Confidential: For Internal Use Only Managing Talent Oliver Chen Oracle HCM Apps Sales Strategy –...

Confidential: For Internal Use Only

Managing TalentManaging Talent

Oliver Chen

Oracle HCM Apps Sales Strategy – China

© 2007 Oracle Corporation – Proprietary and Confidential 2

Agenda

• Recent HCM Market TrendHCM Market Trend• Where is the OpportunityOpportunity• How to SellSell• What HCM ResourcesResources from Oracle


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MARKET TREND.


2008 China Economic Outlook


2008 High Potential BusinessEnterprise Revenue Share by Industry


Have You Heard? – China


Have You Heard? – Hong Kong

Source: HKIHRM Second Quarter 2007 Survey on Manpower Statistics

•Both Turnover and Vacancy Rates Hit Record Highs in HK


Have You Heard? – Hong Kong


Short of Talent!


WIN THE TALENT WAR

… short of talent…… Develop, Retain and Award your Talent…is more important than attract and fire…Talent Management

INCREASE HR VALUE

…How does HR increase Organizational Value? ……costs Vs productivity... Innovative Service Delivery …

STRATEGIC HR ROLE …How HR justify its seat at the table to be a strategic partner of CEO? …Better HCM Analytics for Management …

COMPLIANCE

… New Labor Law – China …… New EO – HK … Localization & Globalization… How to deal with local compliance…

What You Can Talk to CHROThe Chief HR Officer’s Agenda



OPPORTUNITY.


OpportunityHCM

White Space Up-sell

•Golden China

•High Potential Industries

•IPO

•Globalization

Upgrade

•Bundle with Upgrade•Upgrade & Add-On Up-Sell to HCM Customers moving to 9.0

•Talent Management•eRecruiting•eLearning •ePerformance

•Workforce Service Delivery•HR Helpdesk

•HCM Analytics

Dig Out the HCM Opportunity

•Target PeopleSoft customers on release 8.8 or older so to drive them to upgrade to PeopleSoft 9.0


Chinese Enterprise HCM Requirement

• Implication to HCM• Enforce Compliance and Reporting Requirements

• Workforce Data Transparency & Accuracy • HR Operation More Efficiency & Effectiveness

• ESS, MSS, Shared HR Services, Total Compensation …• Employer Branding

• HR Best Practice, Investor Preference

• Improve Management Control Capability• Lower Processing Costs• Manage Operations More Effectively

Chinese enterprises expected return from IT investment


OpportunityHCM

Up-sellUpgrade



•Workforce Service Delivery•HR Helpdesk

•HCM Analytics



White Space

•Golden China


•IPO

•Globalization


Upgrading To PeopleSoft 9.0Upgrade Options

ReleaseRelease

Au

tom

ate

d,

On

e-S

tep

Up

gra

des

8.98.9

8.88.8

8.48.4

9.09.0

Current ReleaseCurrent Release

More Information on Oracle.comUpgrade Scripts Available on Customer Connection

< 8.4< 8.4

HCM 8.3HCM 8.3New!New!

Multi-Step

Technical Upgrades

HCM 8.3 to 9.0 “Wrapper”

& Whitepaper


PeopleSoft HCM Upgrade Progress

Who is the Who is the Next?Next?


OpportunityHCM

Up-sellUpgrade



•Oracle Incentive Comp•Workforce Service Delivery

•HR Helpdesk

•HCM Analytics



White Space

•Golden China


•IPO

•Globalization


Tier 0

Tier I

Tier II

Tier III

100servicerequests

HR Help-Desk Solution

IVRIVR

PortalPortal

InformedAssistanceInformedAssistance

Answer questions,process transactions, set up cases

Answer questions,process transactions, set up cases

ExpertisebasedExpertisebased

Solve IssuesSolve Issues

Program design and policy

Program design and policy

75% 20% 5%


Customer Reference


ORACLE INCENTIVE COMPENSATION

Design

Analyze

Measure

Reward

Performance Objective Modeling

Territory/QuotaAlignment

Participant Setup

End-to-End Incentive Compensation

Design Total Comp Planning

MeasureOrder Capture

Accounts Receivable

Payroll

Accounts Payable

Reward

Performance Monitoring AnalyzeCompensation

EffectivenessTotal

Compensation

Sales line of sight,projections


Customer ReferenceIT

Telco

Retail

Manufacturing


• Line Managers• What is my new hire pipeline dept/div? • What are the salary ranges for similar job offers made this year?• How is an employee’s salary compared to his/her peers?

• Recruiter• What is the best source for a job requisition?• What is the status of my applicants in queue?• What is the fitting score of each candidate?

• Workforce Demographics

• Workforce Movement

• Contingent Workforce

• Workforce Management

• Actionable HR information for Line Managers• What is my new hire pipeline dept/div? • What are the salary ranges for similar job offers made this year?• How has an employee performed the past year?• How is an employee’s salary compared to his/her peers?

Industry Specific and Cross Enterprise View

• Workforce Scorecard

• Workforce Planning

Human Capital Management

• Compensation

• Learning Analytics

• Compliance

• Recruiting Effectiveness

• Talent Development

• Succession Planning


• Workforce Movement

• Contingent Workforce


• Compensation


• Compliance


• Talent Development

• Succession Planning


• Retention


• Compensation

• Compliance

• Contingent Labor Management


• Talent Management


Embedded Analytics

Role-Based

Dashboard

Strategy

&

Planning

• Chief HRO Dashboard • Line Manager Dashboard

HCM Analytical



HOW TO SELL.


PeopleSoft HCM Thought Leadership

More than 450 HR executives, professionals and industry leaders rated the live product demo of PeopleSoft and SAP and

voted PeopleSoft as the overall winner.

Please refer the below URL for details:

http://www.oracle.com/newsletters/information-insight/human-capital-management/jan-07/shootout.html


Oracle/PeopleSoft HCM Solutions #1

*All SAP numbers under represented in 2005; 20% for HRMS in 2004. Italics used for vendors that are primarily outsourced solutions

Source: CedarCrestone 2005 Workforce Technologies/Service Delivery Approaches Survey

In-house and Outsourced Vendor Solutions – Worldwide* Percentage of Total Respondents

65%12%

6%5%5%

17%

58%5%5%5%

29%

45%10%

8%6%5%

31%

51%5%5%5%

35%

51%32%30%

31%25%

8%8%

36%

HR Management System

Oracle/PeopleSoftADPSAP*LawsonOracleOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian, Fidelity, Ultipro

Employee Self Service

Oracle/PeopleSoftADPLawsonOracleOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian, Lawson, SAP, Workscape, Fidelity

Benefits Administration

Oracle/PeopleSoftHewittADPFidelityLawsonOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian, Oracle, SAP, Ultipro

Manager Self Service

Oracle/PeopleSoftADPOracleWorkscapeOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian, Lawson, SAP, Workstream

Payroll Administration

Oracle/PeopleSoftADPOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian, Lawson, Oracle, SAP, Ultipro

Time and Attendance

KronosOracle/PeopleSoftSAPADPOther

Multiple mentions with fewer than 10 responses included with Other: Ceridian

#1 HR Management

#1 Ben Admin

#1 Payroll

#1 Self Service


Oracle/PeopleSoft HCM Solutions #1

**Job posting, job requisitions, candidate screeningItalics used for vendors that are primarily outsourced solutions

Source: CedarCrestone 2005 Workforce Technologies/Service Delivery Approaches Survey

31%12%

5%5%

50%

32%9%6%5%

52%

32%5%

66%

27%7%6%

65%

37%22%50%

46%14%

9%7%5%5%

21%

Talent Acquisition**

Oracle/PeopleSoftBrass RingTaleoHire.comOther

Multiple mentions with fewer than 10 responses included with Other: Oracle

Learning Management

Oracle/PeopleSoftDocentSABAOracleOther

Multiple mentions with fewer than 10 responses included with Other: SAP

Succession Planning

Oracle/PeopleSoftOracleOther

Multiple mentions with fewer than 10 responses included with Other: SuccessFactors

Performance Management

Oracle/PeopleSoftOracleSuccessFactorsOther

Multiple mentions with fewer than 10 responses included with Other: SAP

Workforce Performance Measurement

Oracle/PeopleSoftCognosOther

Multiple mentions with fewer than 10 responses included with Other: Oracle

Portal (includes HR functionality)

Oracle/PeopleSoftSAPIBM/WebspherePlumtreeOracleVignetteOther

In-house and Outsourced Vendor Solutions – Worldwide* Percentage of Total Respondents

#1 Talent Acquisition

#1 Succession Planning

#1 Learning Management

#1 Performance Management

#1 HCM Measurement


Human Resources Payroll

ePerformance Portal Pack

Position Management

Workforce Administration

Salary Administration

Health & Safety Administration

International Assignments

Global Payroll Core Engine

China/HK Extension

Absence Management

HR Portal PackePerformance

CareerPlanning

Succession Planning

Training Administration

Recruiting Solutions

eDevelopmenteProfile eBenefit ePay

“Fast Track”

Talent Acquisition Candidate Gateway

Solution Selling

OIC

OIC

HR Help DeskWorkforce Analytic

HRBI

eLearning

eLearning

•Basic

•Vision

•Advanced

eProfile Manager Desktop

Variable Comp Administration

Total Comp Administration

BaseBenefits

Profile Management

Add-hoc

+•Industry Template

HR Help Desk

Talent MGMT


Industry Selling

AdministrativeAdministrativeExcellenceExcellence

Service DeliveryExcellence

PerformanceExcellence

HigherHigherEducationEducation

PublicPublicAdministrationAdministration

Retail

OtherServices

OtherManufacturing

HealthCare

FinancialServices

High-techManufacturing

Core HR + PayrollCore HR + Payroll

ESS, MSS, Talent ManagementESS, MSS, Talent Management

Talent ManagementTalent Management

Workforce AnalyticWorkforce Analytic

HR HelpdeskHR Helpdesk

OICOIC

•Leverage your industry presence

•Sell from vision – Talent Management

•Start from Basic, Add-on by phase

Michele Blevins

Make this sexier please, please pleaseSexy yet? ;)


Industry Selling


14 of the Top 15 14 of the Top 15

Use PeopleSoft’s Use PeopleSoft’s HCM SolutionsHCM Solutions

FORTUNE 2006 – Mega Banks


9 of the Top 10 9 of the Top 10 Use PeopleSoft’sUse PeopleSoft’s

HCM SolutionsHCM Solutions

FORTUNE 2006 – Insurance


CUSTOMER PERSPECTIVE"We chose the Oracle's PeopleSoft system over the others because of its strong competency model, user-friendliness, superior performance and ease of integration with our existing systems.“

Davis Ho, IT Manager

COMPANY OVERVIEW Synergis Holdings Limited ("Synergis" / the "Group" ), a leading

property and facility management service provider listed on the Hong Kong Stock Exchange (HKEX:2340)

Industry: Property and Facility Management Service Provider Employee: 4,600 staff, Synergis manages a diversified portfolio of

about 250 properties and facilities. This includes more than 125,000 residential units and about 2 million square metres of commercial and industrial space spanning across Hong Kong and mainland China.

CHALLENGES/OPPORTUNITIES• Property management is a very people-oriented business. Being able

to systematically evaluate, train, quantify and manage the staff effectively across a number of different sites

• The legacy system’s decentralized nature and basic HR functionality, such as payroll and attendance, was becoming an increasing hindrance to its operations.

SOLUTIONS• Oracle PeopleSoft Enterprise HCM, Global Payroll, Self-service

April 2007

KEY BENEFITS• Every site will have easy access to the

centralized system via a web interface, providing local managers with the tools to better manage staff at their location.

• At head office, senior management will be enabled to accurately monitor staff performance at each site and grade them according to a strict cost-allocation model.

• HR and management are able to assess workforce capabilities, plans for growth and development, assess performance on a continual basis, develop effective learning programs, and measure results within a single system.

Reference Selling




RESOURCES.


Oracle’s HCM ResourcesPeople, Content, Activities

People Content

Activities


PeopleKey Contacts

HCM Product Sales

• Bird Yip – Sales Director, Hong Kong

• Susan Gung – Sales Director, Taiwan

• Roland Liu – Senior Sales Manager, Central & South China

• Francis Liu – Sales Manager, North China

HCM Sales Consulting

• Oliver Chen – Director, Hong Kong (Overall)

• Ann Luo – Sr. Consultant, Guangzhou (FSI, MRD, PSFT/ORCL)

• Joseph Li – Sr. Consultant, Guangzhou (MRD, CMU, ORCL)

• Debbie Wong – Principal Consultant, Taiwan (MRD, FSI, PSFT/ORCL)

• Steven Huang – Sr. Consultant, Beijing (MRD, CMU, ORCL)

• TBH – Hong Kong

(FSI, MRD, PSFT)

• Tony Wang – Sr. Consultant, Beijing (CMU, GEH, ORCL/PSFT)

• Mark Ni – Sr. Consultant, Shanghai (MRD, FSI, GEH, PSFT)

• Helen Liu – Sr. Consultant, Beijing (FSI, GEH, PSFT)

• Alick Zheng – Principal Consultant Shanghai

(FSI, CMU, MRD, PSFT/ORCL)


Tools and Knowledge• Product knowledge updates

• Pre-sales kit sharing

• Pre-sales skills transfer

Pre-sales Activities• RPF & Proposal Review &

Advise

• Customer Reference & Visit Arrangement

• Guild on rehearsal

• Joint team to visit key accounts

• Support on new or advanced modules presentation/demo

• Joint Marketing eventEvents

Awareness and Visibility• Oracle.com

• Information sharing and updates

• Q&A

ActivitiesHow We Can Help


Key “Take Aways”

• Where is the OpportunityOpportunity• White Space• Upgrade• Up-sell

• How to SellSell• Solution Selling• Industry Selling• Reference Selling

• What HCM ResourcesResources from Oracle• People• Contents• Activities


Put The HCM Money in Your Pocket!

Thank You & Good Selling


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