1. Greater China SCM APPLICATIONS FY06 Planning & Execution Keith Ip Sales Consulting Director, SCM Applications Greater China

2. MRD CMU FSI GEHChannels FY05 IN-REVIEW Greater China SWOT ANALYSIS STRENGTHS: Strong product knowledge on traditional core SCM modules Having more SC resource compared to other competitors Complete set of business solution offering Strong semi-conductor domain knowledge in TW Leading position in China Power Generation market Many SCs with potential of solution selling Strong Apps Tech story WEAKNESSES: Effort spent mostly in reactive approach (ex. Fire- fighting, ad-hoc requests, etc..) SCs are lack of time and tools to further enhance their solution selling skills Large number of deals with size of 80k to 150k Partners incapable in dealing with end to end sales cycle Many deals are strategic Slow responsiveness to customer Many new products to catch up and promote Apps SCs lack of Apps Tech knowledge Lack of high level executive penetration OPPORTUNITIES: Rapid economy growth in China Many new offerings (PSFT, JDE, RETEK) after mergers Leverage our Apps Tech as a differentiator Develop SCs’ capability in solution selling Leverage the strength of PSFT HCM to penetrate areas where Oracle had difficult such as Oil & Gas Foreign companies keep moving factories to China THREATS: SAP is well aware of what Oracle is trying to compete FUD from SAP on latest Oracle’s mergers Slight uncertainty of political condition between mainland China and other regions Internal collaboration Capability of local partners Commitment from global partners is still weak

3. 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 http://references.us.oracle.com and check out The details there and provide a summary of the install base for SCM products.http://references.us.oracle.com 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

4. MRD CMU FSI GEHChannels Greater China SCM MARKET and INSTALL BASE Analysis Revenue Growth By Segment Install Base Market Share

5. 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

6. MRD CMU FSI GEHChannels FY06 Regional Areas & Objectives

7. MRD CMU FSI GEHChannels ORAGANIZATION SCM Products– FY06

8. MRD CMU FSI GEHChannels PRODUCTS SKILLS INVENTORY FY06 SKILLS MATRIX (FY05  FY06) FY05 SCESCPMFGEAM SC-12121 SC-22132 SC-32131 SC-42331 SC-52132 SC-62133 SC-72132 SC-821343 SC-93144 SC-103152 SC-113534 SC-123112 SC Total SC FY05 ** - Include: 6 PA / Admins * - Includes PSFT 31 & 5 in ACE & Solutions from MRD FY06 SCESCPMFGEAM SC-12121 SC-22132 SC-32131 SC-42331 SC-52132 SC-62133 SC-72132 SC-821343 SC-93144 SC-103152 SC-113534 SC-123112 1Basic 2Average 3Meet Req’t 4Expert 5Guru Skills Dev Plan (Next Slide)

9. MRD CMU FSI GEHChannels FY05 MRDCMUFSIGEH SC-12121 SC-22132 SC-32131 SC-42331 SC-52132 SC-62133 SC-72132 SC-821343 SC-93144 SC-103152 SC-113534 SC-123112 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-12121 SC-22132 SC-32131 SC-42331 SC-52132 SC-62133 SC-72132 SC-821343 SC-93144 SC-103152 SC-113534 SC-123112 AVERAGE

10. 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

11. 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 July @ SCM Conference by Gartner. Present whitepaper AugSkills DevelopmentEAM2 Days Seminar for Asset Lifecycle Mgmt by IDC and Maintenance.Com JanCustomer CareCABHigh Tech CAB

12. 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

13. 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

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

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

16. 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

17. 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