GC ORACLE CONFIDENTIAL FY09 GC EBS Summit CMU Applications Sinko Choy Beijing, July 9, 2008 GC ORACLE CONFIDENTIAL Oracle has sold the following ERP & HR licenses: China Mobile, $5.2M license FY00 to FY07 China Netcom, $3.4M license FY06. China Unicom, $0.7M license FY03 to FY06 China Telecom rolled out SAP to 3 provinces and North China Region in FY04, for the other 20 provinces. Ufida won HR by offering free software and ERP is done by local vendors China Unicom rolled out Oracle ERP to 3 provinces then opted for the much cheaper Ufida ERP & HR offering for the other provinces. Communications ERP & HR Mature Market N/A Restructuring of China Operators China Mobile China Teitong China NetcomChina UnicomChina Telecom GC ORACLE CONFIDENTIAL 2 Power Grid Companies Background Utilities State Grid North East Central Northeast Northwest South Grid Guandong GuangXi YunNan GuiZhou HaiNan Inner Mongolia Grid Power Generation Plants Top 6 groups companies for around 400 power plants: 1.HuaNeng Power 2.DaTang Power 3.HuaDian Power 4.GuoDian Power 5.China Electricity Power Investment Co. 6.GuoHua Power About other 60 territory Power Generation Groups 4 Supporting Companies China Elec. Engineering Consultant Co. China GeZhouBa Group Co. China water and electricity Engineering Consultant Co. China water and elec. Construction Group CO. GC ORACLE CONFIDENTIAL Utilities ERP Success for Oracle in China Power Generation Broad Adoption of Oracle ERP Application in the Electricity Industry in China Financials 11 Power Generation companies HQ and 100 Power Plants (80% Go Live) Enterprise Asset Management 7 Power Generation companies HQ and 43 Power Plants (33 Go Live) Project Management 50 Power Plants (27 Go Live) Supply Chain Management 9 Power Generation companies HQ and 57 Power Plants (25 Go Live) Human Capital Management 1 Power Generation companies HQ and 14 Power Plants (All Go Live, 13 of them live on R12) eProcurement System 4 Power Generation companies HQ and 70 Power Plants (80% Go Live) Before 2002 Utilities market de-regulation, SAP won some ERP cases in Power Generation and dominated the Power Grid Companies Since 2002, no major new win case signed by SAP in Power Generation, 4 out of 6 major Power Generation Groups and numerous Provincial Power Companies uses Oracle EBS GC ORACLE CONFIDENTIAL Keep on build customer solution map based on Oracle Application Fin eAM SCM&PM EPB Fin PM Fin EPB Fin EAM Fin EAM SCM PM& Exchange Fin HR ABM SCM Fin Exchange Fin EPB, eAM Fin PM Fin Fin HR Sourcing Fin Fin PA PA PA PA PA PA PA PA PA PA Oracle EAM, Fin, EPB, SCM, PM, HR Oracle EAM Some Customer Wins in Power Generation GC ORACLE CONFIDENTIAL Utilities ERP Tough Competition with Initial Penetration in China Power Grid N/A GC ORACLE CONFIDENTIAL Communications Convergent operators PCCW Oracle ERP, HRMS, OFA, Siebel SFA Hutchison Telecom HK/Macau Oracle ERP, HRMS CTM Macau PeopleSoft ERP, HRMS Pure Mobile Operators: CSL New World Mobility Oracle ERP, HRMS China Mobile Peoples Telephone Sun Accounting SmarTone-Vodafone HK/Macau Oracle ERP Pure Fixline / Broadband operators City Telecom / HK Broadband Oracle BRM Wharf T&T Millennium Financials, COL HRMS i-Cable Communications Oracle ERP, HRMS New World Telecom SAP All-in-One REACH Oracle ERP, HRMS, OFA Utilities CLP SAP ERP, HRMS, Billing and Customer Care Hong Kong Electrics SAP Billing and Customer Care Towngas SAP ERP, HRMS, Billing / Siebel CRM Media / Entertainment Media Install Base SCMP (Oracle Financials), Oriental Press (Oracle ERP), StarTV (PSFT HRMS), Singtao (JDE), ATV (JDE) Gaming, Casinos and Resorts Hong Kong Jockey Club (Oracle ERP, EPM), Wynn Resorts (PSFT ERP, HRMS), STDM (Oracle ERP) Background of CMU Apps in Hong Kong GC ORACLE CONFIDENTIAL Communications Convergent Operators Chunghwa Telecom Inhouse systems, Oracle iLearning for hosting services FarEasTone Oracle ERP, HRMS, OFA, Sales Compensation Taiwan Mobile Oracle ERP, HRMS, Siebel UCM Mobile Operators VIBO Telecom Oracle ERP, Siebel CRM FiTel Local ISVs 6 WiMAX Operators Utilities The only major player is Taiwan Power Taiwan Power is currently using SPL for Billing and Customer Care and custom built ERP Background of CMU Apps in Taiwan GC ORACLE CONFIDENTIAL FY08 Achievements Key Wins China North China Grid, Oracles largest Apps rollout in Power Grid in China, 1.9M (1.36M for Apps), Q3 Beijing Mobile, Siebel CRM extension, secure Siebel CRMs position in China Mobile, 616K, Q3 Hunan Huayin Electric Power (part of Datang Power Group), ERP, 430K, Q1 Penetrate both Power Generation and Power Grid in Zhejiang 491K in Zhejiang Energy (Power Generation), ERP, Q3 168K in Zhejiang Power (Power Grid), BI Apps, Q1 Shanghai Telecom, Siebel CRM extension, 207K, Q4 Taiwan Taiwan Mobile, Siebel UCM, 1 st UCM win for Telco in Greater China, 318K, Q4 Chunghwa Telecom, Siebel SFA and 1 st Oracle Apps used within Chunghwa Telecom, 157K, Q2 VIBO Telecom CRM extension, 162K, Q4 FarEastone EPM, 300K, Q4 Taiwan Mobile, ERP Extension, 69K, Q4 Hong Kong Wynn Resorts, 91K, Q1 Panda (part of STDM of Macau), Oracle EBS in Macau, 164K, Q4 FY09 GC ORACLE CONFIDENTIAL FY09 Priorities BD and large deal focus for China Telcos as Operators restructuring in China is announced Solution Architects for each new telco operators in China and 1 for Utilities/Media Key focus and expansion in China Utilities by expanding the team and leveraging existing talents Programmatic sales approach to reduce the adverse impact on China telcos restructuring (CCA, CRM/HCM/ERP point solutions) Expanding TW CRM momentum in Taiwan Penetrating Publishing sub-industry Improve executive coverage and opportunities execution in Hong Kong Expanding PR activities GC ORACLE CONFIDENTIAL FY09 EBS Potential China Telco Operator Restructuring Expansion of Oracle Financials/ERP footprint in China Netcom SCM Utilities EAM for Power Generation and Power Grids Integration with Partner Solution leveraging PSC EAM with spatial information and UIs Power Grid Asset Management and Maintenance Fuel Management (in Discussion and Development) Hong Kong and Macau Theme Parks (Ocean Park) FIN, SCM, HCM Gaming / Casinos / Casinos Resorts SCM, PIM Taiwan Taiwan Power General Identify current install base as R12 upgrade prospect GC ORACLE CONFIDENTIAL Power Grid Asset Model Universal spatial model GC ORACLE CONFIDENTIAL Sample: Power Grid Asset Model---- Equipment Asset GC ORACLE CONFIDENTIAL Sample: Power Grid Asset Model---- Resource & Graphic Object GC ORACLE CONFIDENTIAL Sample: Power Grid Asset Model---- Spatial management GC ORACLE CONFIDENTIAL _ _ _ & GC ORACLE CONFIDENTIAL Challenges and Suggestion Industry Functionalities EAM for Utilities EAM/Asset Tracking for Telcos and Integration with Metasolv Table and Cage Accounting for Casinos Hyperion Planning integration with Oracle Financials Particularly the GL drill down functionality like that from OFA General and Technical Report creation using Excel of Web ADI for R12 upgrade prospect like the same from Desktop ADI Discussion with Tech Development for creating the EBS version of Oracle Load Testing Accelerator and Functional Testing Accelerator in our Tech Application Testing suite Time and Process taken to aware and adopt the required changes in localization already productize The common 5-Year Premium Support period under the Lifetime Support Policy across Tech and Apps increase cost, risk and operational challenges The arrangement of restricted use of Oracle DB and iAS EE come with Oracle EBS instead of ASFU reduce our competitiveness against SAP and the wallet share of EBS license