FY10 Key HCM Wins

3

Actual (K) Budget (K) Attainment (%)

Q1 $1,526 $1,590 96

Q2 $1,377 $2,513 55

Q3 $1,879 $2,257 83

Q4 $? $3,898 ?

Total $? $10,257 ?

FY10 HCM Performance

*Including Campus and HRBI

FY10 Review

• Pipeline• Short of big deals, need a reasonable cooking cycle

• Product• Local China solutions are catching up (functionalities) and

grow up (size, pricing, business model) very rapidly. Our advantages are wearing off.

• HK/TW: HCM is not the hot topic

• Resources• High SC attrition rate, new hires are under learning curve• High demanding on post-sales support for reference building

FY11 Opportunities & Initiatives

• Revenue Forecast : 8M• HCM

• References building and selling in high-grow industries • 5th HCM User Conference, CRC, SWUF, THU• SASAC, Utility, Online-game, Auto, Media

• Campus• Keep CN momentum – leverage SWUF-Univ. and THU-B-

school successful stories to identify and target high potential pipeline

• Build TW localized H.E. templates and tools• Susan/Debbie – Campus• Charles – CRM• 前进国际 – Partner

FY11 HCM SC Challenges/Focus – Team Building, Pipeline Coverage and Reference

SC Base

Proficient HR Domain and Solutions

Implementation Technical Consulting Industry ReferenceTalent

MStreamline

HCMCampus

BJ1

BJ2

BJ3

BJ4

SH1

SH2

SH3

GZ1

HK1

TW1

• Top 3 Skills Wanted• Campus, Technical and Implementation

<Insert Picture Here>

CN GEH (Draft)

Oliver Chen

HealthCareEducation

•Tier-3 Hospitals Reform•HCM + ERP + BI Apps

•University•HCM + Campus + BI Apps

•Biz School•CRM + Campus + BI Apps

•K-12 •OSL (L360) – CNH NA

Government

•iGovernment•Case MGMT + CCA•BI Apps

•Development Area/Soft Park•CRM•HCM + iLearning

•Smart City/Citizen Service:TAX/SI

•OPA

OpportunityGEH

GEH Opportunities @ A Glance

10

FY10/11 GEH Solutions Training

• FY10• FY10 GEH Sale Planning July 8, 2009

• Oracle Applications Overview – Self Study

• Oracle Solutions Introduction

• HCM – 3:00-5:00PM, Aug. 18 – by joseph.li

• FMS – 3:00-5:00PM, Aug. 25 – by george.lu

• CCA – 3:00-5:00PM, Sept 04 – by Leon.dong

• MDM – 3:00-5:00PM, Sept 18 – by yongming.tu

• Siebel CRM – 3:00-5:00PM, Sept 22 – by jianhui.zhang

• FY11• Solutions Certified - GEH Account Manager

FY11 GEH Key Initiatives – By SC

• Government• Start from Tax solution to form a Government ISA team

• Education• Leverage CN H.E. ISA Works to build TW localized templates

and tools• Support GTMi by Integrating resources between CN-TW-HK :

两岸三地大学校长（商学院院长）高峰论坛• Healthcare

• Start from SYSU1H/BJURH to form a Healthcare ISA team

Sales Priority with SC Coverage (Product)Sub-Industry Solutions Product/Project CN SC

Government CRM

MDM H HTW

Case MGMT H KG

CCA H KG

BI M KG

ERP/HCM Development Zone H JZ, ZY, GL

Education

Campus

PeopleSoft

M SZ

HCM H JZ

CRM M ZY

FIN PSFT or EBS? L/M? ZH, PEA

Health Care Core ERP M JS

EPM M ?

Low Skills/Coverage

Med Skills/Coverage

High Skills/Coverage

SALES PRIORITY: H = High M = Medium L = Low

FY11 GEH ISA Core TeamResource Alignment

Oliver Chen

HealthCareDaniel Gao

EducationHaitong Wang

Sales StrategyFrancis Liu

GovernmentKevin Guo

ISA GuidanceBinQing Huang

SC Base IBUAA/

MDMCampus

HCM/

ERPPSFT CRM

Siebel CRM

CCA BI Apps

BJGuoXue

Alfred ? Jie Z Ying Z Kevin

SH Sherlock Jane S

GZ Haitong Ann Leon

FZ ?

HK Campus

Good Example – H.E. ISA Works

Analyst Reports

- Gartner Magic Quadrant_Final Oct 2008.doc

BD & Marketing Documents

- Orace CRM for MBA School_v2_Webinar_090827.ppt

- Oracle HE Solutions_Jiangmen Marketing_100109.ppt

Competitors

- SAP Higher Education Solutions.pdf

- HEER(希尔 ) brochure2007.pdf

Reference

- Campus Solutions Customer Reference_CN.pdf

Solution Template

- H.E. Solution Campus (ISA) v1.0.ppt

- H.E. Solution CRM for Business School (ISA)v1.0.ppt

- H.E. Solution CRM for University (ISA) v1.0.ppt

- H.E. solution footprint for C-Level (ISA)v1.0.ppt

- H.E. Solution HCMS (ISA) v1.0.rar

- H.E. Solution Travel&Expense(ISA) v1.0.pptx

- H.E_ISA_FA_v1.1.ppt

- HE_ISA_HCM.rar

Analyst Reports

- Gartner Magic Quadrant_Final Oct 2008.doc

BD & Marketing Documents

- Orace CRM for MBA School_v2_Webinar_090827.ppt

- Oracle HE Solutions_Jiangmen Marketing_100109.ppt

Competitors

- SAP Higher Education Solutions.pdf

- HEER(希尔 ) brochure2007.pdf

Reference

- Campus Solutions Customer Reference_CN.pdf

Solution Template

- H.E. Solution Campus (ISA) v1.0.ppt

- H.E. Solution CRM for Business School (ISA)v1.0.ppt

- H.E. Solution CRM for University (ISA) v1.0.ppt

- H.E. solution footprint for C-Level (ISA)v1.0.ppt

- H.E. Solution HCMS (ISA) v1.0.rar

- H.E. Solution Travel&Expense(ISA) v1.0.pptx

- H.E_ISA_FA_v1.1.ppt

- HE_ISA_HCM.rar

Partner

•市场由点到面 •双赢合作原则

•树立客户典型•方案由简入深

客户案例典型意义销售机会联动效应

资源扬长补短

讲述行业故事

FY11 GEH ISA Investment Strategy– Industry Based Solution, Reference, & Partner Ecosystem

16

Solution Investment/Partner Enablement – Education (University: HCM+Campus) – FY10/11

PARTNER

CAPABILITY

PARTNER

- Xiwen

ORACLE -

AM, SC, PSC, PDM, CC

• Strategic Selling• Sales & Presales Coverage• Event Speaker

• White Space /Battle Plan• GTMi Planning & Activity

• Reference Selling • Tianfu/SWUF • IMP Program

• Knowledge Selling• Demo Environment• Industry Insight

• ISA/Joint Solution Review• Presales Skills/Tools

Transfer

• Product Selling • 4 ms study and POC • Product Training

Done Plan

关于搭建中国校园解决方案 的计划

西文 - 甲骨文校园解决方案本地化框架设计

西文 - 甲骨文校园解决方案 演示系统

http://220.166.50.53/

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office PowerPoint 97-2003 Pres

Sample: ISA Deliverables– Partner’s Strength: Industry Insight

18

Solution Investment/Partner Enablement – Education (Biz School: CRM+Campus) – FY10/11

PARTNER

CAPABILITY

PARTNER

- Gaojun

ORACLE -

AM, SC, PSC, PDM, CC

• Strategic Selling• Sales & Presales Coverage• Event Speaker

• White Space /Battle Plan• GTMi Planning & Activity

• Reference Selling • TsingHua SEM/BJU GSM • IMP Program (TH SEM)

• Knowledge Selling• Demo Environment• Industry Insight

• ISA/Joint Solution Review• Presales Skills/Tools

Transfer

• Product Selling• PSFT Campus• PSFT CRM (experienced)

• Product Training

Done Plan

•C-level Presentation

•IT Planning

•C-level Presentation

•IT Planning

•C-level Presentation

•IT Survey Tools

•IT Planning

•C-level Presentation

•IT Survey Tools

•IT Planning

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office Word 97 - 2003 Document

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office Excel 97-2003 Worksheet

Microsoft Office PowerPoint 2007 Present

•Solution Workshop

•PTools Workshop

•IT Survey Tools/Time

•IT Planning

•Solution Workshop

•PTools Workshop

•IT Survey Tools/Time

•IT Planning

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office PowerPoint 97-2003 Pres

Microsoft Office PowerPoint 97-2003 Pres

Sample: ISA Deliverables– Oracle’s Strength: Presales Skills/Tools

20

Solution Investment/Partner Enablement –Healthcare (ERP+HCM+BI) – FY10/11

PARTNER

CAPABILITY

PARTNER

- ?

ORACLE -

AM, SC, PSC, PDM, CC

• Strategic Selling• Sales & Presales Coverage• Event Speaker

• White Space /Battle Plan• GTMi Planning & Activity

• Reference Selling • SYSU1H, BJURH • IMP Program?

• Knowledge Selling• Demo Environment• Industry Insight

• ISA/Joint Solution Review• Presales Skills/Tools

Transfer

• Product Selling • ??? • Product Training

Done Plan

21

Solution Investment/Partner Enablement –Government (MDM+CRM+OPA+HCM+BI) – FY10/11

PARTNER

CAPABILITY

PARTNER

- Sida/BlueLine?

ORACLE -

AM, SC, PSC, PDM, CC

• Strategic Selling• Sales & Presales Coverage• Event Speaker

• White Space /Battle Plan• GTMi Planning & Activity

• Reference Selling • ??? • IMP Program?

• Knowledge Selling• Demo Environment• Industry Insight

• ISA/Joint Solution Review• Presales Skills Transfer

• Product Selling • ??? • Product Training

Done Plan