OTM Ops Updates - FY09 Q4 & FY10 Q1

Subhomoy Sengupta & Sunil Wahi

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APAC Speciality Sales Org

APAC Specialty Sales Consulting – OTM & Demantra

Lagnajit Patnaik, Consultant, Logistics

APAC Position (Summary)

OTM

• Q4 OTM revenue at $ 1,461K against $1,850K budget• Exit number $1,963 (40%) for FY’09 full year, ~118% YoY growth• FY09 OTM converted ~24% of the FY’09 pipe• Average Deal Size of OTM: 175K• First SAP installed base win – NOL APL• First OTM Deal in India – ETA Freight Star• First BPO Deal in APAC - Fonterra

FY’09 Performance to Budget – OTM (Revenues)

APAC ANZ ASEAN GC INDIA KOREAActual 1,963 398 610 855 100 - Budget 5,000 2,300 1,000 1,200 500 % Budget 39% 17% 61% 71% 20%YOY Growth 118%

- Does not includes Fonterra BPO Deal- Does not includes Toll $1M License Deal

FY’09 Results

Country Deal By Revenues By License SoldFY09ASEAN APC Philippines 57000 57000

57000

FY09Q2GC ASTEC CUSTOM POWER (HK) & Others 46000 46000ANZ Toll Holdings 56000 1000000

102000

FY09Q3

GC IDS 248,000 248,000ANZ Fonterra AU 0 350,000ANZ Toll 72,000 0Global HP Credit 34600 34600

354,600FY09Q4

GC HUAWEI TECHNOLOGY CO LTD (3-H21-2774) 536,343.00 536,343.00ASEAN APL LOGISTICS LTD (3-APW805/3) 383,881.00 383,881.00ASEAN DYLAN BEHEER BV (3-5EJS1R) 146,452.00 146,452.00ANZ WESFARMERS RESOURCES LIMITED (3-8BEWDN)130,092.00 130,092.00IN ETA ENGINEERING PVT. LTD. (3-299I6T) 88,211.00 88,211.00ANZ TOLL HOLDINGS LIMITED (3-JPC-2657) 85,776.00 0.00ANZ WAREHOUSE STATIONERY LIMITED (3-IPN-1702)50,046.00 50,046.00ASEAN PT. ANUGRAH ARGON MEDICA (3-B089PR) 10,378.00 10,378.00IN TRIBHOVANDAS BHIMJI ZAVERI PVT. LTD. (3-CC2COT)7,670.00 7,670.00

1,438,849

FY09 Total 1,952,449 3088673

FY’10 OTM Strategy

•7

K ey Ac c ounts Named Ac c ounts C ommerc ial

R ev (US $2.494m) 10% 70% 20%

S trategyValue C reation through cus tomer

s pec ific engagement and joint XLO B planning

F ocus on C orporate S hippersTarget only key 3P L players

O TM on S aaS /B P O with C G/Infy

E quip C ommerc ial S ales Team and P artners . S aaS and affordable

market s pec ific F ixed P rice models

Marketing Actions Account S pec ific O n P remis e C us tomer E vent

J oint marketing with leading indus try as s oc iations

P artic ipate in indus try events for brand building and awarenes s

Indus try R oundtablesS AP ins tall bas e campaigns

O TM in a B ox - P artner led marketing

e-marketing campaigns & virtual events (like S econd L ife)

F ield R ep ActionsAlign with F ield team & K AD .

Ins ight P rogramsWork on attach rate for K ey Account

O pportunities

Account P lansB attleplans for Anchor accountsC ertification and Training of reps

Ins tallbas e campaigns

Apps R eps training s o that they can identify O pportunity

S egment focus ed partnersLeverage S pec ialis t S ales & S C

Teams to s upport partner

P artner P lan Align with F ield team & K ADP artner Alignment by indus try

B P O and O TM in a B ox offerings

P artner alignment by indus tryP artner enablement to drive

commerc ial bus ines s

O racleDirect P lan Not Applicable

Identified call outs by B D organiz ation in s pec ific indus try and

cus tomer s egments in s pec ific geographies .

Indus try F ocus ed pros pecting through Interaction C entre. S pec ific campagins identified. Lock-in with

country apps head would be required

IB U/G B U P lan Align with F ield team & K ADR eview IB U focus accounts as s oon

as they are finaliz ed.

IB U as s is s tance in marketing events s peaking s lots and P R

Indus try collateral certificationS C certification

Focus Areas in FY10 Q1/Q2

1. Focus on Anchor Accounts

2. Pipeline Building – Business Development & Surround SAP Campaigns• Targeted BD campaigns in ASEAN & IN for CPG and Install Base• Surround SAP work in ASEAN moving aggressively

3. Focus on Large Partners• HP• IBM• Deloitte

4. Focus on Innovative GTMi Bundles• Infosys OTM in a Box launched for Australia

5. Coverage & Momentum • Appropriate coverage across CH, TW and HK (new org structure put in place)• Specialist Apps Rep in Korea (Headcount approved, candidate identified)• Field Sales Enablement (e.g. programs being conducted by OTM SC Team)• Starting a PR campaign with customers, go-lives and overall momentum

Q1/Q2 OTM Pipeline

ANZ ASEAN GC IN KR Total

FY10 B 527 726 1027 199 201 2680

Q1 B 15.50% 82 113 159 31 31 415

<=40% 200 165 - 63 - 428 60% 79 - - 210 - 289

Forecast 79 210 289

Q2 B 23% 121 167 236 46 46 616 <=40% 1,095 420 - 269 417 2,201

40% 589 150 - 94 - 833 Total 1,684 570 - 363 417 3,034

OTM Key Anchor Accounts FY10

Region AccountDeal Size ($K)

ANZ OneSteel 500

ANZ Bluescope Steel 500

KR Samsung 500+

ANZ Toll 400

IN Mahindra Log 250

KR LGE 250+

ASEAN San Miguel 250

IN Tata Steel 200

ANZ Grain Corp 250

ANZ Resmed 250

ANZ Fonterra 250

GC Li & Fung (Trading) Limited 200

ANZ Qantas 200

IN United Spirits Limited 150

IN HPCL 150

IN Auto Cars 150

APAC Partner Landscape

APAC License (Outstanding Actions update)

Issue Description Proposed Resolution / Action to Address Owner(s) & Completion date

OTM BPO Revenue Recognition

Identify partners for SaaS OTM in APAC

SaaS in AP will be done through local partners rather than OCS

Awaiting OTM SaaS Pricing

Infosys as a potential for this model

Mainland China engagement model

Interaction with mainland China sales force remains ineffective

Edge Sales Team coverage now local in GC & Taiwan besides HK

Korea plan for FY10 Need an effective model to engage Korea

IBU driven strategy along with close alignment with Geo Sales