JD Edwards Summit Partnering for Success in Asia

JD Edwards Summit Partnering for Success in Asia Understand the landscape, know who are the players & be aware of some of the cultural diversifications. Jan-Willem Asselbergs, Territory Manager, Commercial ISU- ANZ Jessy Yip, Business Development Director, JAPAC Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 2

Agenda • Understanding the Market Place • Market Opportunities • Setting Rules of Engagement • Leveraging the JDE Ecosystem • Summary / Take Away Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 3

Understanding the Market Place in ANZ Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 4

Understanding the Market Place in ANZ Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 5

Understanding the Market Place in ANZ FMCG Transp E&C Manf 95% unused market potential Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 6

FY 15 -16 Market Opportunities Free Trade Agreement Australia - China • The opportunity to get unfettered access to China’s $10 trillion economy which is growing 7. 7 per cent a year and poised to become the biggest in the world, could lift Australia’s economic prospects to the next level. • Reduction in trade tariffs, removing regulatory barriers and fostering more foreign investment. • Big winners of the FTA: – – – Dairy Meat Wine Minerals Wool Other agricultural commodity products (Grain/Nuts/Sugar etc. ) Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 7

Partners actively selling JD Edwards Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 8

Capture Joint Market Opportunities • Joint pro-Active Sales approach – don’t just wait for services • Develop and capture industry IP • Expertise in industry specific JD Edwards modules; grower management, homebuilder etc. • JD Edwards / Cloud integration Partners: • • • Sales Cloud Service Cloud HCM Cloud (Incl. Taleo) Marketing Cloud OTM Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 9

Leveraging the Oracle eco-system Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 10

Setting the rules of engagement § Follow agreed go to market model § Establish trust & professionalism § Align sales process & forecasting § Develop sense of urgency and attention to a lot of detail Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 11

Key Take Aways • It all starts with business/market knowledge! • Decide on vertical or horizontal focus /IP • Commit to rules of engagement • Use all aspects of the JDE ecosystem Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 12

Questions? Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 13

Program Agenda 1 Where’s where 2 GDP Performances & Industries 3 Good to know & Partners Landscape 4 Partners & Oracle Org Structure & Key Contacts 5 Take Aways & leveraging what’s available 6 Q & A Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 14

Understanding the Geography Japan & Asia Pacific ASEAN Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 15

List of Countries by GDP Source : From Wikipedia, the free encyclopedia Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 16

List of Countries by GDP (continue) Source : From Wikipedia, the free encyclopedia Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 17

Capturing Joint Market Opportunities Commercial Real Estate Food & Beverage Mfg & Distri Ind Mfg Whole. S Dist Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Engrg & Construction

What to keep in mind? • Dozens of countries, dozens of languages, and of course same words mean different things; so be careful ! • China and Taiwan both uses Chinese characters but differs in pronunciation & writing – Simplified vs Traditional. • Though Hong Kong is part of China, companies in Hong Kong do not have to follow the legislations addressed by our China localized solutions. • Organizations assume they can simply transplant their normal ways of doing things into India and expect it to work – wrong assumption! • ASEAN is a subset of Asia Pacific with 10 countries, different currencies, different languages & culture. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 19

Partner Landscape • Partners driven by Country! • Regional partners presence varies by country. • Complex Oracle Sales / A&C organization. • Differences: – Number of Partners/Size of Partners – Sales Autonomy – Industry / Geography Focus – Oracle Presales presence or not. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 20

Asia Pacific – Oracle Partners ANZ • Australia • New Zealand Greater China • Hong Kong • Taiwan JAPAC • Japan • Korea • India ASEAN : • Cambodia • Bangladesh & Sri Lanka • Indonesia • Malaysia • Myanmar • Philippines • Singapore • Thailand • Vietnam Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 21

Japan & Asia Pacific – Oracle Partners POWER Gen Sān Yǎn Technology Co. , Ltd. Sorin Information technology SE Partners Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 22

Knowing who’s who ASEAN & SAGE K Raman – Regional Managing Director – APAC & SAGE Basanta Dash – Sales Consulting Sr Director – APAC & SAGE Kelly Yu- Application Channel Director - ASEAN Australia/New Zealand Thomas Fikentscher – Commercial Sales GM Wayne Houghton - Sales Consulting Director Neil Harkness – Channel Sales Manager India Niraj Kaushik – Sales VP Ajay Kumar – Sales Consulting Director Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Knowing who’s who (continue) Greater China Benny Chan - Sr Sales Director – Hong Kong Ivan Kuo – Sales Director – Taiwan KK Pan – Sales VP – China Anthony Lee - Sales Consulting Sr Director – Hong Kong & Taiwan Daniel Gao - Sales Consulting Sr Director – China Addie Luk – Channel Sales Director – Hong Kong Shaopeng Huang – Channel GM – China Kevin Chuang– Channel Sales Director – Taiwan JAPAC Jessy Yip – Business Development Director - jessy. yip@oracle. com Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Take Aways • Decide & Stay Industry Focus • Build Industry Expertise / Bring Industry Credibility • Bring Innovation Solutions • Competitive Rates and References • Engaged Oracle Sales • Focus on JDE business development • Templates and Accelerators / Competitive Implementation • Know what are the Latest and Greatest in the JDE Product Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

JD Edwards Knowledge Zone The content is now available! • KZ now contains Sales-targeted enablement content and partners now have easy access to this helpful material!! Availabi lity of Oracle B usiness A ccelerat ors Materia ls! Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 26

Leveraging Your Partnership with Support Key Points & Best Practices • Leverage the great resources and tools available from MOS and Support. Help your customers to be successful! • Stay Informed via newsletters and social media to get the latest info and new KM documents. • Utilize the Proactive Sessions (JD Edwards Catalog: Doc ID 1551934. 1)and Advisor Webcasts (JD Edwards Enterprise. One: Doc ID 1450327. 1) to help educate you, your co-workers and your customers. • Checkout the My Oracle Support Accreditation (Doc ID 1583898. 1) and the Product Accreditations as they become available. • Watch the JD Edwards Proactive Portfolio Page and Stay Informed with the JDE Support Newsletters for what’s new in JD Edwards: KM, resources, tools and timely topics. • Need additional assistance? Contact JD Edwards Business Development for suggestions. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 27

Oracle Social Selling • JD Edwards Edition of Profit Magazine – Thanks to our 18 JD Edwards Partner sponsors! • Profit Magazine – Check out recent stories in • http: //www. oracle. com/us/corporate/profit/current-issue/index. html • Internet of Things White Paper • https: //apex. oracle. com/pls/apex/f? p=44785: 141: 125776343463: : NO: : P 141_PAGE_ID, P 141_SECTION_ID: 121, 880 • Social Selling with Oracle – Have a customer success story to tell? Contact Ward Quarles to discuss Social Selling strategies (ward. quarles@oracle. com) • Get Connected with JD Edwards – Follow us on Linked. In (JD Edwards Professionals), Twitter (@Oracle. JDEdwards), and JD Edwards Blog (JD Edwards Attitude@Altitude) Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 28

BE INFORMED, STAY CONNECTED @Oracle. JDEdwards The. Oracle. JDEdwards JD Edwards Professionals My Oracle Support Communities JD Edwards Attitude@Altitude Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Be Informed, Stay Connected Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

JD Edwards Upgrade Resources www. Upgrade. JDE. com Product Features Technical Catalog IBM ROI Generator Upgrade Workshops Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Questions Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 32