain Customer Loyalty HCM Optimize Aircraft utilization Reduce Maintenance Costs MRD

CMU FSI GEHChannels SCORECARD ObjectiveQ1Q2Q3Q4Comments Product Sales OMP Process Key Account Mgmt PRP Process Sales Alignment Alignment to Initiatives Strategic Partner Enablement Customer Facing Time Skills Development Solution Selling Product Knowledge Soft Skills Community Enhancements & Competitive Knowledge Management Business Development Critical customer Programs Early Adopter Key Objectives