Agile FY’09 APAC Budget Q2 actuals, Q3 forecast and Q4 pipeline, challenges and initiatives

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AgileFY’09 APAC BudgetQ2 actuals, Q3 forecast and Q4 pipeline, challenges and initiatives

CONFIDENTIAL – ORACLE HIGHLY RESTRICTED 2

H1 Highlights

First Global Million US$ win in Semicon Foundry – Chartered Semiconductor - Singapore First Automotive Supplier in APAC – Fuyao Glass – China

Completion of the Recruitment of PLM team Sales , Pre Sales and Business Development Solutions consultants with 12 to 15 years of experience from the competitors

Completion of the Product training in Agile PLM and Prodika for Solution consultants

Value selling training – for PLM sales and Presales


Global accounts – Align with NA team for APAC opportunities Proactive engagement in APAC , Joint accounts strategy,… Activities Initiated

High-Tech :Flextronics, Jabil , Sanmina ,… Life Science : GSK, Roche,Pfizer

Identified 50 + Targets

Business Development in Non Penetrated Industry Pharmaceuticals and Biotech ( India ,Korea and ASEAN)

Basic research & Analysis , Identification of top 10 accounts, focused engagement with workshops, Alignment with IBU specialists

Food and Beverages ( ANZ,China, Taiwan and India) Basic research , Identification of top 10 accounts, focused engagement with workshops Aligning with Taiwan Government’s ICT funded initiatives

Industry focused Accelerate – Initiatives with Partners IC Design Houses ( High tech Fab less in Taiwan ) Medical devices Engineering and Construction

Develop Capability and Infrastructure to support these initiatives Industry specific Sales, Presales kits by Sales consulting

Training and enablement plan for sales and Presales to align with the industry initiatives

APAC – Agile Campaign & Lead Gen Overview


Collaboration with Development

• Marketing and Strategy – Sarvesh , Hardeep and his team

• Very close interaction• Reference Visits and calls for key deals• APAC Council , Customer meetings in Taiwan• Regular APAC call monthly• Participation in the events

• Development – Devendra (US), Rao Sadhu Reddy(India) , Frederic (China)

• Close interaction and support for strategic deals• Support customer meetings and opportunities ( Strategic)• Enhancements support ( Assisted PMs to meet customers in APAC)• Site visits by customers to devt. Centers• New Industry explore and support• Product Managers support training

Good collaboration exist currently with the HQ team

Support we need …..

• Release of Chinese and Korean for Prodika on time ( March 2009 )

• Procurement of CAD licenses – Critical issue

• Continue to support hosting the key customer visits to development centers

• Continue to support key deals and new products


• GC : Challenges • Industry sales cooperation • Partner capability

• Opportunities • Develop the opportunity in E&C• Tap Solar Energy Equipment Manufacturers• F&B is great potential market and need to build a solid ground in FY09

• ANZ :• Find Partner to take A9 to mid market for ANZ• Find implementation partner for Agile Medical device prospects for ANZ

• ASEAN :• No marketing efforts in PLM in individual ASEAN countries … no inbound enquiries… • Uncertainties in Political and Economic situations in ASEAN countries• Lack of strong participations from MRD Named Accounts to push for PLM • PLM is viewed as low-revenue generating opportunities by KAM… • No local resellers / partners / implementers in place … need run-rate sales from

partners from long-term perspective

Challenges & Opportunities


Q2 Performance by Geo & Industry

APAC ANZ ASEAN GC INDIA KOREAActual 1307 0 947 360 0 0Budget 2340 650 390 780 260 260% Budget 56% 0% 243% 46% 0% 0YOY Growth 248% 0% 243% 46% 0% 0%

TOTAL

Q2

COM CMU FSI GEH MRDActual 225 1082Budget 728 1612% Budget 31% 67%YOY Growth

TOTAL

Q2


1H Performance by Country & Industry

APAC ANZ ASEAN GC INDIA KOREAActual 1619 0 947 636 0 0Budget 3600 1000 600 1200 400 400% Budget 45% 0% 158% 53% 0% 0%YOY Growth

TOTAL

1H

COM CMU FSI GEH MRDActual 537 1082Budget 1120 2480% Budget 48% 44%YOY Growth

TOTAL

1H


APAC Overview – License Key Business / Integration Issues:

Issue Description Proposed Resolution / Action to Address Owner(s) & Completion date

Partners Urgent need of Good Partner in Korea & ANZ

Lloyd & Paul to help is identify Partners in ANZ & Korea

Lloyd Perrin

Prodika In Chinees & Korean Language

Moving Forward we would need Prodika in Chinese & Korean Language to address F&B Markets

Business case prepared and going to development now. Development targetting to release this in Q4 FY09

Will Bosma, Rick Jewel


Q3 Budget by Industry & Region

APAC ANZ ASEAN GC INDIA KOREABudget 2070 575 345 690 230 230Worst 2020 350 200 1000 350 120Expected 2470 450 300 1100 500 120Best 3255 950 375 1130 600 200Expected to Budget % 119% 78% 87% 159% 217% 52%YOY growth

TOTAL

Q3 Budget

COM CMU FSI GEH MRDBudget 644 1426Worst 1000 1020Expected 900 1570Best 1105 2150Expected to Budget % 140% 110%YOY growth

TOTAL

Q3 Budget


Opportunity Customer $Rev Close date Country CommentsPDM- QMS solution Fisher & Paykel Healthcare150 2/25/2009 NZ Between us and Pilgrim QMS solutionProdika Goodman Fielder 300 2/25/2009 AU Likely to be shortlisted with one other, Insight engagement Prodika Resmed 500 2/15/2009 AU In BOM for ULA agreement, existing customerAgile PLM Huawei 250K 01-20-09 China Huawei ULA back to 5M proposal and all product revenue has dropped. In negotiation to include PC module only in ULAAgile PLM BYD 140K 12-31-08 China CEO final review in the week of 20/12Prodika Chic 150K 02-20-09 China COO is positive of initiating PLM projectAgile PLM CETC 20 150K 01-20-09 China POC Completed, customer will release evaluation report by end of Dec. for final decision. PTC/UGS as major competitors.Agile PLM iAC 200K 02-20-09 TWN Need conduct a successful POC to prove iAC needs to upgrade to 9224 in order to solve current performance issueAgile PLM Thai Summit Autoparts 100k 15-Feb Thailand In competition with UG, Shortlisted over PTC, final selections … awaiing BOI approval …Agile PLM Presson Descon 150k 15-Feb Pakistan selected vendor to present in mid-Dec… selection in Jan 09

Key Deals – Top 10 for Q3


Product Customer $Rev Qtr Close date Country CommentsAgile PLM Hyflux International 200k Q4 20-Apr Singapore PLM Initiative is planed post to EBS Go-LiveAgile PLM Venture Corp 200k Q4 20-May Singapore High on Radar, Might Ask for a POC early Feb 09Agile PLM TIMEX 150K Q4 20-May Philippines Have problems with NPD, Existing EBS Customer, Demo in JanULA Foxconn 1000K Q4 05-15-09 China Good Traction with CIO, MRD folks are focused, on this OpportunityPC+PPM Suntech Power 200K Q4 05-15-09 China CEO's 2009 planProdika Want Want Food 150K Q4 05-15-09 China Need to complete Workshop ASAP Prodika WeiChuan 200K Q4 05-15-09 TWN Have Appled for Government fund & define POC scopeAgile PLM for Process Fosters 200 Q4 May AU Have not invested in oracle since 6 yrs, Agile PLM for Process Fonterra 300 Q4 May NZ Shown Interest, will engage early JanAgile A9 Cochlear 300 Q4 May AU Decision in AUZ might have to Split with UK

Key Deals – Top 10 for Q4


APAC ANZ ASEAN GC INDIA KOREABudget 9000 2500 1500 3000 1000 10001H Actual 1583 0 947 636 0 0Q3 Outlook 2470 450 300 1100 500 120Q4 Outlook 3370 500 150 2000 240 480FY09 Outlook 7423 950 1397 3736 740 600FY09 Outlook vs Budget 82% 38% 93% 125% 74% 60%YoY Growth

FY09 Outlook

COM CMU FSI GEH MRDBudget 2800 62001H Actual 498 1085Q3 Outlook 900 1570Q4 Outlook 1190 2180FY09 Outlook 2588 4835

FY09 Outlook vs Budget

92% 78%

YoY Growth

FY09 OutLook

FY09 Outlook

Documents

Agile FY’09 APAC Budget Q2 actuals, Q3 forecast and Q4 pipeline, challenges and initiatives