APAC - OTM FY10 Q2 Ops Review 4 th Feb 2010. CONFIDENTIAL – ORACLE HIGHLY RESTRICTED2 Agenda FY10 Q2 Highlights FY10 H2 Highlights Q3 Budget and Status

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APAC - OTM FY10 Q2 Ops Review 4th Feb 2010

CONFIDENTIAL – ORACLE HIGHLY RESTRICTED 2

Agenda

• FY10 Q2 Highlights• FY10 H2 Highlights

• Q3 Budget and Status• H2 Top Deals• H2 Pipe• Events in Q3• Initiatives


APAC ANZ ASEAN GC INDIA KOREABudget 388 67 106 161 28 26

Actual 161 0 0 161 0% Budget 41% 0% 0% 0% 575% 0%

Q1

FY’10 Q2 Performance to Budget

FY10 Budget and H1 Actual

APAC ANZ ASEAN GC INDIA KOREABudget 612 105 167 255 44 41Actual 166 41 0 117 8 0% Budget 27% 39% 0% 46% 18% 0%

Q2

FY’10 Q1 Performance to Budget

APAC ANZ ASEAN GC INDIA KOREAFY09 Actual 1,852 324 573 866 89 Budget 2,494 429 682 1,040 178 165 H1 Actual 327 41 117 169


WINS 1 New Customer in Q2

Baisui United Logistics(Agility China)

Key Pipe Development Initiatives Targeted 1-1 Workshop

INDIA Allanasons – Workshop in Q2 CMCL - Workshop in Q2 Mahindra Logistics - Workshop Q2

CHINA Baisui Logistics ZTE Insight Study to include OTM Footprint

ASEAN CAREEFOUR

BD and Partner Campaigns in ASEAN and INDIA

Marketing Events SMB LSP Event co-conducted with EII – Sep, Singapore THINK Logistics Seminar – Sep, Singapore

More Solution Content for Reuse ADS demo content on OTM available for reuse – Tata Steel, HPCL, Future (FTL, Load

Cons, Exec, Billing)

Q2 Highlights – OTM


Baisui United Logistics

• Company Overview• Baisui United Logistics is a Chinese domestic LSP focusing on transportation and warehousing for

chemicals, automotive and fast-moving consumer goods. Agility has 300 employees in 15 locations, with 8 logistics centers. It has its own truck fleet and partners with more than 75 trucking companies for regional distribution. Agility acquired Baisui in Oct 2008, and is in the process of rebuilding Baisui as its land transportation platform in China.

• Business Drivers• To raise Operational Efficiency and reduce manual inefficiencies• To increase Customer Service levels• To streamline Business Process• To provide shipment visibility to operational users and customers throughout network

• Expected Benefits• Centralized Transportation Management on one single platform • To raise efficiency and reduce human efforts• Better visibility and analytics• Customer Satisfaction• Solution scalable to future business growth

• Competition• JDA • SAP• Boke, a China local TMS vendor

• Why We Won• Customer believes OTM can bring them best practice in transportation management, and will

constantly support and improve their rapid growing business.


Drive India Enterprise Solutions Limited

• Company Overview A TATA Group company with a Group turnover of $62.5 billion in FY2007-08 is one of the leading

logistics and supply chain service provider in India.

• Business Drivers• A vision to be the leading Global Logistics and Supply Chain Service Provider in the league of APL

Logistics , DHL and Fedex.• Increasing Customer Base from varied industry segments.• DIESL provides following End to End Services to TATA Group and Non-TATA Group customers.

• Domestic Transportation • Import, Export and Freight Brokerage services.• Warehouse Management operations

• Expected Benefits• Operational efficiencies and higher service quality to customers.• Central platform for managing all value chain execution visibility across business processes

• Competition• SAP, FourSoft, Webxpress

• Why We Won• Live demo aligning with DIESL Business drivers and growth strategy• Strong relationship of Channels & Alliances teams with the partner Tata Consultancy Services (TCS). • Speed & aggression shown by Team Oracle. As Quoted by TCS, “ DIESL & TCS were quite

impressed by the speed of response from Oracle team, who looked very keen to get this deal as compared to SAP (who was their choice by default initially), who were caught napping assuming that this is their home account.”


FY10 - Q3 Status

• Deals in Upside• Mahindra Logistics – 200 K• SMITS – 200 K

APAC ANZ ASEAN GC INDIA KOREAFY09 Actual 1,852 324 573 866 89 Budget 2,494 429 682 1,040 178 165 H1 Actual 327 41 117 169Q3 Budget 548 94 150 229 39 36Q4 Budget 948 163 259 395 68 63

Forecast for Q3 – 100 K


Active Top deals in Progress – OTM

Region QTR Account Target Revenue

ASEAN Q3 - Upside SMITS ( San Mmiguel) 210000 Commercials

ASEAN Q4 APLL ( Add on license) 200000 APLL going live in March and to procure add on license and upsell

ASEAN Q4 Michelin 400000 POC completed

ASEAN Q4 Keppel Logistics 100000 Solutioning with HCL

ASEAN Q4 Toll Asia 100000 Pilot project in TH and IN .

ASEAN Q4 Maersk Logistics 150000 Early Sales Cycle

ASEAN FY11 ZULLIG Pharma 300000 POC in March

INDIA Q3 Upside Mahindra Logistics 214000 Commercials

INDIA Q3 Allana sons 153000 Closure this month and Revrec in Q4

INDIA Q4 Essar Steel 200000 POC

INDIA Q3 Cement Manufacturing 80000 Commercials

INDIA Q4 Autocar Partnerships 100000 Solutioning

INDIA Q4 JSW Steel 200000 POC

INDIA Q4 Tata Steel 209000 Solutioning

INDIA Q4 Department Of Posts 480000 Early Sales Cycle

INDIA FY11 Johnson and Johnson Medical 100000 FY11 Potential

GC FY11 ZTE 440000 Requirements scope is being done

GC FY11 Lam Soon Logistics 193000 Early Sales Cycle

3,829,000


OTM H2 Pipe as in GCM on 4th Feb

Region 10 - 20 % 30 % 40% 50% - 60%

60%+ Committed Total Pipe

APAC 3394 325 1020 941 357 7042

H2 Pipe


• APAC• OTM Sessions in Supply Chain Summit – All Regions

/Multiple Cities• Smart Logistics Power Day with Cargo News Asia

• ASEAN• Frost & Sullivan Event – Dec, KL• Oracle Apps Day for MINDEF – Dec, Singapore

Marketing Events – Q3


# 11

BD Activities for OTM in INDIABD Activities for OTM in INDIA• Sponsorship of Express Logistics & Supply Chain Conclave (in H1)

• Pipe generated $ 400 k

• BDC Group – Call outs for OTM in identified accounts • Expected pipe $ 500 k

• Joint marketing campaign with 7Hills• Completed distribution of ETA case study printed in BenefIT magazine• Completed e-DM campaign• Two city events on ‘OTM Next’ offering in Jan• Expected Pipeline $ 300 k

• Joint Campaign with TCS focused on Tata group• Leverage DIESL win• Expected Pipe $ 500 k

• Focused Joint Campaigns with other partners – KPMG / Capgemini / Infosys


Initiatives

More Targeted 1-1 workshops – Proved successful Leverage SMITS – Hosted Model with Business Case More aggressive focus in China – REUSE of our experince in

INDIA Hosted model by a partner for Mid Market LSPs – Rapid

implementation options – OTM in a Box ( Infosys and other Partners) – This is critical for success in China Market being very price sensitive as well as big Market Potential

Expand into CPG, Retail ,Natural Resources ,Pharmaceuticals and Industrial Mfg

Local Partner Readiness by Triangulation (EII/7Hills) in ASEAN and CHINA

Upsell into existing instalbase


Q U E S T I O N S

A N S W E R S

Documents

APAC - OTM FY10 Q2 Ops Review 4 th Feb 2010. CONFIDENTIAL – ORACLE HIGHLY RESTRICTED2 Agenda FY10 Q2 Highlights FY10 H2 Highlights Q3 Budget and Status