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GC SC Project Management Process

Kevin Feng, Hu SongLast Revised by July 30, 2008

Confidential

Agenda

• Program Objectives

• The Processes

• Benefits

• Call to Actions

• Q&A

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Program Objectives

• Standardize the format of PMT (Project Management Tool) cross GC SC team

• Provide a single view of business in terms of opportunity forecasting, SC leadership, account & project profiles, resource allocation & utilization, product component distribution, on-going tech activities etc.

• Helps management team to - Enhance SC utilization efficiency as well as the cooperation

effectiveness with sales organization- Prioritize and focus on big projects- Increase overall solution footprint- Provide a clear record of SC individual’s effort and contribution- Effective tracking of products demand and skills needed

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• How It Works- A set of simple and structured processes with standard tools (XLS, OFO) and

pre-defined templates- To facilitate end-to-end project management

• Project Progress Management• Track all of the SC engagement and activities

• Project Documentation Mgmt• Record all of the project deliveries ie. requirement study, meeting

minutes, presentations, demos, proposals, collaterals and game plan (for big project)

- Distributed input and centralized mgmt • Who Uses It

- All SC managers- SCO

• PMT is not….- PMT is not used to evaluate a SC’s job performance, as SC’s performance is

determined by quality and dedication

PMT Description

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Progress Management Process

Submit PMT

Review & UpdateReview & Update

SCsSCs Industry MgrsIndustry Mgrs Regional MgrsRegional Mgrs GC SC MgmtGC SC Mgmt

EngagedEngaged

Team CollectionTeam Collection

Review & UpdateReview & Update

Regional ConsolidationRegional Consolidation

GC ConsolidationGC Consolidation

Prioritize & Highlight

Final Big Projects

Review & UpdateReview & Update Sales GM ReviewSales GM Review

GM ReviewGM Review

SCO Analytics

FriWed

Tues

Submit PMTMon

Mthly?

Tues

??

SCOSCO

Project Management Operation

* Note: all the reports are bi-weekly submission

Selling ActivitiesSelling Activities

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Selling Cycle Definition

Won 100 6. Close Opportunity won. We have order Number from Contracts

Won 90 5. Resolution Opportunity nearly won. We have PO and signed contract from the customer, but $ has not yet been booked by Oracle

Open 80 4. Solution Presentation

Opportunity committed for current Month’s Forecast

Open 60 3. Solution Development

Opportunity committed for current Quarter’s Forecast

Open 40 2. Discovery Upside. Oracle is among 3 final vendors selected by customer

Open 20 1. Assessment and Qualification

Sale appears likely (presentations/demos in process)

Open 10 1. Assessment and Qualification

Real possibility of a sale (budget confirmed, discovery in

process)

Potential 10 2. Accept –Qualifying

Potential that is being further qualified by account manager

(but is not yet ready to be included in the pipeline)

Potential 10 1. Pending Review New Potential that SC team is cooking

No Opp/ Lost

0 Any No-opped or lost. Set win probability to 0, leave $ as-is

Open(In

Forecast)

Won

Open

Potential

Win Prob*Status Meaning

No Opp/ Lost

Sales Stage

Pre

-Q

ualifi

catio

nIn

GC

M

Sales Method

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The Standard XLS Template

* PMT# : C-PSE-000001 means North China, PSE Department, Case 000001               HK-DB-000001 means Hongkang, DB Department, Case 00001

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Proposed Project Docs Mgmt Structure

GC SC NC Telco SC’s email ID+Project Name

PSE :

FSI :

Territory :

Commercial :

EC :

SC :

WC

HK

TW

EA

Note•Mgmt

• use OFO as the standard infrastructure• project SC owner create the folder base on the naming policy

• add team members as “Participant”, add reporting manager and SCO as “Admin”

•Distributed input and centralized mgmt•Ease of online access and sharing

Note•Mgmt

• use OFO as the standard infrastructure• project SC owner create the folder base on the naming policy

• add team members as “Participant”, add reporting manager and SCO as “Admin”

•Distributed input and centralized mgmt•Ease of online access and sharing

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Shared OFO Example

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• PMT provides an end-to-end of customer centric engagements and key activities project management includes both of

- weekly project snapshot

- all the deliveries on-line

• Centralized project management repository for effective sharing and re-use

• Leveraged existing IT infrastructure and security mechanism without any programming or maintenance effort

• Provide most of the information to SCO for analytics

• Ease of implementation also the usage

Key Benefits

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Call to Actions

• Input accuracy and timely update• Ensure Sales will add your SC owner in all the

supporting projects in GCM• WC will be the pilot to implement Project Documents

Mgmt by using OFO• Timely feedback to Kevin and SCO for fine-tuning and

enhancement

Confidential

Confidential