How to create New business and Differentiate with

competitor

Some Key Wins Against SAP 2006

• 杭萧钢构（ Project Management, PJM, Procurement, Inventory ， Financials); 汉得；

• 上海电气集团（ Exchange Marketplace); 上海网络科技；• 舞阳钢铁（ OPM,OM,Financials); 冠华；• 东风汽车集团（ Financials, Financial Consolidation Hub); OCS ；• 海丰物流（ OTM/GLOG); OCS;

• 伊利（ OPM, OM,Procurement,Financials); 凯捷；• 步步高（ ASCP,ODM,OM,Procurement,Financials);Advanced Tech.

• 国电南自（ ODM(ATO 模式 ),Procurement, OM,Financials); IBM;

• 衡阳钢管（ OPM,ASCP,Advanced Pricing,OM,PO, Financials); 汉普；• 太原重工（ PJM,OM,Procurement,Financials); 神州数码；• 纳爱斯（ OPM, Procurement, Sourcing,OM,Financials); IBM;

• 中国最大地产商 ( Purchasing,Sourcing,iSupplier Portal, iProcurement);

Some Key Wins Against SAP 2006

• 国电电力（ Financials,EPB,Project Management,Daily Business intelligence); IBM;

• 华北电网（ eAM,Project Management,PA,Procurement,Sourcing,Financials); 埃森哲 ; 浙江朗新；

• 江西电网（ eAM) ；浙江朗新；• 协鑫电力（ eAM,Procurement, Exchange Marketplace,Financials,Pro

ject Management, PA); IBM; 大唐兴竹；• 华能国际（ Exchange Marketplace); 太极；晨砻科技；

Some Key Project on Install base

• 中石油物探局： (Sourcing), 毕博；• 太平洋保险： (iProcurement); 毕博；• 长春一汽集团： (Exchange Marketplace); 一汽启明；• UT 斯达康： (iSupplier Portal) ； OCS;

• 松下电工（ iSupplier Portal); 松下 IT ；• 广东美的： (iSupplier Portal); IBM;

• 华电国际 (Procurement Contract;EPB);

• GE Energy. (ASCP, WMS); TATA;

• Panasonic China (GOP); 汉得； • 沈阳黎明（ ASCP ） ; 汉得；• LG 电子 ( 中国 ) 有限公司 (ASCP);

• 山东潍柴 (WMS);OCS;

• 龙记五金： (Advanced pricing); OCS ；• 深圳华为： (Service, Project Management);

Oracle 供应链蓝图

订单管理订单管理 库存管理库存管理 采购管理采购管理

离散制造（ ODM ）离散制造

（ ODM ）流程制造

（ OPM ）流程制造

（ OPM ）项目制造

（ PJM ）项目制造

（ PJM ）

高级供应链计划ASCP

高级供应链计划ASCP

制造排程PS

制造排程PS

运输管理（ OTM ）运输管理

（ OTM ）仓库管理

（ WMS ）仓库管理

（ WMS ）

Collaborative Planning( 协同计划）Collaborative Planning( 协同计划）

产品生命周期管理（ PLM ）产品生命周期管理（ PLM ）

设备管理（ eAM)设备管理（ eAM)

需求预测管理Demantra

需求预测管理Demantra

产品配置管理（ Configurator)

产品配置管理（ Configurator)

客户 客户

高级价格管理(Advanced Pricing)

高级价格管理(Advanced Pricing)

供应商门户（ iSupplier Portal)

供应商门户（ iSupplier Portal)

寻源(Sourcing)

寻源(Sourcing)

供应商供应商

目录采购（ iProcurement)

目录采购（ iProcurement)

How we drive the new business

• 2005-2006

中国区所有供应链产品顾问：

• One Major + One Sub • One Consultant One Customer;

建议一：除核心 ERP 外同时关注拓展的解决方案；

– Planning– Procurement– Manufacturing– Logistics– Service– Maintenance– Product Lifecycle Mgmt

– Sales & Marketing– Finance– Human Resources– Projects – Contracts– Order Management– Configurator

Also, Includes Over 2350 New Capabilities• 50% Industry Specific Capabilities

• 50% Cross-Industry Capabilities

And 11 New Modules/Products

Preview: E-Business Suite R12

CONFIDENTIAL: All capabilities and dates are for planning purposes only and may not be used in any contract

E-Business Suite R12: Our Strongest Release Ever

Superior

Ownership

Experience

Superior

Ownership

Experience

Deep and Adaptive

Global Processes

Deep and Adaptive

Global Processes

Deep and Adaptive Industry Processes

Deep and Adaptive Industry Processes

Greatest

Business

Insight

Greatest

Business

Insight

E-Business Suite R12: Our Strongest Release Ever

Superior

OwnershipExperience

Superior OwnershipExperience

Deep and Adaptive

Global Processes

Deep and Adaptive

Global Processes

Deep and Adaptive Industry Processes

Deep and Adaptive Industry Processes

Greatest

Business

Insight

Greatest

Business

Insight

• User Interface – Greatly improved, consistent look & feel

• XML Publisher – Customizable report output

• Tailored Business Flows – Workflow, BPEL

• Applications Framework UI Personalization- Customize look & feel; add regions - Simplified administration (bulk move & translate)- Ignore page structure when making changes- Preserve server side SQL extensions through upgrades

• Performance Improvements- New 10g performance features in PL/SQL, SQL, JDBC

constructs, Optimizer (eliminated ~1,000 indexes)- New Shared Services/MOAC replaces views with optimized

VPD for scalable security (eliminated ~1,000 multi-org views)- Faster Java engine for web applications; New bulk

processing capability in Workflow engine

Use

E-Business Suite R12: Our Strongest Release Ever

Superior

Ownership

Experience

Superior

Ownership

Experience

Deep and Adaptive

Global Processes

Deep and Adaptive

Global Processes

Deep and Adaptive Industry Processes

Deep and Adaptive Industry Processes

Greatest

Business

Insight

Greatest

Business

Insight

Same SubledgerSame SubledgerTransaction canTransaction canCreate Multiple Create Multiple AccountingAccountingRepresentationsRepresentations

Ledger A

Ledger DLedger C

Subledger AccountingSubledger

Accounting

Dr Cr

Process and Report on ManyProcess and Report on ManyLedgers at the Same TimeLedgers at the Same Time

From Sets of Books…To Ledgers

Ledger B

US GAAPUS COAUS Calendar

USDFrench GAAP/IASPlan ComptableFrench Calendar

EUR

US GAAPUS COAUS Calendar

USDUS GAAPUS COAUS Calendar

AUD

Single Responsibility

Tasks• Accounting Setup• Collections• Requisition Demand &

Purchase Orders• Invoices & Payments• Customer Data

Management• Receiving & Drop Ship

Perform multiple tasks across operating units without changing responsibilities

From Multi-Org…To Multi-Access

Italy

Legal Entity

Canada

Legal Entity

Brazil

Legal Entity

Brazilian

Operating Unit

Italian

Operating Unit

Canadian

Operating Unit

E-Business Suite R12: Our Strongest Release Ever

Superior

Ownership

Experience

Superior

Ownership

Experience

Deep and Adaptive

Global Processes

Deep and Adaptive

Global Processes

Deep and Adaptive Industry Processes

Deep and Adaptive Industry Processes

Greatest

Business

Insight

Greatest

Business

Insight

• Financial Services

• Professional Services

• Retail / Wholesale Distribution

• Eng & Construction

Service

• Public Sector

• Healthcare

• Education & Research

Public Services

Manufacturing• High Technology

• Industrial Manufacturing

• Automotive

• Life Sciences

• Consumer Products

• Chemicals

• Aerospace & Defense

• Communications

• Travel & Transportation

• Utilities

• Oil & Gas

• Natural Resources

Asset Intensive

Target Industries: Deep & Adaptive

Discrete and Process Manufacturing

• Common inventory definition

• Expanded shop floor and MES capabilities

• Improved support for APAC manufacturing practices - Charge-based Shikyu- Golden Tax support

- Periodic average costing- Deferred revenue and COGS

Manufacturing Industry InitiativesIndustrial, High Tech, Auto, A&D, Consumer, Life Sciences, Chemicals

Wholesale / Distribution

• WMS: Planned cross-docking, labor mgmt, extended RFID (labeling compliance), expanded material handling support

• Deployment Planning: Enhanced for inline vehicle loading, fair share allocation, inventory rebalancing

Discrete Execution Workstation

Employees Currently workingJobs Not ready to

be taken up for production

Authorization through badge number entry

Dispatch List Type

E-Business Suite R12: Our Strongest Release Ever

Superior

Ownership

Experience

Superior

Ownership

Experience

Deep and Adaptive

Global Processes

Deep and Adaptive

Global Processes

Deep and Adaptive Industry Processes

Deep and Adaptive Industry Processes

Greatest BusinessInsight

Greatest BusinessInsight

ExecutivesLOB

ManagersBusinessAnalysts

Ad-HocReporting

Forecasting& Modeling

Planning & Modeling

Budgeting

Goal Setting

Financials, Supply Chain, Projects,PLM, Sales & Marketing, HR, Service

Transaction Processing

OperationalReporting

ProfitabilityAnalysis

PerformanceScorecards

Management Reporting

Legacy Systems,3rd Party AppsDB / Apps Server DB / Apps Server

Us

ers Sensor

BasedServices

Single Data Model Produces Single Source of Truth

Consolidation & Compliance

11 4422

33

CONFIDENTIAL: All capabilities and dates are for planning purposes only and may not be used in any contract

Corporate Performance Management

Role-Based Intelligence Dashboards Provide Actionable Information

LinksLinksReportsReports

PerformancePerformanceMeasuresMeasures

Graphs /Graphs /TrendsTrends

Daily Results,Daily Results,Flexible PeriodsFlexible Periods

Flexible ComparisonsFlexible Comparisons MultipleMultipleCurrenciesCurrencies

CONFIDENTIAL: All capabilities and dates are for planning purposes only and may not be used in any contract

Evolution of Operational ReportingEvolution of Operational Reporting

• Plan Mgmt

• Commodity Supplier Mgmt

• Commodity Spend Mgmt

• Product Mgmt –Engineering

• Manufacturing Mgmt

• Customer Fulfillment Mgmt

• Shipping Mgmt

• Payables Mgmt

• Payables Status

• Customer Support Mgmt

• Inbound Telephony Mgmt

• Service Renewals Mgmt

• Capital Project Cost Mgmt

• Contract Project Cost Mgmt

• Sourcing Management

• Procurement Spend Management

• Supplier Management

• Employee Absence Management

• Sales Agreement Management

• Web Store Management

11i.9 (DBI v6) 11i.10 (DBI v7.0 & 7.1) 12 (DBI v8)

IntelligenceReports

33

214

377

54

313

827

60

362

918

Capabilities/ Roles

• Purchasing Performance• Purchasing Status• Warehouse Mgmt• Transportation Mgmt• Maintenance Mgmt• Depot Repair Mgmt• Field Service Mgmt• Funds Mgmt• Salary & Turnover Mgmt• Workforce Budget Mgmt• Open Enrollment Status• Contingent Worker Mgmt• Compliance Certification

• Product Mgmt• Product Cost Mgmt• Inventory Mgmt• Product Revenue Bookings

and Backlog• Sales Forecast Mgmt

ve

rsio

n 7

.0v

ers

ion

7.1

Dashboards

KPIs

CONFIDENTIAL: All capabilities and dates are for planning purposes only and may not be used in any contract

建议二：请关注 R12 ；

Oracle Transportation Management/GLOG

运输管理的核心

• 对货物运输作业的全面掌控 (CONTROL), 掌控始于信息的透明度 (VISIBILITY)

• 对货物的实时跟踪

• 高度自动化的日常操作平台 – 计划和执行

• 优化的力量

• 操作和管理层面的数据分析 – 支持决策

• 对突发事件的处理能力

Oracle Transportation Management/GLOG

OTM – an integrated Global Logistics and Transportation solution supporting the logistics lifecycle across multiple clients from order creation, shipment planning, execution, and financial settlement with complete supply chain visibility and performance monitoring.

Logistics Order Management

Shipment Planning & Optimisation

Shipment Execution:Booking/Tendering, Status Updates, En Route Planning

Rating, Payment, Invoicing & Auditing

Supply Chain Event Management:Anticipate, Analyze, Resolve, Collaborate

Operational Reporting & Document Generation

Order & Shipment Visibility:Global Inventory Visibility and Track & Trace

Analysis – Performance, Financial, Forecasting

RetailSub-assemblyRaw Material DistributionManufacturing

Order-Shipment Lifecycle

用一个系统管理您所有的运输需求

-评估复杂的流程-分析运输网络

本地执行…本地执行…

全球控制…全球控制…

中央管理…中央管理…

•使用多国语言和多国货币- 英语，西班牙语，德语，法语，简体中文- 支持所有的货币，包括在系统内进行换算- 按地区 /国家，用户组进行界面的定制

• 支持地区的特殊规章制度

• 所有入库采购订单和出库客户交付•各国工厂间的调度

- 配送中心－制造－中间节点•通过网络实现在途和入库库存的可视性

•在一个地点汇总所有的运营信息- 提高采购效率- 可以在各个地区推广最佳实践

•通过干净的数据得到唯一的真实情况来源•减少支持和维护成本的 IT结构

客户名单…

零售业零售业

物流服务供应商

物流服务供应商

制造业制造业

Customer Base

CPG2%

LSP57%

Retail15%

Chemical and Process Manufacturing

9%

Food and Beverage8%

Manufacturing / Industrial

9%

Status: August 2005

Tesco Branding

FedEx Branding

Here’s what the analysts think …

"The G-Log acquisition is a smart move for Oracle and lays the groundwork for the company to take a more active leadership role in integrated supply chain processes."

  —Beth Enslow, Vice President, Enterprise Research, Aberdeen Group, Sept 20, 2005.

"Oracle's market share in TMS climbs significantly as a result of this acquisition, making it the number two player worldwide in Transportation Planning and Execution, ahead of its arch-rival SAP.”

  —Adrian Gonzalez, Director, Logistics Executive Council, ARC Advisory Group, Sept 20, 2005.

"With this acquisition, SAP and i2 Technologies find themselves under increasing pressure in the SCM market. For Oracle and G-Log, it's a hugely strategic move.”

  —Lora Cecere, AMR Research, Sept, 2005.

OTM 适用的业务模式

• 进出口供应链管理 (International Supply Chain Management, Import / Export, incl. Consolidation)

• 国内网络配送 (Domestic Distribution)

• 货代 (Freight Forwarding)

• 越境卡车 / 铁路运输 (Cross-Border Trucking/Rail)

• 散车 (LTL)

• 特殊工具运输 ( 冷冻柜 , 油罐车 )

OTM 汉化及与 E-BIZ SUITE 集成

• OTM 已完全汉化• OTM 已完成与订单管理 , 仓储管理和财务管理的集成

企业整合供应链计划

订单管理 制造

连续不断的改进

承运商分析

准时绩效分析

客户满意度

协同 & 事件管理

门户 / 信息交换

全球贸易伙伴

承运商 /第三方物流

流入供应源

流出需求端

采购 /财务

计划计划 预定 /

招标

预定 /

招标

接受 &

入库

接受 &

入库仓库管理仓库管理

分拣 &

标签

分拣 &

标签 计费 计费

包装&

发货

包装&

发货 跟踪跟踪 结算结算

连续不断的计划连续不断的计划

Logistics Software Provider of the Year Award !

NO.1 运输管理软件

中国客户

• 客户背景• 总部在上海的第三方物流公司• 业务主要集中在中国的内陆配送

• 引进该软件的目的• 对复杂的运输作业提供日常操作平台• 向客户提供运输过程的信息透明化• 减低物流成本

• Oracle acquired Demantra, Inc. – Transaction closed June 2006

• About Demantra– Best-in-class provider of demand-driven business solutions

• Demand Management• Real-time Sales & Operations Planning• Predictive Trade Promotions Planning and Optimization

– Founded in 1996; headquartered in Waltham, MA– World-class talent with deep domain expertise

Demantra…

    

    

    “Demantra is one of the most scalable applications studied for

demand planning” - Lora Cecere, AMR, March 2006

“Demantra … can model complex and stressful demand planning

situations as well as (the) BI vendors, but with a significantly better

understanding of the business processes that need to be formalized

enterprise wide.” - Tim Payne, Gartner, November 2005

“Demantra leads the pack: Demantra’s Trade Promotion Management

Solution provides market-leading functionality in promotional uplift

modeling”- George Lawrie, Forrester, June, 2004

What the Analysts Say about Demantra

Proven Success – Many Live Customers

Key Industry focus

– Approximately 140 customers in multiple key industries

• Consumer packaged goods,;• Consumer durables,;• Media & entertainment,;• Quick service restaurants;• Life sciences

Oracle Demantra Demand Management

• Sense demand real-time– Capture demand more frequently, closer to the point of consumption

– Capture demand and forecast at more granular level (store, shelf, attributes, product characteristics)

– Achieve consensus demand number more quickly by involving all constituents at the same time, including customers

– Quickly identify and react to demand changes and exceptions

• Improve forecast accuracy– Leverage advanced statistics for more accurate demand number

– Use any combination of quantitative or qualitative data to establish your base line forecast

– High precision statistical forecasting, no statistical background required – Superior Bayesian-Markov forecast analytics

– Forecast based on attributes and characteristics

– Leverage Advanced Forecast Modeling for promotion lift decomposition and causal analysis

• Shape demand for profitability– Plan new product introductions

– Plan promotions and sales incentives

– Identify cross selling opportunities

• Evolve to real-time S&OP– Profitably balance supply, demand, and budgets

– Align strategic and tactical plans

– Role based process, proactively managed via workflow

Shipments

Marketing

forecast

Order

history

CHANNEL DATA

Customer

sales

CollaborationWorkbench

Demand Hub and Seeded Worksheets

Real-time demand sensing and collaborative consensus forecasting

 

What the Analysts say about Demantra

While the solution has greater functionality than existing Orac le solutions it is designed to be complex on the inside, so that it is simple on the outside.

- Steve Banker, ARC Advisory Group

Sense Demand Real-Time

Partner Inputs:

XML,EDI or Manual

Partner Forecast Metrics

• Improve demand visibility with customer collaboration

• Tailor worksheets to specific customer needs

• Worksheet can be attached to a task• Direct alerts via application or email• Automate internal notification on

customer input• Field-level security tied to customer

access privileges

Collaborate with customers and measure impacts

Work in Disconnected Mode

• Update worksheets offline– Automated re-synchronization

– User approved conflict resolution

– Any data can be extracted for offline review and update

– Audit trail

Empower field personnel

    

  “One interesting thing about the Demantra solutions that it is part of application and part of platform. The platform allows it to plug into companies’ sales and operations planning process, which tend to be very different from one company to the nest”.

- Steve Banker, ARC Advisory, Global Logistics and Supply Chain Strategy

“Oracle is serious about building a best-in-class SCM product. This makes Oracle a much more serious contender in the SCM market.”

- Lora Cecere, AMR

What the Analysts say about the Acquisition

Oracle Advanced Planning Solution

Future *

IntegratedPlanningFunctions

Products

Platform

E1 EBS …Legacy

ERP* *

Real-Time Sales and

OperationsPlanning

DemandManagement

and AdvancedForecasting

Predictive Trade

Planning and Optimization

InventoryOptimization

AdvancedSupply Chain

Planning

ProductionScheduling

Global Order

Promising

CollaborativePlanning

WFL Common planning data model

Connectors

NetworkDesign Demand Sensing

And Shaping PostponementOptimization Holistic

Supply Planning

Promise,Distribute, and

ReplenishExecute to plan

Embedded Analytics

Role-based Portals

Preconfigured Worksheets and

Workbenches

Operational Excellence

Real-Time S&OP

Demand drivenadaptive planning

Multi-EnterpriseCollaboration

Trading Partners

Best in classBusinessProcesses

StrategicNetwork

Optimization

Supply ChainRisk Management

Complete, best-in-class e-business planning process platform

Achieve Incremental Value

Demand Management

E-Business Suite Advanced Planning

Inventory Optimization

StrategicNetwork

Optimization

AdvancedSupply Chain

Planning

PredictiveTrade Planning

and Optimization

Real-TimeSales and

Operations Planning

Collaborative Planning

ProductionScheduling

Demand variabilityand forecast error

Demand scenarios

Promotional lift anddecomposition

Range forecast andforecast accuracy

• Shipment history

• Booking history

• Sales forecast

• Manufacturing forecast

• Items and categories

• Organizations

• Customers

• Calendars

• UOM and currency conversions

• Price lists

• Hierarchies (product family and product category, time, ship from, geography, customer, demand class, sales channel)

Demand scenarios and priority

Implement additional Advanced Planning components quickly by leveraging the same foundation

Our Solution, Complementary diamond

SAP AG 2003, mySAP SCM 4.0 for Industrial Machinery &Components, Harald Vogel 22

Advanced Planning for Make-to-Order Manufacturing –Solution with SAP SCM 4.1

Make-to-Order Manufacturing

SAP APOSAP R/3

Production Planning & Scheduling

ComponentDemand Planning

Detail Configurationand Engineering -

Order BOM / Routing

Production & Procurement Execution

Shipping & Assembly

SAP CRM / SAP R/3

Configuration & Sales Cycle Management

Manufacturing: Make-To-Order

Component Demand Planning

Configuration & Sales Cycle Management

Production Planning & Scheduling

Production & Procurement

Execution

Production & Procurement Coordination

Shipping, Assembly & Order Billing

OrderBilling

Key Enhancements

Basis: Existing Scenario for MTO Manufacturing in SAP R/3

Integration of Customer specific Product Structures to SAP APO

Business Benefits Reduce lead times Reduce Inventory Increase Throughput Deliver on time

Advanced Planning and Scheduling by use of SAP APO Consider capacity constraints Improved transparency Backlog free, feasible plans Alerts - detect bottlenecks early Simulation of different options

Oracle Demantra Demand Management

Eliminatespreadsheets

Manage rolling forecasts

Collaborate with all constituentson one number

Use basic statistics, alerts, andseeded worksheets

Tailor worksheets for individual users

Leverage POS and channel data

Forecast new product introductions

Collaborate with customers

Use advanced statistics and causal factors

Complex alerts and custom worksheets

Forecast based on attributes and product characteristics

Compute promotional lifts and analyze impact of demand drivers

Assumption based forecasting

From less complex to best-in-class

Manage rolling forecasts

Collaborate with all constituentson one number

Use basic statistics, alerts, andseeded worksheets

Tailor worksheets for individual users

Leverage POS and channel data

Forecast new product introductions

Collaborate with customers

Use advanced statistics and causal factors

Complex alerts and custom worksheets

Manage rolling forecasts

Collaborate with all constituentson one number

Use basic statistics, alerts, andseeded worksheets

Tailor worksheets for individual users

Start anywhere

Evolve at your own pace to a best-in-class solution

建议三：请关注 OTM and Demantra

How to create new business and Differentiate with

competitor

建议一：除核心 ERP 外同时关注拓展的解决方案；

建议二：请关注 R12 ；

建议三：请关注 OTM and Demantra

•What kind of support do you need from Oracle?

Product Training;Collateral;Point of Contact;Support in key project;……