1. FY11 H2 SCM-EDGE Business Plan <PVC & South China>
Michael Zhu

2. Agenda
Scope Market Potentials Our Focus/About HUAWEI&PTC Partner Mapping Business Outlook OpenWorld BJ Plan 1 2 3 4 5 6 2

3. Scope
Pvc
PLM
PDQ
PIM
South China 3

4. Market Potentials PLM: Hi-tech：Huawei、ZTE; growth
Quota of PTC hi-tech team $7M(2007),$10M(2008),$15M(2010)
Pharma：Livzon、Neptunus 、BYS ;big margin,SAP
Building: Vanke; big margin
EMS: BYD; growth
PDQ:
Retail: Gome、MOI 4

5. SWOT Install-based customers; Total solution of Oracle
Limited SC&OCS resources;
Few references in CN T
PTC、UGS O
Marketing growing;
New territory：Pharma 、Building 5

6. Focus
<With the market potentials and SWOT, what products/industries/customers/segement we should focus?>
Key region , Key customer ,Break through
Hi-tech: market is big and growth ; HuaWei
Pharma : few competitors ; Livzon、Neptunus 6

7. Sales Strategies and Tactics by Product / Industry / Segment
<list out your strategies according to your focus. You can have multiple strategies and tactics>
<Strategy 1 for the focus of Hi-tech>
<Tactic 1: focus on HuaWei、ZTE>
<Tactic 2: Find tier pain , Express the value of plm>
<Tactic 3: develop more partners >
<Strategy 1 for the focus of Pharma>
<Tactic 1: Make a breakthrough>
<Tactic 2: marketing event schedule >
<Tactic 3: build the first reference> 7

8. Key deals Client Product Deal size Closing date Ocean’s king PLM 100KQ3
Coship
80K
HW Terminal
VCP/PLM
500K
Q4 / FY11
HW CNM
600K

9. HUAWEI organization … EMT Marketing Product Sales R&D Platform
Hardware
Mechanical
Data center QA …
Network
Wireless
Software
O&D SC
Planning
Manufactory
EMS
BP&IT
Procurement
CEG
TQC
Buyer
Finance 9

10. BP&IT organization BP&IT BPE IPD ISC CRM … BIE DATA AA HR COE PLM ERP
WEB
BIS SO QA
Internal compliance
OSS 10

11. About PTC Get about $2.5M revenue per year;
In 2010,signed the PO of PLM upgrading with about $5M license , and service revenue by each milestone.
About the HI-tech team:
Quota：$15M（license: plm、ProE、ATX；Service）
Sales：1VP+2RD+6Sales
AE：8persons
GSO：3BC+2BDM+4PM+15Engineers 11

12. CVP opportunities in HUAWEI
Core process;
Part;
File & Data;
CBB
ERP
GDP
Wip(HW、Mcad)
Software
CNM
PIM
PQM、PCM 12

13. CNM EMT Marketing Product Sales R&D Platform Hardware Mechanical
Data center QA
O&D SC
Planning
Manufactory
EMS
BP&IT
BPE
BIE
COE SO
Procurement
CEG
TQC
Buyer 13

14. PCM EMT Marketing Product Sales R&D Platform Hardware Mechanical
Data center QA
O&D SC
Planning
Manufactory
EMS
BP&IT
BPE
BIE
COE SO IC
Procurement
CEG
TQC
Buyer 14

15. PQM EMT Marketing Product Sales R&D Platform Hardware Mechanical
Data center QA
O&D SC
Planning
Manufactory
EMS
BP&IT
BPE
BIE
COE SO
Procurement
CEG
TQC
Buyer 15

16. Collaboration with other LOBs
MRD、Commercial Sales（Sabrina、Eva、Juseph、Barry、Harvey）
SC（Jason、Oliver）
OCS
Partners
Collaboration
Worked with them By projects

17. Partner Map & Readiness
○ To Be Ready
● Relatively Ready
Partner Map & Readiness
Partner
Loc
VCP
VCE
PLM
PIM
IBM GC ●
HITACHI
AIC
TW,CN
AMAX CN
ACCONSYS
SIE
SIERRA 17

18. How is it so far? Q1 & Q2 Recap
Deals Closed in Q1 & Q2
What’s Working
What to be Improved:
Ocean’s king
Mindray
Coship
Vanke
Livzon
Genomics 18

19. Q3 Outlook Index Customer requirement potential 2010Q3 1 Ocean's king
IPD
300k
100k 2
Mindray
CNM、PPM、PC
500k
200k 3
Genomics
Commercialization 4
Coship
PQM、PPM
60k 5
Nationz 6
HW CNM
license adding 1M 7
HW Terminal
NPI 8
ZTE
CNM 9
livzon
PLM for Pharm 10
BYD BU2\9
PC、PPM、PQM 11
Vanke
PC、PPM 19

20. Q3 Action Plan on Key Deals
Index
Customer
following action 1
HW CNM
optimizing delivery 2
Mindray
proposal 3
Genomics
asessment 4
Nationz 5
Ocean's king
final presentation 6
Coship
negotiate 20

21. Overall FY11 Outlook Index Customer requirement potential 2010Q3
2011 1
Ocean's king
IPD
300k
100k
200k 2
Mindray
CNM、PPM、PC
500k 3
Genomics
Commercialization 4
Coship
PQM、PPM
60k 5
Nationz
150k 6
HW CNM
license adding 1M 7
HW Terminal
NPI 8
ZTE
CNM 9
livzon
PLM for Pharm 10
BYD BU2\9
PC、PPM、PQM 11
Vanke
PC、PPM 21

22. Oracle OpenWorld BJ Plan
<Who do you bring and escort? Who do you want the customer to meet or have dinner?>
Customer / Partner / Prospect (C/P)
Domain
Region
Company Name
Customer Name
Title
Prospect
PLM CN
Ocean King
Huang Xiuqian VP
Vanke
Yancun Zhang
CIO
Customer
Huawei IT
Jianxiang Xiong
CNM manager
longcheer
Jun Bao
Hongxia Li
IT Director 22

23. Support Required Add SCs Help controlling the delivery of OCS
Control the approving of discount of softwares 23

24. 24