APAC Agile Ops Review FY08, and FY09 Plan Will Bosma, Pieter Els.

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APAC Agile Ops Review FY08, and FY09 PlanWill Bosma, Pieter Els

Executive Summary – FY08

$2.6M @ 36% Growth$2.6M @ 36% Growth

Launched Agile via SWAT TeamLaunched Agile via SWAT Team

200% Increase in Pipe Post Acquisition200% Increase in Pipe Post Acquisition

5 Agile Trainings – 4336 person hours5 Agile Trainings – 4336 person hours

FY09 Budget @ 246% YoY Growth (9M-FY09)FY09 Budget @ 246% YoY Growth (9M-FY09)

Uptake in other regions, 1Uptake in other regions, 1stst Win in India & ASEAN Win in India & ASEAN

FY’08 Summary Results

2.12M FY08 Revenue (59% Q4) with 70% Comm’cl, 30% MRD Industry 2.12M FY08 Revenue (59% Q4) with 70% Comm’cl, 30% MRD Industry

90% Revenue from Agile PLM (7% Agile PLM Int., 2% AutoVue, 0% Prodika)90% Revenue from Agile PLM (7% Agile PLM Int., 2% AutoVue, 0% Prodika)

GC contributed 72% of total APAC (47% TW, 15% CN)GC contributed 72% of total APAC (47% TW, 15% CN)

5 Customers with >100k (43% of Revenue) 5 Customers with >100k (43% of Revenue) Top 10 @ 68%Top 10 @ 68%

24 Customers (Transactions) Avg = 75K24 Customers (Transactions) Avg = 75K 55% PC product55% PC product

FY08 Q2-Q4 DetailsFY08 Q2-Q4 Details

Securementers

Agile FY08 – Key Wins

# Customer & Country Industry Amount Product Partner / OCS

Comment

1 Securemeters – India MRD 234k PC, PPM, PCM, EC, MCAD, ECAD, AutoV

OCS 1St India deal

2 Microelectronics Technology Inc. (MTI) - TW

MRD 183k PC, PPM, AutoV,

OCS Q4 deal

3 Everlight Electronics Everlight Electronics Co. LtdCo. Ltd - TW - TW

MRD 134k PC, PG&C OCS Q3 deal

4 Unitech Electronics - Unitech Electronics - TWTW

MRD 113k PPM, AutoV OCS Q3 deal

5 Spreadtrum Spreadtrum Communications - Communications - CNCN

MRD 110k PC, AutoV OCS Q4 deal

WINS (FY08) – Top 5

PLM FY09 Headlines PLM FY09 Headlines

GOAL: Deliver Revenue of GOAL: Deliver Revenue of $9M USD$9M USD

1.1. Drive Drive 5 large deals in GC5 large deals in GC and a minimum of and a minimum of 3 across each3 across each of the of the four emerging APAC regionsfour emerging APAC regions

2.2. Close out at least Close out at least 2 of the major opportunities in Q12 of the major opportunities in Q1 that slipped that slipped from Q4 (Simplot, CP Foods, Pernod, Huawei, Foxconn, Fosters)from Q4 (Simplot, CP Foods, Pernod, Huawei, Foxconn, Fosters)

2.2. Identify Identify top 200 MRD targetstop 200 MRD targets across all regions and leverage across all regions and leverage dedicated BDC resources to generate dedicated BDC resources to generate 20 NEW sales campaigns20 NEW sales campaigns

3.3. Reengage Reengage Commercial SalesCommercial Sales in all regions and develop PLM go in all regions and develop PLM go to market plans in conjunction with each regionto market plans in conjunction with each region

3.3. Execute on Partner strategy to deliver Execute on Partner strategy to deliver 2-3 productive reseller2-3 productive reseller relationships in each region—25% additional pipelinerelationships in each region—25% additional pipeline

4.4. Deliver Deliver 4X Quota4X Quota coverage in GC and coverage in GC and 3X Quota3X Quota coverage in coverage in emerging regions through dedicated Sales, FM and BDCsemerging regions through dedicated Sales, FM and BDCs

5.5. Continue development of sales tools, industry specific Continue development of sales tools, industry specific messaging and presales depth to support broader messaging and presales depth to support broader solution sellsolution sell

Agile PLMObjectives & Market Opportunities

Opportunities

Complete Solution:Complete Solution: Oracle product Oracle productbreadth & depth unmatched in marketbreadth & depth unmatched in market

Install Base:Install Base: Leverage incremental Leverage incrementalBDCs to penetrate customer baseBDCs to penetrate customer base

Siemens and Dassault:Siemens and Dassault: Product & Product & go to market confusion leavesgo to market confusion leavesinstall base under-served and openinstall base under-served and open

PTC China Focus:PTC China Focus: Have shifted Have shiftedresources to China and left installresources to China and left installbase to partners – open accessbase to partners – open access

Complete Solution:Complete Solution: Oracle product Oracle productbreadth & depth unmatched in marketbreadth & depth unmatched in market

Install Base:Install Base: Leverage incremental Leverage incrementalBDCs to penetrate customer baseBDCs to penetrate customer base

Siemens and Dassault:Siemens and Dassault: Product & Product & go to market confusion leavesgo to market confusion leavesinstall base under-served and openinstall base under-served and open

PTC China Focus:PTC China Focus: Have shifted Have shiftedresources to China and left installresources to China and left installbase to partners – open accessbase to partners – open access

Threats

PTC:PTC: Aggressive pricing & packaging Aggressive pricing & packagingto combat Oracle penetration (CN)to combat Oracle penetration (CN)

Attrition:Attrition: Small team of domain Small team of domainexperts--all players critical to successexperts--all players critical to success

Marketing Resources:Marketing Resources: Sales plan Sales planhinges on branding Oracle in PLMhinges on branding Oracle in PLM

Localization:Localization: Resources limited to Resources limited tosupport localization of Prodikasupport localization of Prodika

Recruiting: Recruiting: Limited traction fromLimited traction frominternal resourcesinternal resources

PTC:PTC: Aggressive pricing & packaging Aggressive pricing & packagingto combat Oracle penetration (CN)to combat Oracle penetration (CN)

Attrition:Attrition: Small team of domain Small team of domainexperts--all players critical to successexperts--all players critical to success

Marketing Resources:Marketing Resources: Sales plan Sales planhinges on branding Oracle in PLMhinges on branding Oracle in PLM

Localization:Localization: Resources limited to Resources limited tosupport localization of Prodikasupport localization of Prodika

Recruiting: Recruiting: Limited traction fromLimited traction frominternal resourcesinternal resources

1.1. Food & Beverage / CPG Market LeaderFood & Beverage / CPG Market Leader• Establish ANZ as APAC hub – convert pipelineEstablish ANZ as APAC hub – convert pipeline• Leverage NA and EMEA customer networkLeverage NA and EMEA customer network

2.2. Deepen Penetration Outside GCDeepen Penetration Outside GC• Market awareness and Oracle recognition in PLMMarket awareness and Oracle recognition in PLM• Mobilize MRD and Commercial Sales teamsMobilize MRD and Commercial Sales teams

3.3. Accelerate Commercial GrowthAccelerate Commercial Growth• Mobilize partner ecosystemMobilize partner ecosystem• ““Turn key” offering via Accelerate model - create Turn key” offering via Accelerate model - create

competitive differentiation and reduce buyer riskcompetitive differentiation and reduce buyer risk

$9.0$9.0M RevenueM Revenue$6.0M PLM (A9) & 155% Growth$6.0M PLM (A9) & 155% Growth$3.0M PLM for Process (Prodika) & 1100% Growth*$3.0M PLM for Process (Prodika) & 1100% Growth*

* Given $250K in PLM for Process in FY08Given $250K in PLM for Process in FY08

FY09 Budget – PLMFY09 Budget – PLM

FY09FY09 A PLMA PLM PLM 4PPLM 4P A PLMA PLM PLM 4PPLM 4PTOTAL FY09 TOTAL FY09

BudgetBudget

ANZANZ 0.6M0.6M 1.5M1.5M 0.4M0.4M 0.0M0.0M $2.5M$2.5M

ASEANASEAN 0.7M0.7M 0.3M0.3M 0.5M0.5M 0.0M0.0M $1.5M$1.5M

GCGC 1.3M1.3M 0.3M0.3M 1.4M1.4M 0.0M0.0M $3.0M$3.0M

ININ 0.5M0.5M 0.0M0.0M 0.5M0.5M 0.0M0.0M $1.0M$1.0M

KRKR 0.2M0.2M 0.6M0.6M 0.2M0.2M 0.0M0.0M $1.0M$1.0M

TOTALTOTAL 3.3M3.3M 2.7M2.7M 3.0M3.0M 0.0M0.0M $9.0M$9.0M

%% 37%37% 30%30% 33%33% 0%0% 100%100%

APACAPAC

$9.0M$9.0M

MRDMRD COMCOM

APAC Agile Specialty Sales & Community

Jacqueline Donovan – Sales DevelopmentJacqueline Donovan – Sales DevelopmentAgile GM - TBHAgile GM - TBH

SCM Solution Consulting / Commercials2 ANZ, 2 ASEAN, 4 GC, 2 KR, 3 India

SCM Solution Consulting / Commercials2 ANZ, 2 ASEAN, 4 GC, 2 KR, 3 India

Unni Kongot & TBH (ANZ)

Unni Kongot & TBH (ANZ)

Will BosmaVP – Specialty Sales

Will BosmaVP – Specialty Sales

Glyn Truscott- BDC

Glyn Truscott- BDC

Edward Huang (GC - HC: 4)

Edward Huang (GC - HC: 4)

Rathinakumar Vaidyanathan- Solution Consulting

(HC: 8) – 2 TW, 2 CN, 1 KR, 1 ASEAN, 1 IN, 1 ANZ

Rathinakumar Vaidyanathan- Solution Consulting

(HC: 8) – 2 TW, 2 CN, 1 KR, 1 ASEAN, 1 IN, 1 ANZ

Teresa Lou- SDM

Teresa Lou- SDM

Srinath Narayan(India)

Srinath Narayan(India)

TBH(Asean)TBH

(Asean)

TBH(Korea)TBH

(Korea)

Pieter Els - PM&SPieter Els - PM&SLloyd Perrin – A&C (SCM EDGE)

Lloyd Perrin – A&C (SCM EDGE)

Vinod Devathas– Partner Enablement

Vinod Devathas– Partner Enablement

Vijaykumar Kusurkar- OCS

Vijaykumar Kusurkar- OCS

Rushenka Perera- Marketing

Rushenka Perera- Marketing

Agile FY09 – Segmentation

MARKET

SEGMENT

COMMERCIAL

MRD< 200M 200M – 500M

PLM PLM PLM4P PLM PLM4P

GCHigh Tech

Med Device

High TechMed Device

Industrial

F&B

CPG

High TechMed Device

Industrial

F&B

CPG

KOREAHigh Tech High Tech F&B

CPG

High Tech F&B

CPG

INDIAIndustrial

Automotive S.C.

A&D S.C.

Industrial

Automotive S.C.

A&D S.C.

F&B

CPG

Industrial

Automotive S.C.

A&D S.C.

F&B

CPG

ASEANHigh Tech

Med. Dev.

Industrial

High Tech

Med. Dev.

Industrial

F&B

CPG

High Tech

Med. Dev.

Industrial

F&B

CPG

ANZ

Med. Dev.

Industrial

Automotive S.C.

A&D S.C.

Med. Dev.

Industrial

Automotive S.C.

A&D S.C.

F&B

CPG

Med. Dev.

Industrial

Automotive S.C.

A&D S.C.

F&B

CPG

Primary Focus

Secondary Focus

Invest for FY10 Revenue

FY09 – Pipeline Situation August 6th

Note : Larger deals emerging Ashok Leyland (1100k); Foxconn (800k); Chartered (600k); Simplot (650k)

Woolworths (600k); Huawei (500k)

PLM Partner Map – Industry Summary Industry Summary Position – A9

Aero & DefenceAero & Defence AutoAuto EHTEHT Industrial ProdsIndustrial Prods Life Sciences / Life Sciences / Med DevicesMed Devices

A/NZA/NZ

ASEANASEAN

GREATER GREATER CHINACHINA

INDIAINDIA

KOREAKOREAReseller

PLM Partner Map – Industry Summary Industry Summary Position – Prodika

CPGCPG PharmaPharma

A/NZA/NZ

ASEANASEAN

GREATER CHINAGREATER CHINA

INDIAINDIA

KOREAKOREA

Reseller

Shinsegae I&CV&T Shinsegae I&CV&T

Best-in-Class PLMEnterprise PLM leader in APAC, delivering a complete end to end solution across the product lifecycle

Products: Both PLM & PLM for ProcessIndustries: All IndustriesMarkets: All Markets

Right-to-MarketDeliver the right products to the right markets, at the right time, with the right cost and right quality

Products: Both PLM & PLM for ProcessIndustries: All IndustriesMarkets: All Markets

PLM GTMI’s FY09

Single Version of the TruthCapture and leverage critical product information at every stage of the product lifecycle

Products: PLM for ProcessIndustries: CPGMarkets: ANZ & Korea (TBD)

Confidential: For Internal Use Only

14

APAC PLMSales & Market Development Programs – Q1,Q2

June August November

SASA Accounts Roundtable 1 and 2

China

Manufacturing & ALM Forum with corporate product strategy team

New Delhi

SCM Thought Leadership Roundtables IN, ASEAN, GC,

AN,KR

SD Programs

Partner Events

Field Mkg Events

PR/AR events

Commercial BU Programs

Julyt

APAC PLM eBook and eDM

Commercial BU Partner Led Events

Customer Referencing

June July/August September/October

GSA Executive Dinner Sponship Taipei

MRD Thought leadership Roundtable with DigiTimes -Taipei

Sponsorship of Australian Med Tech Assoc Conf Sydney

PLM Seminar with TEEMA

association

PR – though leadership & GTMI specific interviews

Offsite Executive Summit India

PLM Seminar with Electronic Enterprises

Assoc Beijing

Professional Services

Roundtable Hyderabad India

Manufacturing & ALM Forum with Corporate Product Strategy Team New

Delhi

Auto Roundtable run in conjunction w/ Auto Assoc China

MRD offsite Executive Summit China

JDE Edwards Install Base Campaign

EBS install Base Campaign

CPG Campaign

Med Dev Campaign

Pharma Campaign

APAC Agile Training Plan (H1) supported by AGSS / Dev / Strategy

Other TrainingDemo2Win & Discovery2Win

AIA program (Agile PIP)

Value Selling Training

Webcasts

inCLass Training

+ 10 days PLM4P Impl. Training in ANZ

- SC Training on Track- Delivery Training on Track

WHAT’S WORKINGWHAT’S WORKING

1.1. Prime and Co Prime engagement is Prime and Co Prime engagement is improvingimproving

2.2. Resources are coming together – Resources are coming together – Marketing, Presales, OCS, Co Prime Marketing, Presales, OCS, Co Prime teamsteams

3.3. Focus is paying dividends in pipeline Focus is paying dividends in pipeline and internal awarenessand internal awareness

4.4. Enablement of the field is improving Enablement of the field is improving – sales tools and resourcing – sales tools and resourcing consistently getting betterconsistently getting better

5.5. Management support from the Management support from the Industry and Commercial LOB’sIndustry and Commercial LOB’s

WHAT NEEDS WORK WHAT NEEDS WORK

1.1. Partner Eco System for PLMPartner Eco System for PLM

2.2. External Awareness of these SolutionsExternal Awareness of these Solutions

3.3. Connection to the user communities and Connection to the user communities and professional bodies that we need to align professional bodies that we need to align withwith

4.4. Account team engagement still needs workAccount team engagement still needs work

5.5. Territory Plans that include PTC or UGS Territory Plans that include PTC or UGS attacksattacks

6.6. Proper identification of pipeline in GCMProper identification of pipeline in GCM

Product Support Required

Support needed Support needed • Demo’s – Integration to CAD Systems – ADS or APAC Investment?Demo’s – Integration to CAD Systems – ADS or APAC Investment?

• Demo’s – Integration to ERP (SAP, Oracle, JDE) – EBS PIP delivered, ADS?Demo’s – Integration to ERP (SAP, Oracle, JDE) – EBS PIP delivered, ADS?• Translations for GC and KR – pending business justificationTranslations for GC and KR – pending business justification

Others Others • Korean A9 testing almost completeKorean A9 testing almost complete

OCS Sales and Delivery Update

Shameem Sulaiman