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EDGE Business Plan- FY11 H2
Ben Lin
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Agenda
Scope
Market Potentials
Our Focus
Partner Mapping
Business Outlook
2
1
2
3
4
5
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Scope
• PLM- Hitech (ODM/OEM) ; Pharma/ Medical device ;
ERP cross selling
• VCP- Hitech (Owned Brand)
• PDQ- To be discovered
3
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Taiwan overall market
4
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Market Potentials- Pharma/Medical device
5
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Cont.
6
Our potential opportunity: PLM
Agile Installbase
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
SWOT
• Strength- Top player in TW PLM market
Total solution selling in account engagement
• Weakness- Price competition ;Limited large customers for mega deal
Shortage / lack resource in SCM solution delivery
Acer Demantra story impacts the market confidence
• Opportunity- PLM as a differentiator to every bidding with SAP
PTC replacement and Agile install base upselling
SZS RP reference- Go PR when goes live
7
• Threat-Aras PLM is a
strong market destroyer
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Focus – 1. PTC replacement
• Market status:The forerunner in Taiwan PLM field and have famous customers
in EMS/ODM/OEM
Most customers are in Hitech and Machinery industries
PTC system is highly customized and very differentiated from cases ; Most are only using ProjectLink (PPM) without parts/BOM mgt.
Hard to upgrade and effort is almost like re-implement
8
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
General weakness
• 20 % customer failed ( Bad customer refference)
• 40 % customer limited scope (function limitation)
• 75 % not good reference
• Module weakness • Project management : Data not synchronize to Product data (PPM)• No issue tracking product defined (PQM)• Very costly to impalement Part/BOM and change management (PC)• No Fully customized AML function till Windchill 9 • NO BI solution till Windchill 9
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
How to win
• Strategy / Sprearhead • Categorize and identify the customer’s usage and pain • Differentiate Agile by Project / Product data synchronization • Emphasize why Part/BOM integration MUST HAVE and
integration easy of use • Emphasize the value of full integration with ERP• Maintenance cost analysis to customer • Attractive package for replacement with listed functions and
customization (Undergoing from TPV)
• Target account proposed
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Engaged
神達電腦 冠捷電子 鴻海精密 ( 多系統 )
高效電子 技嘉科技 華泰電子
聯華電子 百容電子 大眾電腦 智邦科技 仁寶電腦 致伸電腦
友達光電 正文科技 奇美電子 華通電腦 華碩電腦 鈺創科技
Plan to engage
群創 金像電子 光寶電子集團 宏達國際 全台晶像 晶元光電
華宇電腦 瀚斯寶麗 倫飛電腦 奇鋐 東友科技 閎暉
同亨科技 精威科技 雙科電子 雙鴻電子 毅嘉電子 慶良電子
康舒科技 台灣佳能 日月光 大同電腦 富驊企業 台灣錄霸
英誌實業 威盛電子 福登精密 綠點科技 英業達電腦 四零四科技
雅新實業 崇越 奇美通訊
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Outcome and Plan
• FY11 opportunities: 冠捷電子 TPV(Q3), 高效電能 Chicony Power(Q4)
• Working on/ potential: 華碩電腦 Asus; 智邦科技 Accoton
• Plan:Done all the listed customers with field sales support in Q3Packing a replacement solution from TPV case (done by end of
Dec) Specific workshop for PTC customers (estimated in Q3) with
program promotionSeek Winchill consultants / users into our resource poor for
CAD domain requirements (now only partner ITTS has one)
12
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Focus – 2. Install base
13
Customers RevenueCurrent Release Language Modules
Concurrent User
Name User
Maint Exp Dat
Maint. Status
Upgrading To
Customer (Chinese) Application product
Out of MA
Chicony 100M - 1B 8.5 PC, PPM 45 202006/8/31 No 群光電子 SAP
IAC 100M - 2B 9.2.1 PC, PPM,PQM 80 402006/5/31 No 英華達 SAP
Career 100M - 3B 9 PC, PPM 2004/6/31 No 佳聯益 EBS
CPT 100M - 4B 9 PC, PPM 50 152007/12/31 No 華映 SAP
Wistron 100M - 5B 8.5 PC 20 No 緯創 SAP
Promate 100M - 6B 9 PC, PPM No 豐藝 None
AOpen 100M - 7B 8 PC No 建碁 EBS
Upselling
Acer >1B 9.2.1.3 English Only PC, PPM 53 0 Support 9.2.1.3
宏碁股份有限公司 EBS/SCM/APS
Foxlink (Cheng Uei) >1B 9.2.2.2 SCPC, PCM, PPM, PQM, PG&C, EC 50 36 Support 9.2.2 正崴精密 SCM/EBS
Quanta Computer Inc. >1B 9.0 English Only PC, PPM, PG&C, 700 50 Support 9.2.2 廣達電腦 None
UMEC (Universal Microelectonics Co., Ltd.) >1B 9.0 SC PC, PPM, PQM 10 13 Support 9.2.2 環隆科技 EBS
USI Taiwan Plant Board >1B 9.2 English Only PC, PPM, PQM, PG&C 205 0 Support 9.2.2 環隆電氣 SAP
ADLink 100M - 1B 9.0 English Only PC, PPM PQM Support 9.2.2 凌華科技 MS
Advantech 100M - 1B 9.2.1.6 TC, SC PC, PPM, PQM 80 50 Support 9.2.1 研華科技 SAP/O CRM
Altek 100M - 1B 9.2.2.2 English Only PC, PPM, PQM 39 5 Support 9.2.2
華晶科技股份有限公司 None
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Cont.
14
Arima Comm 100M - 1B 9.2.2.1 English Only PC, PG&C, PPM, PQM Support 9.2.1 華冠通訊公司 EBS
D-LINK 100M - 1B 9.2.2 English Only PC,PPM Support 9.2.1
友訊科技股份有限公司 JDE
KYE Systems 100M - 1B 9.0 English Only PC, PPM Support 9 昆盈 JDE
Quanta Storage 100M - 1B 9.2.2.1 English Only PC Support 9.2.1
廣明光電股份有限公司 SAP
RichTek 100M - 1B 9.2.2 English Only PC, PPM, PQM Support 9.2.2 立錡科技 EBS
Sercomm 100M - 1B 9.2.2 TC, SC PC, PPM, PQM Support 9.2.2 中磊科技 None
Winstar Display Co., Ltd. 100M - 1B 9.2.2 TC, SC PC, PPM, PQM, PG&C Support 9.2.1 華凌光電 None
AIPTEK International < 100M 9.2 English Only PC Support 9.2.1 天瀚科技 EBS
CAMEO < 100M 9.2.2.3 TC, SC PC, PPM Support 9.2.1 友勁科技 None
ICP < 100M 9.2.2 English Only PC, PPM, PQM Support 9.2.2 威達電股份有限公司 EBS/APS
Inventec Besta Co., Ltd < 100M 9.2.1.2 English Only PC, PPM, PQM Support 9.2.1 無敵科技 None
MotoTech < 100M 9.2.2.1 TC, SC PC, PPM Support 9.2.2 智灝科技 MS
Mustek Systems < 100M 9.2 TC, SC PC, PPM Support 9.2.1.3 鴻友科技 EBS
TTY Biopharm < 100M 9.2.1.3 TC PC, PPM Support 9.2.2 東洋藥品 None
Zylux Acoustic < 100M 9.0 English Only PC, PPM, PQM Support 9 喬陽電子 None
Everlight Electronics Co., Ltd. 9.2.2 PC, PG&C Support 9.2.2 SAP
Thermaltake Technology Co., Ltd. 9.2.2.1 PC, PPM, AutoVue Support 9.2.2
曜越科技股份有限公司 EBS
U-Media Communications, Inc 9.2.2 PC Support 9.2.2
宇智網通股份有限公司 EBS
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Sales Strategies and Tactics in other solution
• PLM- PTC site: case by case engage with sales team
Agile upgrade and upselling :
- Selected key accounts by sales engagement
- New trend and function update by market event quarterly
• VCP – Mature selling SCs in Taiwan; Close inline with sales team for account
bases and sharing global cases to local team
Reviewing F&B industry with outside resources, like government F&B Institution
• PDQ- Need more deep dive the market with Hungchang
15
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Partner Map & Readiness
16
Partner Loc VCP PLM Consultant No.
AIC TW ○ 7
Ares TW ○ 3
IBM TW ● ● 1/2
Abeam TW ● 1
Genesis TW ● 1
ITTS TW ● 1
RJ TW ○ 4
○ Ready
● Enabling
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Key deals
Client Product Deal size Closing date
IAC PLM 200K Q3
TPV PLM 120K Q3
Asus PLM 500K Q4 / FY12
Zyxel RP 100K FY12
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
How is it so far? Q1 & Q2 Recap
What’s Working
• Attached selling with ERP
• Leverage sales team for coverage
What to be Improved:• New product knowledge for
market segmentation
• Ecosystem with executives on market development
18
Deals Closed in Q1 & Q2
• Q1:Aten (PLM) ; Asus (VCP) ; SZS (RP) ; HOPAX(VCP)
• Q2:Taidoc ; Zyxel ; Lanner (all PLM)
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Q3 Outlook
19
Forecast : 377K (Chilin+Everlight+TPV+Forhouse)
Upside : 250K (IAC+Chicony)
Dec
PTV-PLM-RD VP 台灣積體電路製造股份有限公司 Open TWD2,000,000.00 100000
Mth1 Pipeline US$100,000
Mth1 Forecast US$100,000 (TPV)
Jan
Agile-Chilintech-RD 奇菱科技股份有限公司 Open TWD2,500,000.00 77196
IAC_PLM upgrade_CIO 英華達股份有限公司 Open TWD4,857,750.00 150000
Mth2 Pipeline $ 227,196
Mth2 Forecast US$77,196 (Chilin)
Feb
GSIO#3150297-Direct-PLM-CIO, RD VP, CEO 億光電子工業股份有限公司 Open TWD3,886,200.00 120000
TW-MRD-PLM 輔祥實業股份有限公司 (Forhouse Corporation)
Open USD80,000.00 80000
Chicony - Agile PLM Upgrade 群光電子股份有限公司 Open TWD2,590,800.00 100000
Mth3 Pipeline $ 300,000
Mth3 Forecast $ 200,000 (Everlight+Forhouse)
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Q3 Action Plan on Key Deals
20
*Chilin (77K) : PM finalized ; Will summit final proposal to high level for top down decision
12/03- RJ meet PM for SOW discussion (Done) 12/14 - Give Chilin the quotation and SOW for GM and COO's approval by 12/20 - Get conclusion of customer hi level (if no further issues) 12/20- 12/25 - Consultant interview / arrange hi level meeting (optional) by 1/8 - finish 1st round price nego with purchaser and legal 1/17 - get the PO from Chilin
* Everlight(120K) : Budget of next year and PPM project will kick off after Chinese New Year
by 12/24- Project workshop delivered by consultant 01/14- Finalize the project scope (user numbers) / 1st round proposal discussion 01/26 - Customer internal approval process/ finish contract review and price nego by 02/18- Finish internal process / get customer PO
Copyright © 2009, Oracle and / or its affiliates. All rights reserved.
Cont.
21
*TPV(100K): PTC replacement confirmed ;Solution win but with budget constraint ; make decision by end of Dec and kick off in early Jan
12/02- Cost estimation delivered to RD head and under his budget(Done) 12/07- Conference with oversea users for announcement and discussion (Done)by 12/17- Finalized detail SOW with consulting partners / provide formal quotation and price nego with purchaser 12/24 - Finish internal approval process and get the PO
• Forhouse (80K) : PLM become 1st phase before ERP ; It's budget next year
by 12/17- Customer finish internal discussion and comes out a requirement list for consultant cope 12/20-Requirement presentation by Jason chang and partner12/24 - consultant interview / choose consultant partner By01/07 - Final presentation / hi level meeting (optional) 01/14 - Reference visit / contract and price nego by 01/28- Finish internal process / get customer PO
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Overall FY11 Outlook
22
FY11 Exit Outlook
Edge product Quota Achievement
Q1 Close 529 1,300 40%
Q2 Close 152 11%
Q3 Forecast 377 29%
Q4 Forecast 300 23%
Total 103%
Product estimated (%)
PLM 65% ; VCP 35%
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