1. APAC SCM 1H Review Oracle Applications Asia Pacific Jasbir Singh
13th Jan 2006

2. SCM 1H by the Numbers 8.5M total Revenue* 85% of Plan 5% YoY Growth
98% of Q2 plan (5.5M) with 17% YoY Growth
27% of total APAC Apps Revenue
95% Oracle EBS products
GC achieved 143% of plan.
REGION
SCM Revenue
% of Plan
YoY
% of Total
ANZ
859K
44%
-42%
10%
ASEAN
2184K
98%
130%
26% GC
3951K
143%
218%
46%
INDIA
487K
38%
-36% 6%
KOREA
1053K
57%
-71%
12%
INDUSTRY
SCM Revenue
% of 20 Block
YoY
% of Total
CMU
839K
60%
346%
10%
FSI
156K
15%
73% 2%
GEH
407K
44%
258% 5%
MRD
7131K
106%
-8%
84%
9.75M is pure SCM product (Oracle plus PeopleSoft plus –396K of writebacks, mostly in Korea)
* All numbers are SCM revenue + 50% of SRM and 25% of EBS Suite license revenue

3. SCM 1H Product Breakdown
Product Family
FY06-H1 ($K)
FY05-H1 ($K)
% of SCM
YoY
Growth
MFG
1,623
2,100
22%
-23%
SRM
1,802
1,109
24%
62%
SCE
2,939
1,390
39%
111%
SCP
616
1,622 8%
-62%
ALM
210
194 3%
PLM
330 22 4%
1400%
Pure SCM
7520
6437
100%
17%
EBS
Bundle
4060
4198
-3%
* MRD pillar contributed 89% (3.6M) of EBS license.
9.75M is pure SCM product (Oracle plus PeopleSoft plus –396K of writebacks, mostly in Korea)
- FY05-2H focus on S&OP to drive SCP opportunities.
Drop both in MFG and MRD-EBS is concern

4. 1H Top Deals by Revenue Pure SCM product component only (TOP 10) #
Customer
Country
Industry
Amount
Partner
Primary Competitor 1
MITAC
Taiwan
MRD
593K
ARES
SAP 2
Huawei
China
480K
OCS 3
Exel Singapore
Singapore
380K 4
Panasonic
400K
None (upsell) 5
POSCO
Korea
350K
OCS, Posdata 6
GD Power
CMU
272K
Datang 7
Cochlear
Australia
256K
OCS,Moscatelli 8
eHealth4all.com(P-Niaga)
Malaysia
215K
Comline 9
Golden Concord
198K 10
Enseval
Indonesia
196K
PT Jati, OCS
MRD EBS Suite License (TOP 5) #
Customer
Country
Industry
Amount
Partner
Primary Competitor 1
Dooson Heavy Industries
Korea
MRD
514K
OCS
None (upsell) 2
Chartered Semicon
Singapore
180K 3
Ashok Leyland
India
154K
SAP 4
The Indian Hotels
105K - 5
Pulmone Co
100K
LG CNS
Major learnings:
IMPLEMENTATION – A balance between OCS is necessary.
COMPETITION – SAP is not only not focused in the SCM space in APAC, but vulnerable to replacement. We are gearing up for a replacement strategy targeting SAP HR as the entry point, supported by OFF SAP to increase the pace of attack in their installed base.

5. 1H Highlights Marketing Execution
SRM Upsell Campaign (40 new leads), (indirect impact Pipe for 10M USD)
India Dairy Conference (8~10 leads) for USD 1K investment
8 Press Releases, (Logistics COE Established in China & SCM Award in CN)
PeopleSoft SCM Picking Up (Prime target is ANZ)
SRM Training Completed 1.5M USD) & 8.9 ALM Awareness Completed.
New Product Sales & Awareness
SNO & PS (New Options for SCP) training executed
G-Log (Oracle TMS) roadshow completed. Deep dive planned for Feb 2006
PLM gaining traction.
Partner Development –
Infosys (SRM Upsell), TCS (OPM for Dairy), Satyam (SCE- G-Log)
Accenture (Tactical – ALM in KR & SCP in India)
IBM (Tactical – ALM in GC)
Average Deal Size (Won Deals)
Pure SCM on track, but EBS Suite (MRD) is a concern
Current Pipeline (Q3 & Q4)
> 10% $38M (260% of Plan)
> 30% (160% of Plan)
70% from MRD
FY07 at $12M
Measure *
Pure SCM
MRD EBS
Avg Deal ($K)
69K
40K
Avg Deal (Change FY05-06)
+37%
- 32%
Nos of Deals
131 95
Nos of Deals (Change FY05-06)
85 to 131
63 to 95
MRD is 69% of total APAC Apps Revenue 1H YTD
* Data excluding interco transfers & WON Deals
Click Here for details

6. APAC SCM FY06 H1 Scorecard
A more important discussion is probably “what’s different in FY06 than in previous years?” There are a number of things:
Full team, single compensation plan, single execution plan
Doubled revenue target, but with a larger portfolio (Enterprise for full year and Campus Solutions/Student System)
Tripled sales force that is compensated exclusively on Applications
Momentum and pipeline from FY05 coming to fruition in 1H FY06
EBS 12/Enterprise 9 and Fusion momentum will put wind in our sails

7. 2H Key Deals*
Total : 9M USD ( 63% of plan)

8. FY06 Org and Objectives 4 7 3 7 6 16 2 4 2 8
Compensation Plans and Elements
Objectives:
- To drive more solution selling and opportunity engagement management capabilities
- Provide enterprise level solutioning and deal qualification support for sales.
- Support across products (G-Log, Retek), pillars (CRM, FMS) & specific industries.
- Provide more awareness across products & solutions support for internal sales and partners
- To provide both marketing and external awareness support for other LOB’s.
Table at the bottom represents SCM team targets
Industry Applications compensation plans not broken out by product area.
EBS split is 25% for SCM and is included in targets and subsequent achievement against targets

9. FY06 Org and Objectives Revenue per Head
- 133K per SCM HC (Target 226K for H1)
- Even with 100% MRD EBS = 190K/SC
Table at the bottom represents SCM team targets
Industry Applications compensation plans not broken out by product area.
EBS split is 25% for SCM and is included in targets and subsequent achievement against targets

10. SCM Time Management Highlights: FY05-H1 FY06-H1
- More time spent opportunity (51% to 64%)
- More time spent on Discovery & Qualification.
- Customers still demanding custom demo & POC’s.
- Mismatch between key accounts & SC effort (Santos & Pfizer)
- Top SC working 14 hrs /day (Risk Burnout )
- Average SC working 10.3 hrs/day
Opportunity
Business Dev
Training
Internal
Management
FY05-H FY06-H1

11. Opty Time (Only MRD)

12. FY06-H1 Working with GSS
APAC Activities from June - December: Activities
17 Demonstrations
9 Presentations
25 Training Events
The Team:
48 Customers touched
Air India
Austrailian Rail Track Corporation Ltd
Australian Barley Board --- ABB
Australian Red Cross -- Blood Services
BAE Australia
Berger
Boral
City of Wellington, New Zealand
Coles Myer
Daejeon Metro Rapid Transit Corp.
Douglas Pharma
Dragon Air
Eagle Global Logistics - EGL
FAW QiMing
Gameco
HKHA (Hong Kong Hospital Authority)
HPCL - Hindustan Petroleum
Huawei
Hutchinson Port Authority
JEI
John Danks & Son
Korean Airlines
Mazagon Dock Limited
MTRC
NEC
Norske Skog
OAG
OCBC Financial
Orange Tua Group
Origin Energy
Panasonic
PCCW / UniHub
Philipines Airlines (PAL)
Placemakers
Port of Singapore
Royal Brunei Airlines
Santos
Seoul Metro (SMSC)
Shandong Airlines
Shandong Airlines
Shandong Aviation Group
SsangYong Motor Company
Stahmann Farms
SVA-NEC
The Shipping Corporation Of India Ltd.
Toshiba
Valspar
Western Australian Government

13. FY06-H2 Focus Product Business Development Products Solutions Focus
ALM Upsell Campaign (ASEAN & INDIA)
Procurement Summits & SRM Lead Maturation
SCE Lead Generation and Maturation
Industry campaign support
Partner Enablement & Joint Campaigns (Infosys, Accenture)
Strategic Account Engagement (LG India, Asahi, Huawei, Acer)
Products Solutions Focus
Q3 & Q4 deals maturation. (Big Resource Concern in ANZ)
Community Development (SCE, SRM, SCP, PLM, ALM, MFG)
Solution Architects Organization alignment (ANZ Model)
SNO/PS & SCE (G-Log)
SCP (S&OP) Campaign
Key Accounts Support (Hanjin, Maruti, Acer, MTRC, Boral)
Product Management Focus
R12 Planning & PSFT Introduction (SRM & ALM)
Oracle TMS readiness