gc applications sales consulting update sally li senior director gc applications sales consulting

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GC Applications Sales Consulting Update

Sally LiSenior Director GC Applications Sales Consulting

Table of Contents

1. GC Application SC Organisation Chart

2. ISA Program Update

3. GC Applications Sales/SC Initiatives Update• Sales Consulting Framework for Supporting Sales Initiatives

• FY10 Potential Sales Initiatives (For Discussion)

• FY10 Sales Consulting Initiatives• Product Solutions Development• Sales Consultants Continuous Improvement & Development


1. GC Application Sales Consulting Organisation

O rg a n iza t ion C h art T it le

K a re n JiA d m in A ssis ta n t

1

N C N S C MS im on X ieD ire c ts : 6

T o ta l: 7

E & S C N S C MD a n ie l G ao

D ire c t: 8T o ta l: 9

H K S C M4

T W S C M5

K e ith IpG C S C MD ire c ts : 2T o ta l: 16

N C N C R M6

E & S C N C R M 6

H K C R M3

T W C R M2

L i JunG C /C N C R M

D ire cts : 12 T o ta l: 13

N C N H C M4

E & S C N H C M4

H K H C M1

T W H C M1

O liv e r C h enG C /C N H C M

D ire c ts : 8 To ta l: 9

N C N F M SJe ss ie D o ng

6

E & S C N F M SA le x H e

10

H K F M S4

T W F M S3

N e llie N g ooG C F S I

1

J o yce T anG C F M S

In d u s try In itia tivesD ire c ts : 3 To ta l:18

N C N A rch2

E & S C N A rch2

H K A rch1

T W A rch1

C h a rle s Zh a ngG C A rch ite c tu re

D ire cts : 6 To ta l: 7

H K F M S4

H K C R M3

H K A rch1

H K S C M4

H K H C M1


1

K e ith IpH o ng K o ng


T W E R PA le x T sa ng

7

T W C R M2

D e b b ie W o ng1

F M S /H C M

V irg in ia W u1

S C M /C R M

T W A rch1

S u sa n G u ngD o m a in E xp e rt

1

F u H un g -C h a ngT a iw an

D ire c ts: 5 T o ta l: 12

H u an g B ing q inIS A P Ro g ram

1

S u sa n G u ngD o m a in E xp e rt

H C M1

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

D ire c ts: 9 T o ta l: 92

S ich en g YuG C S a le s C on su lt ing

GC Regional Focused Structure

GC SCM & HK Apps SC Structure

Jo na th a n Ch eu ngH K A pp s A rc h ite ct


R e x M aH K S C M

W an d a C hu ngH K F M S

M ik e L ukH K S C M

A rv in C h anH K F M S

R ic ky 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

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 s u iH K C R M

E d dy W o ngH K H C M

L in Fe ngC e n tra l C N S C M

S H

L e an d er Ch enC e n tra l C N S C M

S H

Ja ck y Ya ngC e n tra l C N S C M

S H

Z h an g L eiC e n tra l C N S C M

S H

C h ris Z h a ngS o u th CN S CM

G Z

Q iu H a id u iS o u th CN S CM

G Z

L is a W a ngS o u th CN S CM

G Z

D a n ie l G aoC e n tra l & S o u th C N S CM

D ire c ts : 7 To ta l: 8

K e vin Zh a ngN o rth C N S C M

B J

L i W e n sh e ngN o rth C N S C M

B J

L u cy C u iN o rth C N S C M

B J

V iv ia n H eN o rth C N S C M

B J

A n tho n y Q iuN o rth C N S C M

B J

G a ry L iN o rth C N S C M

S h en ya ng

S im on X ieN o rth C N S C M

D ire c ts : 6 To ta l:7

Jo n a h T s a iT W S C M

A lvon Ch e ngT W S C M

D a v id H suT W S C M

A le x T se ngT W S C M

V irg in ia W uT W S C M

K e ithG C S CM & HK A p ps S a les C o ns u lting


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

Application ArchitectureHigh TechCRM

Proposed TW SC OrganizationHung-Chang Fu

SCM

Core ERP HCM

Debbie Wong HCM/FMS

Sandy Chiu CRM

Virginia Wu SCM/CRM

Brian.BT Lee AA

Charles ChengCRM

Alex Tseng SCM

Alvon ChengSCM

David-CJ HsuSCM

Jonah TsaiSCM

Anne Yang FMS

Nelly HuangFMS

TBHFMS

2. Greater China Industry Solution Architecture Program Update – FY10 PlanningV1June 2009

Agenda

<Insert Picture Here>• Greater China ISA Program Charter• Greater China ISA Program Structure• ISA Program Status Update• FY10Q1 Focus• Appendix

Greater China ISA Program Charter• For identified top priority industries:

• Assist with industry focused sales & marketing planning cross sales teams

• Provide key account focus to grow overall Oracle solution share, establish multi-year relationship and build icon reference

• Drive qualified pipeline and revenue realization from assigned key accounts in select industry

• Deliver reusable end2end industry solution assets, enabling wider community internally and externally

• Drive repeatable success for select industry, enabling wider community internally and externally

• Deliver Oracle end2end unique value proposition and thought leadership in the marketplace for select industry

ISA Program Metrics• For identified top priority industries:

• Revenue related KPIs• Assigned Key Account Pipeline Growth• Assigned Key Account Revenue Growth

• Non-revenue related KPIs• End2end industry solution asset readiness peer reviewed• Key account plan readiness across multi-years• Internal and external community readiness of Oracle industry

solution• Number of References with detailed reference story by industry• Industry awareness and pipeline growth• Oracle coverage of external industry community

Enterprise Architecture

“Enterprise Architecture” vs. “Solution Architecture” – ISA vs. Virtual Industry Teams

Commercial Retail Head Office Operations

Manufacturing

Marketing

Sales

Distribution

Procurement

Human Capital

Finance

Customer Support

Asset Mgmt

LOB

Function

A structured, architecturally led approach to engaging with our customers has become critical in order to

effectively position our diverse solution set

e.g., an oppty where the focus is the Solution Architecture

Roles and Responsibilities

AppsEPMTech IBU

GBU

Oracle Client Advisor (OCA)

Industry Solution Architect (ISA)

Virtual Industry Team SC

1 FTE assigned to Global Key AcctsPart FTE assigned to APAC Key Accts

For Apps: Assigned to select “A” Accts

For Apps: Assigned to each active oppty in an Acct; can also be assigned to an account with clear identified product solution focus

Enterprise Architect (EA)

For Tech: Assigned to select Tech industry HQ and Tech key accounts

ISA Program DeliverablesCompleted: Phase I industry application solution deliverables

Solution overview Template (x-Apps Product lines) Case studies (Short version) Sales Guide Whitepaper (select industries)

ISA industry plan delivered for phase I & phase II industries Whitespace analysis & Pipeline analysis Market opportunity & solution readiness analysis BD plan & solution initiatives Action plan

Whitespace analysis template and dashboard established for FSI and Life Science; further roll-out to other industries planned

ISA leader key account architect initial training carried out

ISA and Virtual Team for Priority Industry – Phase 1

Focus Industry IBU ISA Leader Virtual Team

Utilities Li Jun

CRM: Li Yun Feng (BJ)FMS: Carie Chai (BJ), Linna Sun (SH)SCM: Kevin Zhang (BJ)HCM: Tony Wang (BJ)

Banking & Insurance Patrick Ng Zhang ChangMao

CRM: Anita Fu (HK), Hunter Wang (SZ), Zhu Ying (BJ)HCM: Helen Liu (IC3)FMS: George Lu (BJ), Andy Tang (GZ), Nellie Ngoo (HK)IBU: Patrick Ng (HK)Jessie Dong

E&C Cecilia Shen He Yi

COMM: Simon Xie (BJ), Joy Zhou (SH), Charles Guo (SH)FMS: David Tao (SH), Shen Yi (SH), Carie Chai (BJ)CRM: Watson Zhu (SH)HCM: Alick Zheng (SH)IBU: Cecilia Shen (SH)Flint Cheng (SH)

Life Science GuoXue Yang Daniel Gao

COMM: Ling Wu (TW)SCM: Lucy Cui (BJ)FMS: Jane Min (BJ)CRM: Michael Jiang (SH), Bingqin Huang (SH)HCM: Alick Zheng (SH)

Food (CPG) Simon Xie SCM: Vivian He (BJ), Jacky Yang (SH), Lin Feng (SH)CRM: Cindy Zhao (BJ), Watson Zhu (SH)

Oil & Gas Dylan Deng Flint ChengCRM: Nicholas Song (SH)MDM/AIA: Frank Feng (BJ), Xuan Sun (BJ)IBU: Dylan Deng (BJ)

ISA and Virtual Team for Priority Industry – Phase 2

Focus Industry IBU ISA Leader Virtual Team

Telco Juni Yan Eric Yip

SCM: Lucy Cui (BJ)CRM: Gene Qian (SH), Yunfeng Li (BJ)HCM: Tony Wang (BJ)Jessie DongBingqin Huang

High Tech Jeremy Tan/ Clarence Wong Feng Zhigang TBD

Industrial Manufacturing Allan Zhou Jean Jiang TBD

T&T Junchu Hou George Zhou TBD

Metals Lin Feng

FMS: David Tao , Denis AoCRM: Nicholas SongEPM: TBDAgile: TBD

FY10H1 initiatives• ISA program standard deliverables publishing – First Batch• ISA program standard deliverables development for Batch 2• Contribute to FY10 Sales Industry Planning• Support Industry and Key Account Marketing• Key account nomination with sales revenue expectation for FY10

and next 2 years completed• ISAs assigned to key accounts completed (Some key accounts may

be led or co-led by IBU and EA team resources). ISAs support Sales with account plans

• Kick off ISA training and certification program• Followed up by quarterly ISA program reviews

• Revenue and pipeline impact with ISA program• Industry solution readiness assessment• ISA key account engagement review and deliverable review/share• 360 degree feedback and continued improvement


GC Applications Sales/SC Initiatives Update


Sales Consulting Framework for Supporting Sales Initiatives

How Can SC Team Support Sales Initiatives?

MeetSales

Targets!Market

Analysis

ProjectPlanning,

Resourcing & Management

Execute,Monitor &

Report

Step 1 Step 2 Step 3


• Step 1: Market Analysis Identify Solution Requirements & Perform Market Analysis• What solutions are in demand? - Identify market requirements for

application solution• Does Oracle have the application solution? Oracle solution Fit-Gap

Analysis• What’s the potential market size? Identify target customers, identify

solution gap opportunities (whitespace analysis), estimate deal size, etc.

MeetSales

Targets!Market

Analysis

ProjectPlanning,


Execute,Monitor &

Report



• Step 2: Project Planning, Resourcing & ManagementGet Endorsement & Set Up Project Charter• Identify initiative sponsors and get cross LOB involvement and

endorsement• Identify participating partners and secure partnership agreement via

Channels and Alliances LOB (if required)• Develop project charter stating objectives, target customers, execution

plan, resources, etc.• Execution plan may include solution development, sales team

readiness, market awareness events, etc.

MeetSales

Targets!Market

Analysis

ProjectPlanning,


Execute,Monitor &

Report



• Step 3: Execute, Monitor & Report

Execute, Monitor Progress & Report Results• Develop industry solution packs (if required) via our ISA program

office, OBA program etc.• Regular monitoring to track progress to execution plan and provide

regular status report • Identify hiccups and seek remedy action

MeetSales

Targets!Market

Analysis

ProjectPlanning,


Execute,Monitor &

Report



FY10 Potential Sales Initiatives (For Discussion)

Sales Initiatives Summary(Work In Progress…..)

• Cross Industries• CRM Business Process Outsourcing (BPO) program for Marketing

and Loyalty – currently working on partner recruitment with APAC BPO program director to build business cases, focusing on MNCs, Retail, FSI and Travel & Transportation industries.

• CRM onDemand “ISV program” – Need to formalize with CRM onDemand specialist teams and A&C teams to recruit partners who can add value (business consulting or integration with their existing hosted systems) to the customer and provide a total solution in selected industries including High Tech, Automotive, Life Sciences and FSI.

• FMS China Stimulus Package• HCM Edge Products Surround SAP

• Oracle Incentive Compensation• iLearning• Campus Solution


• MRD/Commercial Accounts Initiatives• SASAC

• MRD SASAC – Group/Holding Company Financial Solution 集团财务管控解决放案 Roadshow. EPM+ERP Financials+BI Apps. In FY09 was successfully run for several SASAC group companies’ CIO and can re-run with updates for CFOs this year.

• HCM Solutions Sales Kit for SASAC• MRD-E&C Solution Roadshow – to check whitespace analysis by

ISA program for E&C • MRD-Joint Primavera & Oracle Project Management Solution

Roadshow for E&C – He Yi (TBC)


• FSI Initiatives• China Regional Banking Phase II – CRM• China Regional Banking Phase II – HCM China Regional

Banking Phase I – FMS solution release upgrade development & Rollout

• China Regional Banking Phase I – FMS solution extensions adding EPM & BI Apps

• FSEPM (The new OFSA)? (What the sales comp plan rule?)


• CMU Initiatives• CMU – Media

• There is a planned presentation in August 2009 at an event for Online Gaming Companies

• CMU- Financial Solution for Publishing Industry


• GEH Initiatives• China MoHRSS Project


• HK Initiatives (See next 2 slides)

Hong 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• MTR• Hospital Authority• Housing Authority• Bank of China• Etc…

Align with Sales Sales Consultants KAD

Hong 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)

Summary of FY10 TW Initiatives

Initiative Target Industry

Reference

Channel Management High Tech OBM

MSI

Sales & Operations Planning High Tech OBM

Acer, Diodes

Service Parts Planning High Tech OBM

BenQ

Universal Customer Master FSI, CMU Taiwan Mobile

Key Talent Management & Successor Development

FSI, CMU, MRD

China Petrochemical Development Corp.

Sales Initiatives Details(Working slide, to be removed)

• The following are the detail slides provided by the various apps SC leaders. Most of the suggested initiatives are grouped by industries in the Sales Initiative Summary section you have just seen. Some are to be discussed.

CRM Sales Initiatives Suggestions(By Bingqin)

1. Regional Banking – CRM solutions; targeting CCBs and RCCBs. 2. Business Process Outsourcing (BPO) program for Marketing and

Loyalty – currently working on partner recruitment with APAC BPO program director to build business cases, focusing on MNCs, Retail, FSI and Travel & Transportation industries.

3. CRM onDemand “ISV program” – Need to formalize with CRM onDemand specialist teams and A&C teams to recruit partners who can add value (business consulting or integration with their existing hosted systems) to the customer and provide a total solution in selected industries including High Tech, Automotive, Life Sciences and FSI.

4. CRM Customer Care and Customer Forum Program. Target to host a GC CRM customer forum in H2. In H1, we will survey install bases and re-visit key icon install bases (around 10) to update our reference story and offer CRM assessment and roadmap services to generate upsell opportunities and more reference collaterals.

HCM Sales Initiatives(By Oliver)

• Edge Products Surround SAP• Oracle Incentive Compensation• iLearning• Campus Solution

• China MoHRSS Project• HCM Solutions Sales Kit for SASAC • Enable Reference Selling

• Sales Reference• Customer Insight and Connections

FMS Sales Initiatives Suggestion(By Joyce)

1. MRD SASAC – Group/Holding Company Financial Solution 集团财务管控解决放案 Roadshow. EPM+ERP Financials+BI Apps. In FY09 was successfully run for several SASAC group companies’ CIO and can re-run with updates for CFOs this year.

2. MRD-E&C Solution Roadshow – to check whitespace analysis by ISA program for E&C

3. MRD-Joint Primavera & Oracle Project Management Solution Roadshow for E&C – He Yi (TBC)

4. CMU – Media• There is a planned presentation in August 2009 at an event for

Online Gaming Companies5. CMU- Financial Solution for Publishing Industry6. FSI- China Regional Banking Phase I-Financial Solution Upgrade

& Sales Campaign Rollouts7. FSI – FSEPM opportunities (check sales comp plan)8. X-Industries - China Stimulus Package – He Yi (TBC)

GC 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

Applications Technology SC FY10

• Training Program for AT FY10:• EBS R12.1 training roll-out to GC including:

• EBS R12.1 Application Technology• MDM, includes CDH and PIM new feathers of EBS

• Fusion’s Architecture and Technology introduction from HQ.• AIA deep dive training

• AIA business development and partner program• AIA Partner selection for GC Apps Partner

• Completed first round selection for Tech AIA Partner in FY09, and will start selection for Apps Partner from FY10.

• AIA Partner enablement. • ADS network performance testing is on-going in GC

• As the important Demo Env., ADS has lots of issues and was not used often in Key demos. The testing will present the real status of network connection to ADS and seeking resolution. The testing will continue to end of FY10 Q1.

• Communicate with ADS team to improve ADS performance.• Seek another resource to improve our Demo equipment for China.•


FY10 Sales Consulting Initiatives (For Discussion)

•Product Solutions Development

•Sales Consultants Continuous Improvement & Development

Cross Team / Common SC Initiatives

• Roll-out Demo2win approach to improve win rate and soft-skill training to upskill SC with BD capability

• Product knowledge sharing and new release (R12.1/R9.1) roll-out training to partner and existing customers to improve high product adoption rate and explore upselling oppty.

• More cross-product training and demo scenario development to maximize Oracle total solution value

• FSI Regional Bank Initiatives – HCM Template build• CN/HK Localization and Enhancement – China city expansion of

HCM coverage and Fusion HCM release for China• Enterprise Learning MGMT Translation – Traditional Chinese• ADS – China local demo data build and UPK record with SCS

FMS SC Initiatives(By Joyce)

1. Release R12.1 Sales, Sales Consulting & Partner Readiness 2. R12 pre-packed demo viewlet development (Jointly with SCS)3. Hyperion Rel11 Sales, Sales Consulting & Partner Readiness 4. Joint Primavera & Oracle Project Management Solution

Development & Training

Industry Demo Board

• Work in progress

Greater ChinaHCM

ORACLE GREATER CHINABUSINESS UPDATE: HCMVERSION 1.0 June 2009

GC HCM - Last 3 Years Performance

$9.6M Actual$9.6M Actual

FY09FY09FY08FY08$5.7M Actual$5.7M Actual

FY07FY07$5.2M Actual$5.2M Actual

(not the full list)

(TBC)(TBC)

FY10FY10

FY10 Pipeline Analysis (25M)Country Quarter # of deals Total Amount (K) Average

Size Deal Size Distribution Pipeline

HongKong

Q1 4 182

114KQ2 13 1,216

Q3 11 1,633

Q4 11 1,421

Total 39 4,452

Taiwan

Q1 8 762

124KQ2 10 823

Q3 6 1,185

Q4 8 1,197

Total 32 3,967

China

Q1 28 3,124

131KQ2 38 6,161

Q3 39 5,124

Q4 21 2,112

Total 126 16,521

Industries Potentials with HCM Solutions GEH CMU FSI MRD/COM

IndustriesPotentials

-High Education-MoHRSS-Civil Servants development-HR Insight

-Sales Force Comp-Talent Segmentation-Corporate University-HR Insight

-Sales Force Comp-Regional Banking-Talent Segmentation-Corporate University-HR Insight

-SASAC(Group Control)

-Talent Segmentation-E-Learning for professionals(Airline, Oil, Gas)

-HR Insight

HCMSolutions

OIC for Telco OIC for Retails

HCM Template for Regional Banking

Upsell Talent Management Suite (Performance Management, Recruiting Solutions, Learning Management)

OIC for Banking & Insurance

HCM Sales Kit for SASACCampus Solutions

MoHRSS Program

iLearning for Corporate University iLearning to surround SAP

iLearning for Civil Servants

Development

BI Apps (HR Analytics)

Key Initiatives 1 – Edge Products Surround SAP• Support A&C for partner mapping and

enablement

• Scan and upsell to Oracle installed base

• Surround SAP (OIC can be standalone)

• Edge differentiation in ERP and CRM bids

Oracle Incentive Comp.A

• Develop CMCC and PingAn University as the show cases of Corporate University Powered by Oracle

• Develop China Eastern Airline and Baosteel as show case for surrounding SAP

• Scan and upsell to Oracle installed base

• Surround SAP installed base (Oil, Gas..)

B iLearning

• Leverage HK/TW HE and HEUG customers experiences and momentum to knock China campus with end-2-end campus story

• Support GEH team on China HE road show

• Develop Key Campus Solutions Partner (in progress)

C Campus Solutions

Key Initiatives 2 - MoHRSS (China)

• Dedicated program office established

• Statements of Direction approved

• Funding for development approved

• Master Agreement Drafting• LJE Request submitted to

BP for review• Push ZHRX to join Oracle

network

• Sign Master Agreement• Sign Distribution

Agreement• SOW confirmed and

start development

Status Activities Target in FY10

Key Initiatives 3 – SASAC HCM (China)

Executions TimelineLocalized HCM Solutions for SASAC Jun-2009

Build the HCM demo instance for SASAC requirements Aug-2009

White Book (HCM Solutions for SASAC) – Solution Kits Aug-2009

SASAC Solution Day Q1-2009

HCM User Group OCT-2009

1. 集团管控 (Group Control) • 提高效率、控制成本• 保证管理的规范和流程化• 保证政策的有效执行和落实• 加强监督控制、加强风险管理

2. 人才队伍建设 (Talent Management)• 人才挑战（高级技师只占工人总数 0.16% ）• 核心竞争力的转变（技术提升，提高创新能力）• “ 强身健体”、练好“内功”（提高队伍整体素质，培育一流的职工队伍）• 全球化 ( 做强、做大）

3. 决策支持 (Decision Support)• 快捷的信息获取和进行操作• 了解企业和同行业内标杆指标的差距• 加强监督控制、加强风险管理

eHR 实施及全球布局经验分享 SAP Replacement, Surround SAP

SASAC

Key Initiatives 4 - Enable Reference Selling (GC)

Customer InsightCustomer Insight

Customer Info/BenchmarkCustomer Snapshot

Customer Success Story

Sales ReferenceSales ReferencePresales Works

Customer Logo UtilizationCase Study – Sales Win/Lose Story

Customer ConnectionCustomer Connection

MediaCoverage

Official Reference

User GroupExecutive

Access

应用科技手段配合实现人才资本管理策略eHR - 阿里 HR 信息化平台建设体会HR 管理信息化成功之路如何运用 iLearning建立企业学习门户平安企业大学成功之道宝钢企业学习系统与知识管理系统助力，管理提升

FY10 GC SCM & HK Apps Plan

Draft VersionJune | 2009

A 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 Website

(OneSource)

Value from SC

Source: 9 pts

Customer 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

gc applications sales consulting update sally li senior director gc applications sales consulting

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