FY 08 Focus – Guidelines from Business Plan Accelerate on current momentum in Greater China

Agile PLM into High Tech ,Medical Devices

Horizontal Electronics

Emerging Regions - Opportunistic Selling Only

Agile PLM first priority

Second Priority to Prodika selling (Focus only ANZ until build the capability)

Leverage Oracle Install Base and Partner Network

Invest to expand ecosystem across APAC for FY09

Readiness of Sales Consulting

Partner Development and enablement

Foundation for Prodika to sell into Key and Named Accounts

Focus in ANZ being the Launch Pad for APAC

Foundation for Advantage in SMB Market Establish Direct selling model (ORD) and Partner model

Invest in Localization

Agile PLM - KO Advantage - ZHS,ZHT,KO

Invest in Market Development in the Emerging Regions

Other LOB Support

AGSSIBU

Development

SCS

MRDSales Commercial

Sales

PLMSales(Agile)

A&CMarketing

BDCORD

SC PLM SWAT Specialists

• Agile PLM• Prodika• Advantage• Engineering Collaboration

SWAT and Eco System

Core SWAT Team

Sales SupportSales consulting Directors

Rathinakumar - Program OwnerPieter Els – Product ManagementVinod Devathas – Partner enablement Vivek Raina– OCSTeresa Lou – Marketing & PartnerTony Kim – Field EnablementANZ

ASEAN

GC

KRIN

KP LokeDominic

ChristoHitendra

Kanghyoug Leeikjin.jeong Sujit Sahu

Hitendra

Keith IPHung-ChangJun LiDaniel GaoCharter

Readiness Alignment with Sales Plan

• LEC: 1 Oct (Except Taiwan 1st Nov)• Product Skill Priorities - SC: A9 & Prodika• Product Skill Priorities - SC Comm’cl: A9 & Advantage• Sales Enablement Workshop (Comm’cl & MRD)• Advantage business enablement (OrD) • Infrastructure

• Sales and Pre Sales Kit (Local Content)• APAC Portals by Agile Products• Demo Instance – use existing

• Investment: Localisation A9, Advantage

Sales Consulting

• Ready to advise sales on Agile (early adopter training)• Identify and train SC’s for Agile training (2 per region)• Start to position Agile capabilities in Q2• Priority SC A9 Q2 & Prodika Q3• Priority SC Comm’cl A9 & Advantage Q2

Sales • Aware of the LEC and impact on Q2, Q3 & Q4 deals• Level 0 Qualification and Positioning of Agile Solutions• Revisit customers for Agile opportunities

Partners & OCS

• Aware of LEC and plan for implementation training• Start positioning into install bases (Upsell & Cross Sell)• Understand the competitive advantages of Agile

Objectives:

Sales Consulting

• Agile Portal with links for : Localised Pre Sales Kits• Applications Portal Links• ADS Readiness (demo Scripts, UPK’s)• Pre Sales Support Kit for different levels of users

Sales • Sales Kits & Agile Unplugged Recordings• “Carry Anytime” laminated Cheat sheet for PLM• Regional Contacts (SC’s and AGSS)

Partners• Agile information on Partner Portal• Partner Kit for value proposition

Tools:

Agile Readiness Plan on a Page - Executive Summary

Conduct 3 Sales awareness web casts to cover 80 % Sales Reps Conduct 5 Regional Sales Enablement workshop covering all the Regions Train 30 Sales Consultants and 15 from IBU,SCS,BDC ACE Enable 15 Identified new Partners on A9 Enable 1 consultant per region by FY08 for Prodika Enable 4 Partners in Prodika Form a PLM trained SWAT Community in APAC and share the knowledge ( Hit a minimum of 60 by FY08) Conduct 1 Solution and Value Selling workshop Localise A9 in KO and Advantage in Chineese & KO

FY08 - KPIs

Not just Products but Process and Solution focus too….Not just Products but Process and Solution focus too….

Early Adaptors Training -Presales Roll out in APAC – Presales Sales Awareness - Webcast Webcast Series

Agile Overview A9 Cimmetry Prodika Advantage

Roads hows for Field Sales Implementation Training

Industry Specific Webcast Series NPDL in High tech NPDL in Food & Beverages NPDL in Industrial Mfg NPDL in Life Sciences

Process Specific Collaborative Design & Engg. Customer Needs Management Portpolio Management Product Data Management

External Web Seminars External SME - Speakers Customer Sharing the experience

PLM process is unique and needs the process knowledge of New ProductIntroduction and Launch ( NPDL )for effective selling ………

Long Term Enablement Objectives• Proactive Value based Solution Selling

• Impart Industry Process Specific Training

• Ability to drive Large PLM Opportunities

• Achieve Self-sufficiency within the region

Highlights of Programs

Products

Process

Solution

OPEN the DOOR

High level ValueDiscovery sessions

Qualify ,Plan andAccount Strategy

Conduct ROI analysis after qualification

Solution Presentation and

Demonstration

ProposalAnd

Negotiation

CustomerNeedsROI

Propose shortDiscovery for

Process

Other LeadsUp sell

No

Yes

RFP,Customerinitiative

10%10%

30%30%

40%40%

QQ

QQ

QQ

QQ

TOP 20 AccountsPer region

Arm yourself with information through Sales Cycle ……..

Whom to contact , whom to Partner with and whom to engage ?

How do I enable myself ?

Tools that I would need ?

APAC PLM Repository

APAC_AGILE_SWAT Community … It is a Start

Global Applications Portal

Q4 FY07 Q1 FY08 Q2 FY08 Q3 FY08 Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb

Agile Readiness Plan – FY08

A9

Acquisition Webcast (Sales, SC’s) - HQ

Product Strategy Webcast (Sales, SC) – Dev Led

A9 Early Adaptor US Training (SC, OCS) – Agile Led

NPI Web cast

A9 Overview Training (SC, SCC, SCS, OCS, Partners, IBU, BDC) – AGSS Led

Sales Enablement Workshop – Agile Led

Agile ADS Instance

Advantage Overview Training (SC Comm’l, SCS, OCS, Partners) – AGSS Led

A9 Deep Dive Training (SC, SCC, SCS, OCS, OCS, Partners) – AGSS Led

Industry specific web cast series and Agile PLM Modules web cast series ( NAS)

Agile Portal

A9

Advantage Enablement Workshop (OrD) – Knowledge Transfer from NA team

A9

LEC Date

APAC Sales Awareness Webcast series– Agile/ SWAT Led

Solution selling workshop and Demo Tricks for SCs – Agile Led

A9 OCS Impl. Training (OCS, Partners) - AGSS Led A9 – to be confirmed

Prodika enablement – AGSS Led Presales

One Day workshop in Each region led by SalesSupported by SWAT

To discuss with Agile team

Impl.

Agile Sales Awareness Webcast Update

August Agile CIC Webcast

September Agile Overview (9-14 & 9-17)Agile in Hi Tech (9-24)Agile in Medical Device(9-25)Beating SAP w/ PLM (9-26)Agile for Industrial(9-27)Agile for CPG (A9 and Prodika) (9-28)

October How Agile A9 interacts with eBS (10-4)Agile A9 Product Collaboration & Enterprise Visualization Overview (10-11)Product Portfolio Management Overview (10-18)SMB Unplugged-Agile Advantage (10-18)Prodika Solution Overview (10-25)

November Product Governance & Compliance Overview (11-1)Advantage Solution Overview (11-8)Engineering Collaboration Overview (11-29)

December Product Cost Management Overview (12-6)Enterprise Quality Management Overview (12-13)

Global AppsUnplugged http://ouweb.us.oracle.com/custom/global/agss_scm.html

More APAC initiatives…• How do we deliver Product Demo ?

• Listen to Agile SCs in APAC• Share UPK or Viewlet • Demo Tricks• Remote assistance to clarify configuration/Setup

• How de we deliver Solution Selling for Agile ?• Proactive value selling• Share Real examples of successful • Business flows

• Share the collateral• Setup documents• Help to source more • Upload in portal

• Focused training in Engineering Collaboration• Selected SCs in APAC with CAD tools experience

• Demo Kits for Oracle SCs• Kits developed by Agile SCs