Hong Kong Applications Sales Consulting FY10 Planning 22 June 2009 Keith Ip, Apps Sales Consulting CONFIDENTIAL

Hong Kong Applications Sales ConsultingHong Kong Applications Sales ConsultingFY10 PlanningFY10 Planning22 June 200922 June 2009Keith Ip, Apps Sales ConsultingKeith Ip, Apps Sales Consulting

Hong Kong Applications Sales ConsultingHong Kong Applications Sales ConsultingFY10 PlanningFY10 Planning22 June 200922 June 2009Keith Ip, Apps Sales ConsultingKeith Ip, Apps Sales Consulting

CONFIDENTIALCONFIDENTIAL

COMPANY CONFIDENTIAL

GC HK Apps SC StructureGC HK Apps SC StructureGC HK Apps SC StructureGC HK Apps SC Structure

Jo na th a n C h eu ngH K A pp s A rch ite ct

N e llie N g ooG C F S I

R e x M aH K S C M

W an d a C hu ngH K F M S

M ike L ukH K S C M

A rv in C h anH K F M S

R icky L a iH K S C M

H u go Y eu ngH K F M S

F ra n k T a ngG C O T M

T B HH K F M S

A n ita FuH K C R M

E ric Y ipH K C R M , G C IS A

E d d ie T su iH K C R M

E d dy W o ngH K H C M

K e ithG C S C M & H K A p ps S a les C o nsu lt ing

S a lly L iG C A p p s S a le s C o n su lt ing

COMPANY CONFIDENTIAL 4

Rudolf HoRudolf HoSales DirectorSales Director

Rudolf HoRudolf HoSales DirectorSales Director

Arthur NgArthur NgGM Apps HKGM Apps HK

Arthur NgArthur NgGM Apps HKGM Apps HK

MRD / COMMMRD / COMMMRD / COMMMRD / COMM

Sales CoverageSales CoverageStructure Structure Sales CoverageSales CoverageStructure Structure

11MgrMgr

11MgrMgr

55RepsReps

55RepsReps

• Daniel Cham• Godfrey Poon• Raymond Lai

Lolitta NgLolitta NgAdminAdmin

Lolitta NgLolitta NgAdminAdmin

CMUCMUCMUCMU

00MgrMgr

00MgrMgr

44RepsReps

44RepsReps

• Mandy Lee (CMU)

• Johnson Lo (GEH)

• KT Tang• Andis So

(FSI)

GEHGEHGEHGEH FSIFSIFSIFSI

• Maggie Tsoi

• Dicky Lee


FY10 Revenue BudgetFY10 Revenue BudgetFY10 Revenue BudgetFY10 Revenue Budget

Team (ERP/CRM)FY10 Budget

USD 000s

Industry or sales team:

Commercial 982,000

CMU 611,000

FSI 1,696,000

GEH 713,000

MRD 1,805,095

Total 5,684,095

EPM/BI -

CRM OnD 465,000

Edge 683,000

Specialty Total 1,148,000

Comments • Edge is embedded in ERP

Quota. • EPM/BI and CRM OD are

budgeted separately• EPM/BI team in HK will drive

all EPM/BI deals

• Total FY09 = $5,978,000• Total FY10 = $6,832,095• Growth from FY09 – 14.29%


Individual PipelineIndividual Pipeline

Sales Daniel Cham Godfrey

Poon Raymond

Lai Maggie

Tsoi Dicky lee Mandy LeeJohnson

Lo KT Tang Andis So Total

Territories

MRD - Named

Account

MRD - Named

Account

MRD - Named

Account

Comm - Retail/Distri

bution / Logistics / FSI / Gov't

Comm - MRD / CMU CMU GEH FSI FSI

GCM Q1 to Q4 Total Pipe 3,165,000 2,101,000 1,214,000 1,372,000 875,000 2,063,000 ERP pipe 3,165,000 1,868,000 974,000 1,188,000 538,000 - Q1 (Forecast) 165,000 - - 20,000 30,000 - 20,000 235,000 312,000 - Q1 (Upside) 40,000 95 - 62,000 140,000 149,000 28,000 151,000 570,095 489000 238000 - Q2 300,000 250,000 150,000 200,000 180,000 150,000 185,000 262,000 275,000 1,952,000 4,765,000 - Q3 190,000 150,000 150,000 150,000 100,000 - 280,000 173,000 200,000 1,393,000 7,049,000 - Q4 250,000 100,000 60,000 50,000 50,000 189,000 200,000 335,000 300,000 1,534,000 6,179,000 - Sub-Total 945,000 500,095 360,000 482,000 500,000 488,000 713,000 921,000 775,000 5,684,095 18,794,000 19,032,000 Specialty Porducts - - EPM/BI - - CRM OnD 33,000 50,000 53,000 80,000 161,000 88,000 465,000 - OTM - 60,000 60,000 - SCM / Demantra 100,000 100,000 - PLM / Agile 100,000 180,000 70,000 350,000 - CCA - 123,000 50,000 173,000 - OPA / Haley - - Actual Total 945,000 733,095 540,000 592,000 623,000 691,000 713,000 1,132,000 863,000 6,832,095 2.79 Proposed Quota 1,500,000 1,250,000 1,000,000 1,100,000 800,000 1,500,000 1,200,000 1,345,000 1,345,000 11,040,000 Gap (555,000) (516,905) (460,000) (508,000) (177,000) (809,000) (487,000) (213,000) (482,000) (4,207,905) Gap % 37% 41% 46% 46% 22% 54% 41% 16% 36%

6,832,095 14.29%

GM CallGrowth from FY09


A Coordinated Effort to Drive Improvement from 3 DimensionsA Coordinated Effort to Drive Improvement from 3 Dimensions

Technology

People and Policy Process

• Solutioning Capabilities (Industry, Domain, Product)

• x-Product Integration• Customer & Business

Driven• Leverage Oracle

Superior Technology• ISA Continuum• Talent Mgmt• Leverage HQ and

Overseas references• Training

• Tight Engagement w/ Sales

• Key Account Approach

• Visibility on SC Projects

• Knowledge = Power

• SC GC Portal• Internal / Exteranl

Websites (OneSource)

Value from SC


Customer Centric SolutionsCustomer Centric Solutions

Industry Knowledge

BudgetPlanning

StrategicSourcing

Sales &Operation Plan

Supply Plan & Execution

Sell, Order, Channels Mgmt

Fulfillment & Delivery

Service Chain

Oracle Solution Excellence to Customers

Financials Projects Agile PLM

Accounting

Business Domain

CRM

Peoplesoft

Budgeting

A&DPharma E&C

SRM

PLM

S&OP

ALM

Service

High Tech Ind. Mfg. Telco

Business Knowledge

Domain Knowledge

Product Knowledge

Demantra Siebel OTM

HCM


Hong Kong ApplicationsHong Kong Applications

Dimensions:

Industries

• Banks & Insurance

• Property

• Telco

• Mfg

• Service

• Hospitals

• Educations

Solutions

• Customer Loyalty

• Service Mgmt

• Master Data Mgmt

• S&OP

• ERP + 1

Key Accounts

• Hutchison (Wanda)

• MTR (Arvin)

• Hospital Authority(Rex)

• Housing Authority

• Bank of China

• Etc…

Align with Sales Sales Consultants KAD


Hong Kong Focused SolutionsHong Kong Focused Solutions

• Private Hospitals – CRM for Patient Records and Loyalty

• Government Departments – HR, ERP, Policy Automation

• Original Design Manufacturers – Agile, SCM• CPG – Demantra, S&OP• Property Companies – Property Management• Banks – OFSA, CRM• MNC – Global Finance, Upstream SCM

(Sourcing)


GC SCM Focused SolutionsGC SCM Focused Solutions

• Continue the momentum of SCM differentiators in mature accounts

- Agile PLM, Demantra, OTM, MDM, EAM, VCP• Spread the message of “SCM Thought Leaderships” by rolling

out new released solutions- Rapid Planning, APCC, MOC, DSR, Peregrym

• ERP+1 Rollout in SASAC & Growth Cities- +1 components need to be positioned to differentiate- Penetrate deep into SASAC community- New more industry flavor to warp around our ERP & Apps for

growth cities• R12.1 Roll Out

- Many improvements & enhancements• Leverage AIA and HQ


HK DGB Activities Calendar FY10H1

JUN JUL AUG OCT NOV

#1

#3

#2

#4

SEP

Oct 6

E2.0 Smart WP Showcase Seminar

60 / 35

Apps EPM/BI Techby 3rd PartyMacau

Nov 25

IT Service Mgmt (DB)

60 / 40

DW & ODI

60 / 40

Tech Summit

150 / 100

SOA & App Grid in Practice

60 / 40

Oracle Security Symposium

80 / 50

OTN Architect Day

50 / 25

Comm Apps (Oracle-led)

80 / 50

EPM event

80 / 50

Jul 9Jun 11

Oct 21Sept 16 Nov 17

DBA Developer Day

80 / 50

Nov 15

Jul 21

Sept 15

Jun 25

CRM for FSI

75 / 45

FMW for Apps A/C

30 / 20

Oct 23

Oracle Apps Day

130 / 100

Aug 18

IDM for Apps

Partner Led JOS

60 / 40

TBC

Partner Led ASL

TBC

Tech Seminar

50 /30

Sept 23


Lead Generation with A&CLead Generation with A&C

Time Theme Target Partner Sales OwnerPartner

FundExpected

Pipeline US$June 25th EPM New B KPMG Sinko Choy 200,000

(1) JOS Rudolf Ho 200,000(2) Kagra Rudolf Ho 200,000

Mid July FSINew B + InstallBase TBD (Marketing Fund)

KT Tang / AndisSo 300,000

Late July Manuf DayNew B + InstallBase Bechelon/Axline + IBM Rudolf Ho Yes 300,000

Mid-Aug Apps Day Install BasePCCW + Karga +COL/Axline (TBD) All Apps Sales Yes 500,000

August Siebel New B JOS + HP Rudolf Ho Yes 200,000

Early July eBlast Install Base TBCGraduateTrainee(s) Yes 200,000

Press Event Media Karga -Ref Stories Karga + Bechelon -

TBDHCM / Siebel /Haley New B ASL / PCCW / Azeus Johnson Lo 300,000

TBDTech installbase upsell Install Base Karga All Apps Sales 300,000

TBD CMU / Macau Install Base Karga Mandy Lee 200,000

TBD

WeatlhManagementfor Banks

New B + InstallBase Big 4

KT Tang / AndisSo 250,000

TBDSolutions forHosptials New B HKPC + IBM

Johnson Lo +Sinko Choy 200,000

3,350,000

Early July IB Upsell Install Base Yes


Apps Business Development (BDC)Apps Business Development (BDC)

Campaign Target Solution Best-Suited PartnerExecution Timeframe

# of Companies Targeted

Expected Opps & Pipeline

6 Opps $300K

4 Opps $250K

8 Opps$240K

4 Opps $200K

2 Opps $100K

4 Opps $200K

28 Opps $1,290K

Q2 - Q3

Q1 - Q2

Q3 - Q4

Siebel Marketing & Loyalty for Retail/Service Industries Campaign Siebel Marketing/Loyalty JOS 60

50

540

HK Listed Companies Campaign ERP, PLM, CRM, HCM Karga, JOS, Axline Q1 - Q4 200

CRM OnDemand Campaign CRM AchieveTarget, CRM IT Q1 - Q4 120

Q2 - Q4

60

SAP Install Base Campaign HCM, PLM, CRM N/A 50

JDE for Real Estate / Property Management Campaign JDE Axline

Agile for Consumer Goods, Hi-Tech, and Life Sciences Industries PLM Axline

• Help address HK Apps Pipeline Gap and build coverage through highly targeted sales programs designed to generate quality leads at low cost for both installed base and greenfield prospects

• Drive to 4x pipeline coverage metric hand in hand with field sales, A&C and marketing teams

• Industry and solution-focused campaigns and target accounts aligned to sales priorities

• Extended market reach & penetration; improved customer coverage & response times

• Improved pipeline velocity with deal maturation and closure support

* Currently 1 BDC resource shared between HK and Taiwan. Target to secure dedicated resource for HK in late Q1 or early Q2 pending corporate approval


Strategies and InitiativesStrategies and Initiatives

MRD / COMM


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesPartner Leveraging• Multi national/global acct upsell and chase of revenue transfer• Bring up Kepro as key partner for apps license reseller and implementation

partner for EBS for retail/distribution/property industry• Partner to support program events for Manufacturing Solution Day, Siebel

Loyalty/Marketing Event, CRM Ondemand Event , quarterly Eblast/apps news letter

• Drive partner to develop industry template to assist sellingRevenue Generation• LMS on selected commercial accts• Bring up Lighthouse as key PSFT implementation partner• EBS/JDE IB upsell• Sales cover top 10 accts of each industry segment directly and leverage

partner to cover the rest• Press release for key win and live run to expand publicity• SAP IB penetration with edge products


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • EBS Core plus SCM and MDM option, JDE and PSFT for cross industry• Siebel Loyalty and marketing for retail/distribution/T&T• CRM Ondemand for cross industry• Agile for mfg industry• Demantra for retail/distribution and OTM for T&T industry

Aligned Business Development / IBU / etc• Leverage IBU expertise for key acct and key deal development• Hyperion and key tech IB upsell• Leverage graduate trainee for new business development• Leverage partner to launch repeatable programs such industry event

and eblast/apps news letter


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & Initiatives

Key/Named Accounts • MTR, CX, Li&Fung/iDS, Emerson/Astec, Maxim,

Johnson Electric, Mattel, Airport Authority, Hutchison/AS Watson, Addidas, Henderson, Shangri La


Key PartnersKey PartnersKey PartnersKey Partners

EBS EBS PFTPFT JDEJDE OTMOTM AgileAgile DemantraDemantra

Manufacturing

JOS,JOS,

BechelonBechelon

Lighthouse,KEDA, Vanda

JOS, Axline EII

JOS on Taiwan & China partner, OCS TW

Jigsaw, JOS

Distribution / Retail

JOS, Kepro, IBM, JOS, Kepro, IBM,

COLCOL

Lighthouse,KEDA, Vanda

JOS, Axline EIINA Jigsaw, JOS

Transportation OCS, IBM, JOS OCS, IBM, JOS Lighthouse,KEDA, Vanda

JOS, Axline EII NA N/A

Property /

Construction

JOS, KeproJOS, Kepro Lighthouse,KEDA, Vanda

JOS, Axline N/A, NA N/A


Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Bring up PSFT partner (lighthouse to supplement Vanda)• Channel to monitor key Vanda PSFT implementation• Support JOS business to keep it as our key partner• Get enough partner funding to support programs • Implementation partner readiness for edge product of

Agile, Demantra, OTM, CRM On demand • Support live run success of key EBS Rel 12 case such as

Maxim


Key Actions TimelineKey Actions TimelineKey Actions TimelineKey Actions Timeline

• Finalize team structure/territory assignment/quota

• Finalize programs and business plan with partner/marketing

• Complete accts list to launch program and business development plan

30Days

60Days

90Days

0Days

• Complete acct plan for key deals over 300K

• Acquire funding for programs

• Partner readiness for edge products

• Develop enough pipeline to cover quota

1June

1July

1Aug

1Sept



GEH



Partner Leveraging• JOS – Leverage the CRM skills• HKPC – HRMS Partner• PCCW – CRM and SI partner• ASL - HRMS• IBM – ERP and HRMS


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • Peoplesoft HRMS – more and more depts showing

interests • Siebel CRM – white space for Private Hospitals• Oracle Policy Automation – Haley Business Rules Engine

Aligned Business Development / IBU / etc• Citizens Services IBU – to promote CRM• Continue the Higher Education opportunities

Key/Named Accounts • Hospital Authority – Phase II of ERP rollout



• Build Business Case for Private Hospital completed & contact the Hospitals

• Select 10 departments to explore matching initiatives

• Align Partners Program with Channel Manager to promote the initiatives

30Days

60Days

90Days

0Days

• Finished visit the 6 keys

private hospitals • Finished the departments

visit and review on pipelines

• Review on Partners pipelines

• Select another 10 departments to explore matching initiatives

• Qualified those solid opportunities and build a quick wins approach, e.g. package of sw, hw and services

• Re-run the 10 departments visit and Partners for next quarter

1June

1July

1Aug

1Sept



FSI



Partner Leveraging• CRM: PCCW, Capgemini, Accenture• OFSA: IBM, Deloitte• HCM: ASL, KEDA, IBM• Fin & Proc: Karga, Deloitte, TCS, Capgem


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • FSI dedicated presales in OFSA & CRM• Dedicated FSI Presales personal measurement in line with FSI licence

sales

Aligned Business Development / IBU / etc• Leverage Insight team and FSIBU support in OFSA and Insurance

account coverage with dedicated amount of time allocated to Hong Kong FSI deals, e.g. 5 wk days per month.

Key/Named Accounts • KT: BOC, BOCOM, CKWB, HSBC, AXA, Prudential, AIA• Andis: WLB, ICBC, CCB, BEA, DSB, SCB, ING, Manulife


Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Business Development

- Marketing Events in Q1 – CRM - Marketing Events in Q2 – GRC- ISA in key named account- Whitespace discovery in key named account- KAD account oppty handling: get support from GC,

APAC mgmt team to request teaming agreement with KADs

• Deal Handling- Dedicated FSI presales resources in CRM, OFSA.- Further development of Implementation partner

network to add one or two relevant partners.



• Confirm Key Accounts

• Identify ISA • Whitespace Discovery • Teaming Agreement

established for identified KAD led account GCM

opportunities • Dedicated presales

resources with in line personal measurement identified for CRM, OFSA

30Days

60Days

90Days

0Days

• Partner training fulfilled for new CRM, OFSA service partners.

• Deliver Q1 FSI CRM marketing event.

• ISA + Dedicated FSI presales work out joint account plan with key

named accounts .

• Close the pipeline gap by half

• Identify and start delivering marketing program with individual solution partner.

• Gradual increase of named accounts to 30 per account manager.

1June

1July

1Aug

1Sept



CMU


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesPartner Leveraging• Focus on the India Alliance Partner who has a strong

influence in the Telco solutions e.g. InfoSys (Reach), & Tata (CTM). Expand the AIA offering – MDM to every Communications & Utilities Client.

• Turn the Communications Clients into our reseller of CRMoD – Compelling event – data usage growth & the launch of new device.

• Partners for Upgrade – upgrade to EBS 12 – incremental license business esp. SCM related.

• Re-focus on the NSP – China ComServe, Ericsson, Nokia, Chung Hing.

• Nurture Accenture on our MDM for the utilities white space.


FY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesFY10 Strategy & InitiativesProducts • EBS: incremental revenue with the implementation of the

EBS12.1. Align with BI solution.• EAM – compelling event – 4G licenses. • CCA – with the pilot site in PCCW Solutions, help them to

expand into a hosting model.• CRMoD – reseller model in Telco• BPO- COL is likely to be the first BPO partner in HK.• Siebel: MDM – white spaces for utilities on SAP CC&B.Aligned Business Development / IBU / etc• IBU – eTom education & business process re-engineering• CRMoD – Specialty sales model• AIA – MDM – Expert sales from UBU.



• Key/Named Accounts- HKJC – revival of the HCM Solutions- Ocean Park – ERP (KPMG is the consultant)- China Mobile Hong Kong (CRM & ERP)


Key PartnersKey PartnersKey PartnersKey Partners

• OCS• OSS• Accenture • Tata, Infosys


Outstanding IssuesOutstanding IssuesOutstanding IssuesOutstanding Issues• Partner skills in EBS 12 • Support in AIA & MDM• BI – dataware house solution?



• Established contact with all Telco - CRMoD

• IBU – eTom education blueprint

• AIA - UBU• PCCW - CCA

30Days

60Days

90Days

0Days

• EAM – 4G licenses offering

• HKJC – a solid account plan

• Called on China Mobile management team

• Action plan with Accenture & Indian partner

• Called on all utilities• BPO partner conclusion• Solidify the call plan

with NSP

1June

1July

1Aug

1Sept

Documents

Hong Kong Applications Sales Consulting FY10 Planning 22 June 2009 Keith Ip, Apps Sales Consulting CONFIDENTIAL