Andy Chen Aug 28,2005

Business Plan for APS in China .

Agenda Ambition Market Overview Go-to-Market Strategy Possible Issues Action items

Ambition

Ambition

MissionIncrease the presence of APS in China market

Objectives Target Generate new APS deals 5 APS deals APS Reference customers 1 referable customer

Market Overview

Market Overview Only one customer implemented ASCP(Jin Nan Steel) in

a very simple matter(does not leverage most of the features)

Three customers in Taiwan, LightOn, 源兴 (will be replaced by SAP,due to company policy),Premire(普立尔), and WNC(奇基 ). All implemented by OCS TW

Some of the customers who are going to finish the first phase of ERP implementation in the near future show their interesting in considering APS as their second phase implementation

Prospects in China is getting more mature and ready for APS

Go-to-Market Strategies

Go-to-Market Strategies• Targeting the right Customers

1. install base up selling.2. Sell APS solution to selected brand new customers.

• Targeting the right Industries 1. High tech Industry(Discrete manufacturing)2. CPG3. Steel company

• Targeting the right products1. DP2. ASCP3. GOP

• Cultivating the right Partners 1. Global partners2. Local partners

• Leveraging the right Resources1. SCM team members in GC2. GSS TEAM

• Building the right Reference1. To be identified

Targeting the right Customers1. install base up selling.2. Sell APS solution to selected brand new customers.

WHY1. One of the important factors contributing to the success of an APS implementation is

the readiness of ERP data and management team mind-set.2. Most of the new customers are not ready for APS in terms of data quality and ERP

concept. 3. Even the new customer is ready, due to the tight go-live schedule, to reduce the risk

of project, APS is often put into the second phase implementation.4. Only when customer and partner are ready, can APS be sold and implemented at the

first phase.

HOW…1. Review Oracle install base with Sales team and partner to identify right candidates to

up-sell2. Closely follow up implementing projects to help customer move to phase two

implementation smoothly3. Early involve in the sell cycle of selected accounts to enlarge the project scope

Leads and Opportunities Install base up selling

– Jin Nan Steel– BMC(Sony Erisson)– GEM– GT Tire– UT Starcom– Midea cooker– Midea aircom– Zexsa– Ametron– SVA-NEC– Li Ming

Brand New Customers– NEC– TTHM(Panasonic)

Targeting the right Industries1. High tech Industry(Discrete manufacturing)2. CPG3. Steel company

WHY

1. Oracle APS solution can address the SCM requirements of High Tech best and

Oracle has most of the successful stories in this sector. Besides, the prospects in

High tech are more ready for APS.

2. Oracle ASCP probably cannot meet the distribution and replenishment requirements

of CPG very well. However, DP can be a powerful tool for CPG to manage their

forecast

3. Capacity constraint is a big issue to Steel industry, Only ASCP can address capacity

issue.

HOW…1. Work closely with MRD team to identify prospects2. Introduce DP to CPG sales team to help them up sell or enlarge deal size3. Work with Lin Feng to find out how to position APS in Steel industry

Targeting the right products1. DP2. ASCP3. GOP

WHY

1. Theses three products are most mature products in APS family.

HOW…

1. Will focus on the promotion of these three products at the first year

2. A new member, production scheduling from peoplesoft, is also very

demanding by the market. Will spent some time on looking into it in

more detail

Cultivating the right Partners1. Global partners2. Local partners

WHY

1. The support from Partners is the key factor to the success of the deployment of APS

2. Few partners has the APS implementation experience in China

3. Most of the partners are lack of product knowledge and capability of implementing

APS

HOW…

1. Working closely with selected partners on their exist customers to help them up sell

APS and let them learn APS from a real project (This is the most effective way to

learn APS)

2. Leverage global partners’ oversea resources (such as Infosys) to generate more

deals

3. Partner training

Partners OCS, Taiwan– Implemented several ASCP projects in

Taiwan Han Consultant—Implemented ASCP in Ji Nan Steel Hand Consultant—No experience on APS

implementation. Promoted their own “APS” solution to some exist customers

A bean– May implement ASCP and DP at the second phase of NEC

Bearing Point—May implement ASCP for TTHM Infosys– Having APS oversea implementation experience.

New comer in China market.

Leveraging the right Resources1. SCM team members in GC2. GSS TEAM

WHY

1. APS may be the most complex product family in Oracle E Business

Suite. This business plan cannot success without the help from the

other experts.

HOW…

1. Working closely with all the team members and experts to get the

necessary help

Building the right ReferenceWHY

1. Building an APS reference customer in short time is crucial to

promote APS in China market.

HOW…

1. Watch over the current and feature APS projects closely to ensure the

success of projects.

2. Generate more APS deals!!!!

Reference Candidates Panasonic---GOP To be built…..

Possible issues

Possible Issues Time allocation

– Since every product lead is double-headed with product business development and industry sales support(eg, High tech), it is possible that spent most of the time on standard ERP opportunities if requirements flow in.

– Thanks to the help from Leslie, the work load may be shared in the future.

– Leverage more resources from partners – Manager can help to do the load balance

Product complexity– APS is becoming more and more complex along with the new

features evolved. Cannot handle every detail function by my own.– Need to spent more time on study products. Before, got short lead

time to prepare a presentation or demo, do not have in-depth understanding of a lot of features.

– Support from the other experts may required

Possible Issues Industry variability

– APS can apply a lot of industries, cannot become an industry expert for every industry

– Need help from industry expert when encounter some industry I am not familiar with

Demo preparation– There is no Chinese DP environment in ADS. This will be an obstacle

for the promotion DP to CPG prospects – Preparing an APS demo is very time consuming and frustrating cause

you cannot foresee the output in some cases. Cannot do prototyping in every case.

– DP is a product very technique orientated. Need someone knows Data warehousing to do the customization. May need help if case required.

– Hope to leverage some experienced partners such OCS,Inforsys to build the demo when needed.

Action items

Action Items By the end of Sep. 2005

– Talking with sales from targeted industries to identify more APS opportunities

– Introducing APS solution to sales,solution managers, and partners to gain their awareness

– Talking with partners to know their APS up-selling strategies and what kind of support they need from Oracle

– Fine tune APS material such as presentation, Demo scenario, competition, reference….