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Copyright ©2009, Oracle. All rights reserved. Oracle Confidential
Manufacturing / ALM Field UpdatePieter Els, Keith Ip, KP Loke, Rajeepan Raguneethan, Lokesh Tayal, Harsh Anand, Kevin Lee, Christo Sardjono
APAC Sales Consulting
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Agenda
• Yearly Sales Analysis for Mfg and ALM deals• Regional performance/revenue achievement • Major deal – Wins / Losses
• Sales Outlook• Current pipeline• Where are we selling – types of companies?• Demand Generation Initiatives for growing Mfg / ALM Sales
• Sales Readiness• Organisational Structure – Key Contacts• Partner Relationships• Training requirements• Product Issues and Enhancements
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Year in Review
• Significant Deals Won and Lost• SCM. 3% YoY Growth. 53% Growth in EDGE, -3% “SCM Core”• ALM. 54% Decline (eAM 73%). Growth 2% incl. cMRO
• Hong Kong Housing, EVN, ANZ, Korea deals slipped to FY10• No big deals in eAM – potential for FY10 (analyst predictions)• Kalbe Pharme 100k deal
• MFG. 12% Decline• Economic climate, Growth in Comm’cl.• Doosan ULA in Korea 233k deal.
• Sales initiatives• HQ Team Activates in APAC appreciated (ANZ-CAB, China, India)
• Changes• FY10 Sales & Pre Sales structure change from regional to country• OBA Team – Raj, & COE – Lokesh with eAM FY10 Target• MOC – VCP Speciality Sales as credit (no target)
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FY09 Sales Analysis – APAC SCM
FY08 Budget -> FY09 Budget : 47% (64.6m)
FY08 Actual -> FY09 Budget: 83%
FY05FY05
4%4%FY07 (APAC)FY07 (APAC)
APAC New Apps License APAC New Apps License GROWTHGROWTH
$28.5M Actuals$28.5M Actuals
FY07FY07
74%74%FY06 (APAC)FY06 (APAC)
APAC New Apps License APAC New Apps License GROWTHGROWTH
$29.8M Actuals$29.8M Actuals
FY06FY06
25%25%FY05 (APAC)FY05 (APAC)
APAC New Apps License APAC New Apps License GROWTHGROWTH
$17.1M Actuals$17.1M Actuals
24%24%FY08 (APAC)FY08 (APAC)
APAC New Apps License APAC New Apps License GROWTHGROWTH
$35.2M Actuals$35.2M Actuals
FY08FY08
3%3%FY09 (APAC)FY09 (APAC)
APAC New Apps License APAC New Apps License GROWTHGROWTH
$36.1M Actuals$36.1M Actuals
FY09FY09
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FY09 Sales Analysis - ALM
• 1,251k• YoY -54% (ANZ, GC)• eAM rev down 73%• OAT rev up 870%
• Decline in ANZ, GC• No ULAs, No big deals• Deals lipped into FY10
• eAM FY09 = 54 Transactions = 722k (13k avg)• Top 10 deals at Avg 50k• Top 20 deals at Avg 31k
• eAM FY08 = 57 Transactions = 2646k (46k)• Top 10 deals at Avg 226k• Top 20 deals at Avg 127k
• OAT FY08 = 8 Transactions = 54k (6k avg) • BAE reversal
• OAT FY09 = 8 Transactions = 528k (66k avg)• Telstra, BAE
• MRD: 45%, COM: 32%
• FY08: 69% MRD, 25% COM
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Key Wins – ALM OAT (Mostly stand-alone into CMU, MRD)OAT (Mostly stand-alone into CMU, MRD)
ASN: Kalbe Farma Win Report
KR: Doosan Win Report
ANZ: BAE Win Report
ASN: Somboon Win Report
KR: TongYang Win Report
Other eAM Go Lives in FY09:
MTR, POSCO
Other eAM Go Lives in FY09:
MTR, POSCO
eAM (No Large deals or significant ULAs. Small Q3. Slipped deals)eAM (No Large deals or significant ULAs. Small Q3. Slipped deals)
ANZ: Barrick Go-Live Report
ANZ: Origin Go-Live Report
ANZ: Telstra Win Report
ASN: Kalbe (KMI) Go-Live Report
IN: Indus Win Report
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FY09 Sales Analysis - MFG
• 3,611k• YoY -12%• YoY -7% excl MOC• OPM rev up 394%• DMF rev down 8%• No MOC• Small MES ~ 50k• # Transactions -10%
• ASN – up• GC, KR, IN –
down
• MRD: 50%, COM: 49%
• FY08: 70/25
• MFG FY08 = 196 Transactions = 4108k (20k avg)• Top 10 deals at Avg 223k, Top 20 deals at Avg 144k
• MFG FY09 = 176 Transactions = 3611k (20k avg)• Top 10 deals at Avg 118k, Top 20 deals at Avg 87k
• DMF FY08 = 148 Transactions = 3692k (24k avg) • Top 10 deals at Avg 151k, Top 20 deals at Avg 101k
• DMF FY09 = 138 Transactions = 2728k (19k avg)• Top 10 deals at Avg 108k, Top 20 deals at Avg 75k
• OPM FY08 = 71 Transactions = 178k (2k avg) • Top 10 deals at Avg 100k (adj), Top 20 deals at Avg 63k
• OPM FY09 = 59 Transactions = 882k (15k avg) • Top 10 deals at Avg 48k, Top 20 deals at Avg 33k
FY08: 90% DMF, 4% OPM, 6% MOC
(Fonterra reversal)
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Key Wins – MFG
Top 10 Deals. (Growth in ASEAN, Small Q3, no MOC )Top 10 Deals. (Growth in ASEAN, Small Q3, no MOC )
ANZ: BAE Win Report KR: POSCO Go-Live
IN: ATUL Ltd. Win Report
IN: SRF Ltd. Win Report
KR: Doosan Win Report
DMF, OPMDMFDMFDMFDMF, OPMDMFDMFDMFOPMOPM
ANZ: G.James Go-Live
GC: Nice Go-Live
ANZ: Thai Summit Win Report
GC: North Infrared Win Report
ASN: Perum Peruri Win (MES)ASN: Nitrifood Win (WMS)
BoeingBoeingHauwei – Discrete MES
Hauwei – Discrete MES
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ANZ ALM & MFG Background
• Collectively, Oracle EBS, Siebel and Peoplesoft in ANZ has very few customers in Manufacturing. JDE has reasonable customers in manufacturing but mainly in Mid-Market
• Current and Future Opportunities in Utility, Government and Mining.• Siebel CRM has branding, Peoplesoft & EBS HCM has branding,
Oracle Financial has branding. EBS EAM & MFG has little brand recognition in the market.
• MFG and EAM sales have been done as primarily pull-thru’-sales from ERP. Market for these holistic ERP sale is limited.
• Account Managers have more and more products to sell. Anecdotal evidence show that Account Managers are selling relatively more branded products (Siebel, CRM on Demand, etc) – this need to be checked. Leads are easier to come by for branded products. Non branded products require more proactive lead generation.
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ANZ - ALM Perspectives
• Oracle lack branding in Supply Chain/ Mfg /Maintenance in ANZ (though improving but slowly).
• Not enough MFG installed based to upsell significant amount of EAM.
• Not enough EAM specific success stories for use to do low cost demand generation and for other purposes.
• Ease of use, though improved, is still behind Maximo (this is feedback from independent consultant at OE)
• Spatial/ linear asset is needed to go all out in Utility sector
• No Corporate funded marketing
PositivesPositives NegativesNegatives• Winning EAM within ERP sales
and within IB (though still hard fight with Maximo).
• EAM has good deep functionality• Strong EAM pre-sales skills• A few good customer reference
sites for EAM• Distributed EAM allows us now to
edge into non EBS IB. Branding of EAM now need to be developed to compete with Maximo. (how?)
• Can leverage P/S and Siebel IB.
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Korea - ALM & MFG Perspectives
• Korea Apps Sales & marketing not focused on ALM/OAT/MOC/MES market
• Korean ALM market is quite saturated / matured – prefer Maximo
• Our MOC/MES functionality is too poor compare to competitors
• The niche MOC players have very strong relationship with CIM department of MFG companies – prefer Rockwell
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Sales Outlook – ALM (ANZ)
Prospect Industry Deal Size (incl ERP)
Products Status
NZ Housing GEH > $1.0M ERP, EAM Preferred Supplier,Q2
SA Health GEH > $1.5M ERP, EAM Preferred Supplier,Q2
Gold Coast City Council GEH >$1.0M ERP, EAM RFP to be released 09/2009
Newcastle Coal Infrastructure Group
Com-mercial 350K ERP, EAM In progress
Dept of Defence GEH >$2.0M EAM/ CMRO Delayed due to budget constraints
KCGM MRD 250K ERP, EAM RFP - to be released Oct / Nov 2009
ACTEWAGL CMU ??? EAM Did EBS demo. UGBU now involved.
Solid Energy MRD EAM More EAM users after upgrade to 12
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Sales Outlook – ALM (ASEAN)
Prospect Industry Deal Size (incl ERP)
Products Status
Electricity of Vietnam Utilities (ASN)
150 K for the first power plant
EAM Signum undertook study
PTTEP Thailand Oil and Gas (ASN)
EBS + EAM + Tech Tender would be released soon
PT. Mobile-8 Telecom Telecom (ASN)
175k OAT Q3
Glow Energy Public Company Limited
Utilities (ASN)
150k eAM Q4 – eAM Add-on
PAG-IBIG FUND (PH) Fin (ASN) 100k eAM Q3 - early
Minor Information Technology Limited
Prod Ser (ASN)
80k eAM Q4 – depending on Fin go-live
Bangkok Expressway Public Co Ltd
ASN 27k eAM Q3 – demo done.
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Sales Outlook – ALM (India)
Prospect Industry Deal Size Products Status
NHAI E & C 300K EAM, Projects,Procurement
10%
Escorts Agri Industrial Mfg 50K EAM 20%
Birla Copper/Hindalco
Natural Resources 100K EAM 20%
Swan Telecom 250K OAT 60%
Datacon Telecom 250K OAT 60%
BSNL GSM Telecom 2M (150K EAM) EAM 40%
CICP Defense 1 M EAM, Purchasing, Inventory, Demantra
20%
EME Defense 500K cMRO, EAM 10%
Power Grid Utilities 100K EAM 10%
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Sales Outlook – ALM (Greater China)
• Win/Loss review – FY09
• ALM Pipe – FY10
• Housing Authority – Rev rec• MOR – long term
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Sales Outlook – ALM (Korea)
Prospect Industry Deal Size Products StatusShinBunDang-Metro Metro/T&T (KR) 30k eAM Proposal PT on Aug.12
Daegu Metro COM (KR) 30k eAM FY10
Busan Metro COM (KR) 30k eAM FY10
KAI A&D (KR) 30K eAM Waiting RFP
HyouSung Chemical/Heavy Electrics (KR)
30K eAM Waiting RFP
DooSan Engine Ship Engine (Heavy Industry) (KR)
30K eAM Early / Not start RFP stage yet
HanWha Chemical Chemical (KR) 30K eAM Waiting Final Decision
KTF COM (KR) 100K OAT Early / Not start RFP stage yet
LGE MRD (KR) 277k eAM Early / No Need from LGE
Ministry National Defense
MRD (KR) 79k eAM Early / No action from MND
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Sales Outlook – ALM ($7.4m GCM pipe)
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Sales Outlook – MFG (Korea, ANZ)
Prospect Industry Deal Size Products StatusBoral MRD (ANZ) 250k MOC Early stages – Q4
ResMed MRD (ANZ) 118k MOC Early stages – Q4
Crane Group (JDE) MRD (ANZ) 79k MOC Overflow from FY09
Westfarmers MRD (ANZ) --- MOC May come back
Fonterra MRD (NZ) 621k JDE? Q3 – Insight Activity
Department of Transport
MRD (ANZ) ? MFG Early
HanWha Chemical MRD (KR) ? MOC MOC is almost scoped out in HanWha because Consulting firm do not recommend Oracle MOC due to be lack of function/ref-site/Impl RSC
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Sales Outlook - ASEAN
Prospect Industry Deal Size Products StatusPHARMA MANUFACTURING ML (ASN) 400k OPM Early stages
Toyota Astra Motor Indonesia (ASN) 100k DMF Q4
Anggada Putra Rekso Mulia Indonesia (ASN) 80k DMF Q2
Crysbro (Pvt) Ltd MRD (ANZ) 75k MFG Q3
Xepa-Soul Pattinson (M) Sdn Bhd
ML (ASAN) 71k MFG FY10
Chartered MRD (ASN) 150k (ULA) MOC May come back
Fazal Textile Mills Limited PK (ASN) 50k MFG Q2
Smaller ones…
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Sales Outlook - MFG (India)
Prospect Industry Deal Size Products Status
Tata Steel Natural Resource 638K MOC, BPEL 40%
Thermax Chemicals Chemicals 249 OPM, Additional modules
20%
IFFCO Ltd Chemicals 250K OPM, Financials 70%
Godfrey Philips Consumer Products 250K OPM, Order Management, Purchasing
10%
ICF Travel & Transportation
175K Discrete Manufacturing
30%
Bhushan Ltd Steel 150K OPM 40%
Allana Sons Poultry 250K ERP, OPM 40%
Suguna Poultry Farm Poultry 100K OPM 40%
TamilNadu news prints & paper
Natural Resources 150K OPM 10%
Coal India Natural Resource Strategic opportunity OPM, ERP 10%
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Sales Outlook – MFG (Greater China)
• Win/Loss review – FY09
• MFG Pipe – FY10
• PetroChina – MOC – 250k - open bid and we are at early engagement stage
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Sales Outlook – MFG ($6.7m GCM pipe)
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Demand Generation – FY09 in Review
Resulted in a Demantra win at Eveready Industries India Ltd
eAM CAB in SydneyMOC webcast - ANZ
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Demand Generation – FY10
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Demand Generation – FY10
• Note that there are no specific activities for eAM • No specific activities for Manufacturing specific
solutions like MOC, the focus is mostly on VCP or Demantra, OTM, Agile.
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Demand Generation Initiatives – ANZ
• MOC Webcastby G James Glass• Linear Asset Training for APAC• Co-ordinated EAM CAB
• No formal marketing initiatives specific on ALM or MFG• Initiated creation of success story specifically for EAM at Origin
Energy. Will use story in small mail out campaigns.• Initiated discussion with key AM on EAM for utility accounts. Many
P/S customers in utility industry.
FY09FY09
FY10FY10
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Demand Generation Initiatives – India
• Targeting OPM install base to up-sell MOC
• Pitching integrated story on asset life cycle management in telecom with CGBU team
• Utilities have started adopting ERP in India. Help needed to plan sessions/marketing events focussed on Asset management for utilities for partners & utilities customers
• E-mail campaign & marketing events required to generate leads for MOC in SAP install base
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Demand Generation Initiatives for growing Mfg / ALM Sales – outside APAC Marketing
• China – MFG• HK / South China - ALM• Korea - ALM• ANZ – ALM – need collateral.• Other Demand Generation assistance?
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Sales Readiness - Contacts
Contact Region / Country
Sales Consulting
Rajeepan Raguneethan
KP Loke
Keith Ip
Harsh Anand
Christo Sardjono
Kevin Lee
Lokesh Tayal
Pieter Els
APAC OBA
ANZ – SCM Lead
GC (HK) – SCM Lead
India – SCM Lead
ASEAN – Solution Architect
Korea – SCM Lead
APAC ACE (eAM/cMRO)
APAC SCM, EDGE
Sales Subhomoy Sengupta
Scott Dawes
Ash Khalek
Surya Bhardwaj
Edwin Lo
Moon Won
Darren Rushworth
GM Specialty Sales - APAC (MOC, EDGE)
VP Sales - ANZ
GVP Sales - ASEAN
VP Sales - India
GM Sales - GC
VP Sales - Korea
VP Oracle Direct - APAC
Partner, OCS Sales, OCS Delivery
Jeanie Yap, Vinod D
Vijay Kusurkar
Stephen Simek
Partner Enablement (APAC SCM)
OCS Sales (APAC)
OCS Delivery (APAC)
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ALMALM DMFDMF OPMOPM MOCMOC
ANZANZ
ASEANASEAN
GREATER GREATER CHINACHINA
INDIAINDIA
KOREAKOREA
Conacent
Sonata
Bluestar
LTITL
Accel
Systime
Zensar
Conacent
SQL Star
Sonata
Bluestar
LTITL
Beijing Longshine Information System Co. Ltd.
Eltiesland
Bachelon
HeplpGo
PT. Sigma Solusi Integrasi
ABSC
IOM -EBS
FPT
Pythis
PT. Sigma Solusi Integrasi
PT. Berca Hardayaperkasa
Headstrong Philippines
iOM Philippines
Jaffar Brothers (Pvt) Ltd
Sidat Hyder Morshed
A.F.Ferguson & Co
IBCS Primax (VAR)
PT. Sigma Solusi Integrasi
PT. Star Performa, Philippine Services.Org
FPT, Pythis,
Jaffar Brothers
A.F.Ferguson & Co
Sapphire Cons
DMS Software Tech
Key Partners
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Training Requirements
• TOIs for OAT • Graphical hierarchy• FA integration with eAM
• TOIs for MOC • Industry Specific• JDE• eAM
• TOIs for eAM – Industry Specific• Partner Training – Guided Learning Paths (GLPs)
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Product Issues / Gaps
• ALM & MFG Specific content (case studies, industry collateral to functional level, DSS industry data)
• WEB 2.0• OBIEE for ALM / MFG (incl. Costing, Quality, etc.)
• eAM – Services Procurement
• eAM – Contract Management
• EAM Linear Assets & Utilities
• eAM Material sourcing (IR from WO)
• OAT – Bhati issues (warranty)
• MOC and JDE?
• DMF Lot Costing / Converged Costing - Metals
• DMF Dual Units of Measure - Metals
• OPM CTO - Metals
• OPM – Outside Processing
• Standalone MES (not just MFG)?
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Product Issues / Gaps - India
• Managing warranty & AMC across industries. Special concerns in Telecom because of large volume of equipments to be managed
• Managing outsourced maintenance in Telecom
• Area for future- RFID integration of Telecom Assets. NOC integration with Asset tracking
• Delayed implementation in steel industry/packaging industry due to gaps in order management & manufacturing
• Localization issues
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Goals for 2010• Increased Sales License Revenue –
• Demand Gen• Mindshare on EAM product in utilities
• SC skills improvement – Solution Selling (need collateral)
• Partner enablement – Skills development
• MOC Deals – Traction needed via up-sell• India targeting ~ 2 MOC sales = SAP install base & up-sell
• Customer references – Target accounts• India targeting to Improve references in MFG & 1 x OAT
• OBA Focus – Volume Sales in Comm’cl
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