1. GC SC Project Management Process Kevin Feng, Hu Song Last Revised by July 30, 2008

2. Confidential Agenda Program Objectives The Processes Benefits Call to Actions Q&A

3. Confidential Program Objectives Standardize the format of PMT (Project Management Tool) cross GC SC team Provide a single view of business in terms of opportunity forecasting, SC leadership, account & project profiles, resource allocation & utilization, product component distribution, on-going tech activities etc. Helps management team to -Enhance SC utilization efficiency as well as the cooperation effectiveness with sales organization -Prioritize and focus on big projects -Increase overall solution footprint -Provide a clear record of SC individual ’ s effort and contribution -Effective tracking of products demand and skills needed

4. Confidential How It Works -A set of simple and structured processes with standard tools (XLS, OFO) and pre-defined templates -To facilitate end-to-end project management Project Progress Management Track all of the SC engagement and activities Project Documentation Mgmt Record all of the project deliveries ie. requirement study, meeting minutes, presentations, demos, proposals, collaterals and game plan (for big project) -Distributed input and centralized mgmt Who Uses It -All SC managers -SCO PMT is not …. -PMT is not used to evaluate a SC ’ s job performance, as SC ’ s performance is determined by quality and dedication PMT Description

5. Confidential Progress Management Process Submit PMT Review & Update SCs Industry Mgrs Regional Mgrs GC SC Mgmt Engaged Team Collection Review & Update Regional Consolidation GC Consolidation Prioritize & Highlight Final Big Projects Review & Update Sales GM Review GM Review SCO Analytics Fri Wed Tues Submit PMT Mon Mthly? Tues ?? SCO Project Management Operation * Note: all the reports are bi-weekly submission Selling Activities

6. Confidential Selling Cycle Definition Won1006. CloseOpportunity won. We have order Number from Contracts Won905. ResolutionOpportunity nearly won. We have PO and signed contract from the customer, but $ has not yet been booked by Oracle Open804. Solution Presentation Opportunity committed for current Month’s Forecast Open603. Solution Development Opportunity committed for current Quarter’s Forecast Open402. DiscoveryUpside. Oracle is among 3 final vendors selected by customer Open201. Assessment and Qualification Sale appears likely (presentations/demos in process) Open101. Assessment and Qualification Real possibility of a sale (budget confirmed, discovery in process) Potential102. Accept – Qualifying Potential that is being further qualified by account manager (but is not yet ready to be included in the pipeline) Potential101. Pending ReviewNew Potential that SC team is cooking No Opp/ Lost 0AnyNo-opped or lost. Set win probability to 0, leave $ as-is Open (In Forecast) Won Open Potential Win Prob* StatusMeaning No Opp/ Lost Sales Stage Pre-Qualification In GCM Sales Method

7. Confidential The Standard XLS Template * PMT# : C-PSE-000001 means North China, PSE Department, Case 000001 HK-DB-000001 means Hongkang, DB Department, Case 00001

8. Confidential Proposed Project Docs Mgmt Structure GC SC NCTelcoSC’s email ID+Project Name PSE: FSI: Territory: Commercial: EC: SC: WC HK TW EA Note Mgmt use OFO as the standard infrastructure project SC owner create the folder base on the naming policy add team members as “Participant”, add reporting manager and SCO as “Admin” Distributed input and centralized mgmt Ease of online access and sharing Note Mgmt use OFO as the standard infrastructure project SC owner create the folder base on the naming policy add team members as “Participant”, add reporting manager and SCO as “Admin” Distributed input and centralized mgmt Ease of online access and sharing

9. Confidential Shared OFO Example

10. Confidential PMT provides an end-to-end of customer centric engagements and key activities project management includes both of -weekly project snapshot -all the deliveries on-line Centralized project management repository for effective sharing and re-use Leveraged existing IT infrastructure and security mechanism without any programming or maintenance effort Provide most of the information to SCO for analytics Ease of implementation also the usage Key Benefits

11. Confidential Call to Actions Input accuracy and timely update Ensure Sales will add your SC owner in all the supporting projects in GCM WC will be the pilot to implement Project Documents Mgmt by using OFO Timely feedback to Kevin and SCO for fine-tuning and enhancement

12. Confidential