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Manufacturing / Field UpdateDaniel GaoSales ConsultantGC: ERP/SCM Sales Consulting

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Agenda

• Quarterly Sales Analysis for Mfg deals• Regional performance/revenue achievement • Major deal stories– Wins / Losses

• Manufacturing Industry Market Outlook• What companies are buying• Focus industries for your region• Demand Generation Initiatives for growing Mfg / ALM Sales

• Plant Execution Systems• Oracle MES issues with selling• MSCA deployment on Shopfloor• Partner Systems Deployed

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Application in GC FY10 Q1,Q2

　 Region ERP CRM Total

FY10 Q1

CN total 4318 195 4513

HK total 1,007 　 1,007

TW total 942 　 942

　 GC Total 6462

FY10 Q2

CN total 7308 2610 9918

HK total 664 248 912

TW total 1657 53 1710

　 GC Total 12540

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Typical Manufacturing Deals in FY10(TaiWan)

Industry Customer 　 ERP Siebel Agile 　

FY10 Q1,Q2

HighTech Acer Incorporated Install base 110 　 　 　HighTech GEMTEK TECHNOLOGY CO LTD Install base 142 　 　 　HighTech Solleron Corporation Install base 113 　 　 　

HighTech Yo Sun Industrial Corporation Install base 727 　 　 upgrade to R12

HighTech MITAC TECHNOLOGY CORPORATION Install base 61 53 　 　　 　 　 　 　 　 　

FY10 Q3 ，Q4

Pipeline

HighTech ITE Tech. Inc. new 100 　 50 　HighTech AU Optronics Corporation Install base 150 　 　 　

HighTech King Yuan Electronics Co Ltd Install base 101 　 　 ERP and WMS

chemical Swancor Industrial Company Limited new 150 　 　 　HighTech Opto Tech Corporation new 100 　 　 　

Auto TONG YANG INDUSTRY CO LTD Install base 　 　 90 　HighTech Cameo Communications Inc new 191 　 　 　HighTech Trend Micro Inc. Install base 　 153 　 　HighTech Universal Microelectronics Co Ltd new 　 　 120 　

HighTech UNITED RADIANT TECHNOLOGY CORP new 100 　 　 　

pharma TTY Biopharm Company Limited new 　 　 100 　

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Typical Manufacturing Deals in FY10(Mainland)　 Hightech Auto

FY10 Q1,Q2, Major Win

　 ERP Siebel Agile 　 ERP HCM Siebel Agile

Hangzhou H3C Technologies

Company Limit

148(ODM)

　 　 ShangHai GM 　 　 329(UCM) 　

　 　 　 　 BYD Company Limited

　 　 　 120

　FY10,Q3,Q4

Pipeline　

Midea Group 　 100 　China Jaling Industrial Company Limited

219(ODM)

　 　 　

Hongfujin Precision Products

(Shenzhen) 　 　 800 ShangHai Auto 　 293 　 　

　 　 　 　Dongfeng

Motor Corporation

　 　 150 　

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Key Finding

• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity; more opportunity in Siebel, Agile, HCM and etc.

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Typical Manufacturing Deals in FY10(Mainland)

　 Industrial Manufacturing Lifescience CPG Chemical, Oil, Gas

FY10 Q1,Q2, Major Win

　 ERP 　 ERP Siebel 　 ERP Siebel 　 ERP

TianHe Solar 171Merck Pharmaceutical

　 613

Tian Xia Granary Group Co Ltd

74 114Sinochem Fertilizer Co Ltd

113

ZhongJi Rizhao Engine

80XianSheng Pharm

　 40

Meihua Holdings Group Co., Ltd

115 　 　 　

GuangDong Alpha

102 　 　 　 　 　 　

Jiang Su Sainty Marine Co Ltd)

84 　 　 　 　 　 　 　 　

　Qingdao Jieneng Steam Turbine

Group100

ZhengDa TianQing Pharma(Win)

100　(Tianjin Namchow Oil &Fat Co Ltd

150 　 　 　

FY10,Q3,Q4 Pipeline

xin jiang gold wind technology

stock com128(win)

Sinopharm(Win)

160　 　 　 　 　

　 XuJi Group 124(Win)WanDong Medical Device

100　 　 　 　 　

　Huangming Solar Energy

Company150

Beijing Pharma

100　 　 　 　 　

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Key Finding

• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity;

• Most business are still ERP, as most local Chinese manufacturer not have complicated supply chain yet.

• More Mfg opportunity in Industrial manufacturing and process industry(CPG, Chemical, lifescience),but face serious competition from SAP and deal size is small;

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Typical Manufacturing Deals in FY10(Mainland)

　 Mining E&C

FY10 Q1,Q2, Major Win

　 ERP 　 ERP

China Nonferrous Metal Mining (OPM,ODM)

350China Construction (Shenzhen) Design Int

109

China Coal(OPM) 350BeiJing SiDa Time Software Technology Co

123

　 　 China Metallurgical Group Corporation

2.5M

　 　 　 　

　 ShenHua NingXia Coal(Win) 600 ZhongYe JingCheng(Win) 100

FY10,Q3,Q4 Pipeline Zhongye Ruimu(OPM) 100 　 　

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Key Finding

• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity;

• Most business are still ERP, as most local Chinese manufacturer not have complicated supply chain yet.

• More Mfg opportunity in Industrial manufacturing and process industry(CPG, Chemical, lifescience),but face serious competition from SAP and deal size is small;

• FY10 , MRD, more large deals from Mining, E&C, where there are big SOE company implement ERP system; Good Result of the SASAC Strategy;

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SAP get most of the business from their dominate industry•SAP 2009, Net License of SAP China, around 52 Million EU Dollars;•SAP get most of their business from Oil and GAS, Utility, Metals, Retail, and industrial manufacturing where they have strong branding and dominate the market.;•SAP also begun to sell aggressive the PLM solution to their ERP install base, especially in Heavy industrial manufacturing, in which integration between PLM and ERP is key of the solution

Industrial Manufacturing

Chemical, Oil, Gass Retail 　 Paper Apparel Metals

　 ERP PLM 　 ERP 　 ERP 　 ERP 　 　 　 ERPShangHai Electric,

>2MChemChina >1M

Metersbonwe

>2MJiuLong Paper

>3M AnTa >1MPanGang

Steel>2M

Zoomlion Machiner

y>200 PetrolChina >3M GuoMei >2M

Tiger Paper

>200 　 　 　 　

XuZhou Machiner

y>200 Sinochem >2M 　 　 　 　 　 　 　 　

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FY10 Apps strategy (China)

• Industry focus (from presales team)：• ISA program (Hightech, AIM, Lifescience, Natural

resource, CPG, E&C, Oil and GAS);• Solution preparation; reference building, key

account support;• Key Account focus:

• SASAC program;• Nominate around 30 Key account with dedicate

solution leader;

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Support needed from HQ

Support from HQ Objectives

Industry Solution in ERP (especially in mining, ETO, apparel , furniture and etc.)

Weaken the strength of SAP in Paper making ,Apparel, Cement, Chemical and other niche industry ;

Help to get more opportunity and enlarge the deal size in industrial manufacturing, mining , life science in which there are still many whitespace;

Support in key project

When customer face serious issues , we need HQ's support to help clarify and push solving of the problems, which will help a lot to improve customer satisfaction and enlarge upsell deal size

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