EDGE Business Plan- FY11 H2 Ben Lin. Copyright © 2009, Oracle and / or its affiliates. All rights reserved. Agenda Scope Market Potentials Our Focus Partner

EDGE Business Plan- FY11 H2

Ben Lin

Copyright © 2009, Oracle and / or its affiliates. All rights reserved.

Agenda

Scope

Market Potentials

Our Focus

Partner Mapping

Business Outlook

2

1

2

3

4

5


Scope

• PLM- Hitech (ODM/OEM) ; Pharma/ Medical device ;

ERP cross selling

• VCP- Hitech (Owned Brand)

• PDQ- To be discovered

3


Taiwan overall market

4


Market Potentials- Pharma/Medical device

5


Cont.

6

Our potential opportunity: PLM

Agile Installbase


SWOT

• Strength- Top player in TW PLM market

Total solution selling in account engagement

• Weakness- Price competition ;Limited large customers for mega deal

Shortage / lack resource in SCM solution delivery

Acer Demantra story impacts the market confidence

• Opportunity- PLM as a differentiator to every bidding with SAP

PTC replacement and Agile install base upselling

SZS RP reference- Go PR when goes live

7

• Threat-Aras PLM is a

strong market destroyer


Focus – 1. PTC replacement

• Market status:The forerunner in Taiwan PLM field and have famous customers

in EMS/ODM/OEM

Most customers are in Hitech and Machinery industries

PTC system is highly customized and very differentiated from cases ; Most are only using ProjectLink (PPM) without parts/BOM mgt.

Hard to upgrade and effort is almost like re-implement

8


General weakness

• 20 % customer failed ( Bad customer refference)

• 40 % customer limited scope (function limitation)

• 75 % not good reference

• Module weakness • Project management : Data not synchronize to Product data (PPM)• No issue tracking product defined (PQM)• Very costly to impalement Part/BOM and change management (PC)• No Fully customized AML function till Windchill 9 • NO BI solution till Windchill 9


How to win

• Strategy / Sprearhead • Categorize and identify the customer’s usage and pain • Differentiate Agile by Project / Product data synchronization • Emphasize why Part/BOM integration MUST HAVE and

integration easy of use • Emphasize the value of full integration with ERP• Maintenance cost analysis to customer • Attractive package for replacement with listed functions and

customization (Undergoing from TPV)

• Target account proposed


Engaged

神達電腦冠捷電子鴻海精密 ( 多系統 )

高效電子技嘉科技華泰電子

聯華電子百容電子大眾電腦智邦科技仁寶電腦致伸電腦

友達光電正文科技奇美電子華通電腦華碩電腦鈺創科技

Plan to engage

群創金像電子光寶電子集團宏達國際全台晶像晶元光電

華宇電腦瀚斯寶麗倫飛電腦奇鋐東友科技閎暉

同亨科技精威科技雙科電子雙鴻電子毅嘉電子慶良電子

康舒科技台灣佳能日月光大同電腦富驊企業台灣錄霸

英誌實業威盛電子福登精密綠點科技英業達電腦四零四科技

雅新實業崇越奇美通訊


Outcome and Plan

• FY11 opportunities: 冠捷電子 TPV(Q3), 高效電能 Chicony Power(Q4)

• Working on/ potential: 華碩電腦 Asus; 智邦科技 Accoton

• Plan:Done all the listed customers with field sales support in Q3Packing a replacement solution from TPV case (done by end of

Dec) Specific workshop for PTC customers (estimated in Q3) with

program promotionSeek Winchill consultants / users into our resource poor for

CAD domain requirements (now only partner ITTS has one)

12


Focus – 2. Install base

13

Customers RevenueCurrent Release Language Modules

Concurrent User

Name User

Maint Exp Dat

Maint. Status

Upgrading To

Customer (Chinese) Application product

Out of MA 　　　　　　　　　　　

Chicony 100M - 1B 8.5 　 PC, PPM 45 202006/8/31 No 　群光電子 SAP

IAC 100M - 2B 9.2.1 　 PC, PPM,PQM 80 402006/5/31 No 　英華達 SAP

Career 100M - 3B 9 　 PC, PPM 　　 2004/6/31 No 　佳聯益 EBS

CPT 100M - 4B 9 　 PC, PPM 50 152007/12/31 No 　華映 SAP

Wistron 100M - 5B 8.5 　 PC 20 　　 No 　緯創 SAP

Promate 100M - 6B 9 　 PC, PPM 　　　 No 　豐藝 None

AOpen 100M - 7B 8 　 PC 　　　 No 　建碁 EBS

Upselling 　　　　　　　　　　　

Acer >1B 9.2.1.3 English Only PC, PPM 53 0 　 Support 9.2.1.3

宏碁股份有限公司 EBS/SCM/APS

Foxlink (Cheng Uei) >1B 9.2.2.2 SCPC, PCM, PPM, PQM, PG&C, EC 50 36 　 Support 9.2.2 正崴精密 SCM/EBS

Quanta Computer Inc. >1B 9.0 English Only PC, PPM, PG&C, 700 50 　 Support 9.2.2 廣達電腦 None

UMEC (Universal Microelectonics Co., Ltd.) >1B 9.0 SC PC, PPM, PQM 10 13 　 Support 9.2.2 環隆科技 EBS

USI Taiwan Plant Board >1B 9.2 English Only PC, PPM, PQM, PG&C 205 0 　 Support 9.2.2 環隆電氣 SAP

ADLink 100M - 1B 9.0 English Only PC, PPM PQM 　　　 Support 9.2.2 凌華科技 MS

Advantech 100M - 1B 9.2.1.6 TC, SC PC, PPM, PQM 80 50 　 Support 9.2.1 研華科技 SAP/O CRM

Altek 100M - 1B 9.2.2.2 English Only PC, PPM, PQM 39 5 　 Support 9.2.2

華晶科技股份有限公司 None


Cont.

14

Arima Comm 100M - 1B 9.2.2.1 English Only PC, PG&C, PPM, PQM 　　　 Support 9.2.1 華冠通訊公司 EBS

D-LINK 100M - 1B 9.2.2 English Only PC,PPM 　　　 Support 9.2.1

友訊科技股份有限公司 JDE

KYE Systems 100M - 1B 9.0 English Only PC, PPM 　　　 Support 9 昆盈 JDE

Quanta Storage 100M - 1B 9.2.2.1 English Only PC 　　　 Support 9.2.1

廣明光電股份有限公司 SAP

RichTek 100M - 1B 9.2.2 English Only PC, PPM, PQM 　　　 Support 9.2.2 立錡科技 EBS

Sercomm 100M - 1B 9.2.2 TC, SC PC, PPM, PQM 　　　 Support 9.2.2 中磊科技 None

Winstar Display Co., Ltd. 100M - 1B 9.2.2 TC, SC PC, PPM, PQM, PG&C 　　　 Support 9.2.1 華凌光電 None

AIPTEK International < 100M 9.2 English Only PC 　　　 Support 9.2.1 天瀚科技 EBS

CAMEO < 100M 9.2.2.3 TC, SC PC, PPM 　　　 Support 9.2.1 友勁科技 None

ICP < 100M 9.2.2 English Only PC, PPM, PQM 　　　 Support 9.2.2 威達電股份有限公司 EBS/APS

Inventec Besta Co., Ltd < 100M 9.2.1.2 English Only PC, PPM, PQM 　　　 Support 9.2.1 無敵科技 None

MotoTech < 100M 9.2.2.1 TC, SC PC, PPM 　　　 Support 9.2.2 智灝科技 MS

Mustek Systems < 100M 9.2 TC, SC PC, PPM 　　　 Support 9.2.1.3 鴻友科技 EBS

TTY Biopharm < 100M 9.2.1.3 TC PC, PPM 　　　 Support 9.2.2 東洋藥品 None

Zylux Acoustic < 100M 9.0 English Only PC, PPM, PQM 　　　 Support 9 喬陽電子 None

Everlight Electronics Co., Ltd. 　 9.2.2 　 PC, PG&C 　　　 Support 9.2.2 　 SAP

Thermaltake Technology Co., Ltd. 　 9.2.2.1 　 PC, PPM, AutoVue 　　　 Support 9.2.2

曜越科技股份有限公司 EBS

U-Media Communications, Inc 　 9.2.2 　 PC 　　　 Support 9.2.2

宇智網通股份有限公司 EBS


Sales Strategies and Tactics in other solution

• PLM- PTC site: case by case engage with sales team

Agile upgrade and upselling :

- Selected key accounts by sales engagement

- New trend and function update by market event quarterly

• VCP – Mature selling SCs in Taiwan; Close inline with sales team for account

bases and sharing global cases to local team

Reviewing F&B industry with outside resources, like government F&B Institution

• PDQ- Need more deep dive the market with Hungchang

15


Partner Map & Readiness

16

Partner Loc VCP PLM Consultant No.

AIC TW ○ 7

Ares TW ○ 3

IBM TW ● ● 1/2

Abeam TW ● 1

Genesis TW ● 1

ITTS TW ● 1

RJ TW ○ 4

○ Ready

● Enabling


Key deals

Client Product Deal size Closing date

IAC PLM 200K Q3

TPV PLM 120K Q3

Asus PLM 500K Q4 / FY12

Zyxel RP 100K FY12


How is it so far? Q1 & Q2 Recap

What’s Working

• Attached selling with ERP

• Leverage sales team for coverage

What to be Improved:• New product knowledge for

market segmentation

• Ecosystem with executives on market development

18

Deals Closed in Q1 & Q2

• Q1:Aten (PLM) ; Asus (VCP) ; SZS (RP) ; HOPAX(VCP)

• Q2:Taidoc ; Zyxel ; Lanner (all PLM)


Q3 Outlook

19

Forecast : 377K (Chilin+Everlight+TPV+Forhouse)

Upside : 250K (IAC+Chicony)

Dec

PTV-PLM-RD VP 台灣積體電路製造股份有限公司 Open TWD2,000,000.00 100000

Mth1 Pipeline US$100,000

Mth1 Forecast US$100,000 (TPV)

Jan

Agile-Chilintech-RD 奇菱科技股份有限公司 Open TWD2,500,000.00 77196

IAC_PLM upgrade_CIO 英華達股份有限公司 Open TWD4,857,750.00 150000

Mth2 Pipeline $ 227,196

Mth2 Forecast US$77,196 (Chilin)

Feb

GSIO#3150297-Direct-PLM-CIO, RD VP, CEO 億光電子工業股份有限公司 Open TWD3,886,200.00 120000

TW-MRD-PLM 輔祥實業股份有限公司 (Forhouse Corporation)

Open USD80,000.00 80000

Chicony - Agile PLM Upgrade 群光電子股份有限公司 Open TWD2,590,800.00 100000

Mth3 Pipeline $ 300,000

Mth3 Forecast $ 200,000 (Everlight+Forhouse)


Q3 Action Plan on Key Deals

20

*Chilin (77K) : PM finalized ; Will summit final proposal to high level for top down decision

12/03- RJ meet PM for SOW discussion (Done) 12/14 - Give Chilin the quotation and SOW for GM and COO's approval by 12/20 - Get conclusion of customer hi level (if no further issues) 12/20- 12/25 - Consultant interview / arrange hi level meeting (optional) by 1/8 - finish 1st round price nego with purchaser and legal 1/17 - get the PO from Chilin

* Everlight(120K) : Budget of next year and PPM project will kick off after Chinese New Year

by 12/24- Project workshop delivered by consultant 01/14- Finalize the project scope (user numbers) / 1st round proposal discussion 01/26 - Customer internal approval process/ finish contract review and price nego by 02/18- Finish internal process / get customer PO


Cont.

21

*TPV(100K): PTC replacement confirmed ;Solution win but with budget constraint ; make decision by end of Dec and kick off in early Jan

12/02- Cost estimation delivered to RD head and under his budget(Done) 12/07- Conference with oversea users for announcement and discussion (Done)by 12/17- Finalized detail SOW with consulting partners / provide formal quotation and price nego with purchaser 12/24 - Finish internal approval process and get the PO

• Forhouse (80K) : PLM become 1st phase before ERP ; It's budget next year

by 12/17- Customer finish internal discussion and comes out a requirement list for consultant cope 12/20-Requirement presentation by Jason chang and partner12/24 - consultant interview / choose consultant partner By01/07 - Final presentation / hi level meeting (optional) 01/14 - Reference visit / contract and price nego by 01/28- Finish internal process / get customer PO


Overall FY11 Outlook

22

FY11 Exit Outlook

Edge product Quota Achievement

Q1 Close 529 1,300 40%

Q2 Close 152 11%

Q3 Forecast 377 29%

Q4 Forecast 300 23%

Total 　　 103%

Product estimated (%)

PLM 65% ; VCP 35%

Copyright © 2009, Oracle and / or its affiliates. All rights reserved. 23

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EDGE Business Plan- FY11 H2 Ben Lin. Copyright © 2009, Oracle and / or its affiliates. All rights reserved. Agenda Scope Market Potentials Our Focus Partner