APAC SCM Sales Consulting FY06 Update Oracle Applications Asia Pacific Supply Chain Mgmt Applications (SCM) APAC SCM

Critical Success Factors FY05 FY05 PERFORMANCE 16M USD at 13% YoY Growth Achievements REGION Revenue YoY % of Total ANZ 3,970K 3% 25% ASEAN 2,800K -29% 18% GC 4,655K 6% 29% INDIA 1,431K 62% 10% KOREA 2,922K 228% INDUSTRY % of Total CMU 5% FSI 4% GEH 6% MRD 84% TOP 10 FY06 20 Block Industry Alignment All numbers include E-Business Suite allocation SWOT SCM Solution Sets FY03 FY04 FY05 Procurement 4266 4182 3697     Manufacturing 2800 2796 3524     Order Management 2970 2589 2567     Maintenance Mgmt 214 1209 728     Logistics 281 1100 1375     SCP 1302 956 2013     High Tech 360 508 65     PLM 128 57     A&D & Transport 10 38 Business Development Partners Critical Success Factors #1 * Unit = product module = Good = Troubling

Critical Success Factors Achievements FY05 PERFORMANCE Supply Chain Planning revenue increase by 110% Manufacturing revenue increase by 28% EBS license revenue in MRD increase by 72% 10 new SCP customers in CN. 1st CMRO sale (BAE) in APAC. Plan for 1st Live globally by Aug 34 new ALM customers. Up from 15 in FY05 Integrated 80% of MRD Industry Solution teams Grew at 13% as compared to 8% by Gartner Achievements TOP 10 FY06 TEAM STRUCTURE Industry Alignment SWOT Business Development Partners Critical Success Factors #1 = Good = Troubling

Critical Success Factors Top 10 Accounts FY05 PERFORMANCE Average Deal Size : 55K Achievements Bunnings (ANZ) – 957K (SAP) Bartter (ANZ) – 800K (SAP) Coventry Group Ltd (ANZ) – 325K (SAP) Exel Singapore (SGP) – 314K Tabcorp Holdings Ltd (ANZ) – 273K (SAP) Paxar Corp (GC) – 264K The Warehouse (ANZ) – 240K (SAP) Tianjin Tianshi – 233K BAE Systems Australia (ANZ) – 210K Solomon Systech (GC) – 203K (SAP) TOP 10 FY06 TEAM STRUCTURE Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors FY06 Revenue Targets FY05 PERFORMANCE Achievements TOP 10 FY06 Current Pipe = 19M 20 Block Industry Alignment Going for 19% market share …SAP @ 24% in FY04 SWOT Business Development * Not including JDE (8%) and Retek apps Partners Critical Success Factors #1 = Good = Troubling

Critical Success Factors FY06 Headcount Metrics FY05 PERFORMANCE Achievements TOP 10 FY06 BDM SC PM MGT TOTAL FY06 20 Block Industry Alignment 2 67 3 1 73 SWOT Additional: 2 INDIA: 2 ANZ: 1 Business Development Partners Critical Success Factors #1 FY06 Rev/Head = 340K from FY05 (220K) Current HC @ 13 July = 72 Average Burden Cost = 120K (35%) = Good = Troubling

Critical Success Factors Execution of 20 Block FY05 PERFORMANCE Key Accounts Named Accounts Strategic Partners GTMi Install Base Achievements TOP 10 PRODUCTS FY06 20 Block INDUSTRY Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors Execution of 20 Block Optimization of Resources FY05 PERFORMANCE Achievements Q3-FY2005 TOP 10 FY06 20 Block Industry Alignment Q4-FY2005 SWOT Business Development Partners Critical Success Factors #1 Q1-FY2006

Critical Success Factors Alignment to GTMi FY05 PERFORMANCE Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Initiatives Regions Owner SC MRD Demand Driven ALL Brad Prkins ANZ: Hasan, GC:Leanne, ASN:Christo, KR: JS Kim IN: Easwar JDE Relaunch ANZ, ASN, GC, KR Mark Welles ANZ: Andre, ASN: Hendrik, GC: Veronica, KR: Kevin E&C KR,GC,ANZ Daniel Nimmo ANZ: M.Maslen, GC:Virginia, KR:TH Kang CMU Asset Mgmt GC,KR,IN, Ivan Albertini GC: Jon Li, GC: Daniel Gao, KR: Youngil GEH Healthcare ERP GC,KR,IN, ASN David Morgan GC: Andy, ANZ: Asok, ASN: Boonrat, IN: Vinay Business Development Partners Critical Success Factors #1

SWOT Review MTRC (eAM) – Jennifer Allen KAL (CMRO) – Chris Evans FY05 PERFORMANCE GSS & Early Engagements Achievements MTRC (eAM) – Jennifer Allen KAL (CMRO) – Chris Evans POSCO (PDH) – Mike Ger LGE (PDH) – Mike Ger Coles Myer (PDH) – Mike Ger Huawei (Logistics) – John F SVA-NEC (SCP) – John F ALM for Utilities – Jennifer TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Partners Strategic Training/Programs Critical Success Factors Asset Lifecycle Management (GSS) BPEL/BAM/Oblix Training (GC Completed) Fusion Middleware, OA Framework, Portal Training 1SC-1Customer Program Cross product training (JDE, PSFT) #1

SWOT Review EAD Mgmt (Earnest Money Deposit) Initiated at Air INDIA FY05 PERFORMANCE Achievements INDIA Public Sector Sourcing TOP 10 EAD Mgmt (Earnest Money Deposit) Initiated at Air INDIA Co-work with EMEA @ Detail design phase OSSI & IDC Engaged Impact on GEH & FSI FY06 20 Block Industry Alignment SWOT Business Development Install Base Program (20 Install Base per region) Partners Critical Success Factors #1

Critical Success Factors Initiatives Inline with SWOT Procurement Upsell Campaign FY05 PERFORMANCE Horizontal programs SRM Upsell/Cross Sell Program Achievements TOP 10 PRODUCTS FY06 20 Block INDUSTRY Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors Business Development Procurement Upsell Campaign FY05 PERFORMANCE Analyse By Region By Industry CORE TEAM: APAC: Jasbir, Liz Smith, Shanker Venkat GSS : Vance Cheketts Global Marketing: Dave Ross Hope Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Identify Target Partners Critical Success Factors #1

Critical Success Factors Business Development ALM for Local Government (ANZ) FY05 PERFORMANCE CORE TEAM: APAC: KP Loke, David Whitfield, James Yi GSS : Jennifer Allen (Solution Advisor) Partner : Exor & Cap Gemini Achievements TOP 10 PRODUCTS FY06 Tactical programs ALM for Local Government (ANZ) 20 Block INDUSTRY Industry Alignment Strategic ISV SWOT Customer Profiles ANZ GEH SALES TEAM Business Development Regional References Partners Critical Success Factors Implementer #1 Whitepapers

Critical Success Factors Business Development i2 Replacement Program FY05 PERFORMANCE CORE TEAM: APAC: Jasbir, Kauhik, Raj Sajja Partner : Infosys GSS : John Fitchner (Advisor) Achievements TOP 10 PRODUCTS Industry Specific I2 Replacement Program FY06 20 Block INDUSTRY Industry Alignment SWOT Business Development Partners Critical Success Factors ANZ & ASEAN MRD SALES TEAM #1 Proven Methodology + Target Install Base

Current Pipe (CMU China) Critical Success Factors Business Development ALM for Utilities (Power Grids in China) FY05 PERFORMANCE CORE TEAM: APAC: Jon Li, Daniel Gao, iTech Partner : Longshine Achievements TOP 10 PRODUCTS Industry Specific ALM + GIS for Power Grid Co FY06 20 Block INDUSTRY Industry Alignment Current Pipe (CMU China) SWOT State Grid (120K) Guangdong Power (150K) Yunan Electric Power (120K) Guizhou Power Grid (100K) Guahua Electirc (150K) Chongqing (150K) Business Development Industry Specific Prototype Partners Critical Success Factors #1 GC CMU TEAM

Critical Success Factors Business Development Summary FY05 PERFORMANCE Short-term (1-3 months) Medium-term (3-12 months) Long-term (12-36 months) Create BD Team JDE Upsell Procurement Campaign PSFT SRM Upsell PDH Launch Partner enablement support ASN Accuracy Pipeline Management Lead Management WIN Announcements Sales Days Asset Tracking for Telco PR-AR activities Healthcare ERP/OPM Fusion Trainings IBM and Accenture Procurement Summit(IN) CN Industry team Integration High Tech CAB ALM CAB Press and Analysts Reference Development Logistics Market Dev Metro ALM Campaign ERP for Ports/Airports Health & Safety for Mining in CN MTRC (Craig’s model) SOA Trainings R12 Upgrade Program Phase 2 Accounts Identify new markets 3PL/4PL Solutions SCP Campaign (CN) Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors Partners FY05 PERFORMANCE Initiatives Industry Regions Owner Partners Spend Management ALL APAC SCM BD TCS, Sierra Atlantic, IBM, Han, Hand, LGS, SDS, Satyam, BP PDH MRD Product Mgmt Accenture DBI-Upsell Sierra Atlantic, Satyam, TCS, Opentech SCP Upsell TW, ASN Han, Hand, Asset Intensive (ALM) KR I2 Replacement ASN, ANZ Infosys CMRO KR,IN HIST, Mercator, Asprecise ALM for GEH GEH ANZ CGEY, Exor Asset Lifecycle Mgmt CMU GC PCCW, IBM, Longshine Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors FY05 PERFORMANCE How to get the 72% increase in productivity for SC ? Partner Strategy (Commitments) Early Engagement on key deals Effective execution tools (ASN as a single point of truth) Stronger qualification process One team mentality. (Sales Consulting & Industry Solutions) Repeatable and Reproducible Solutions Aggressive branding & Thought Leadership Internal and External Selling (Press, Analyst, Customers & Partners) Air Cover (350% more press coverage than SAP) Market Like SAP (“.. We are in talks” VS “We have submitted a bid”) Fusion without Confusion Constant clear communication Clear & Simple Product Direction Serious about Readiness Proactive roles by OSS, OCS and C&A Don't sell and walk away Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Partners Critical Success Factors #1

Critical Success Factors #1 in SCM http://crushsap.us.oracle.com FY05 PERFORMANCE Achievements TOP 10 FY06 20 Block Industry Alignment SWOT Business Development Partners Critical Success Factors #1