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PLM Update – NA Sales Training FY10
Hardeep Gulati
Vice President, Product Strategy
PLM and PIM Applications
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback
 Industry Summary
FY07 FY08

3% 6% AUTO
17% 1% Industry Revenue FY08
2% A&D ED&RESEARCH
Automotive 0% 0%
0% FINSERV
17%
2% 23% INDUST
Chemicals
LIFESCIENCES
CPG
10% PROFSERV
EHT
PUBLICSECT
Industrial 0%
UNCLASSIFIED
Life Sciences 4% 23%
A&D
11% 48% Service 1% CPG
Other ENGIN&CONS
24% 5%
0% HIGHTECH

- Defending well on the Hi-Tech segment

- CPG-Discrete is the highest growing segment
- F&B, Industrial and Med Devices are growing as well

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Oracle’s Enterprise PLM Value Proposition

• Common Information, Integrated

Order to Fulfill Processes, Better Decisions
9Link supply chain constraints to design
and sourcing decisions (DFx)
9Make better product decisions using
demand forecast, resource constraints,
plant/supply variations
New Product 9Capture voice of customer through CRM
Introduction

• Delivers Increased Value

Product
9Reduced time, cost, quality leakage
Innovation
9More predictable innovation
9Reduced supply chain disruption
9Manage product compliance throughout
the lifecycle
9Reduced IT costs by leveraging existing
infrastructure

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Oracle Enterprise PLM Solution
Concept Design Prototype Release Production Sales Service EoL

BUSINESS INTELLIGENCE & ENTERPRISE PERFORMANCE MGMT

PRODUCT LIFECYCLE MANAGEMENT

CAD Integration & Design Data Mgmt

New Product Introduction & Design for Supply, Cost, Manufacturing, Quality, Compliance
Product and Engineering Collaboration across the product network – internal and external,
Direct Material Sourcing, Product Portfolio Mgmt

SUPPLY SUPPLY

Supplier Collaboration
SUPPLY SUPPLY

Supplier
StrategicCollaboration
ORDER

DEMAND

SOURCING
Strategic Sourcing
PLANNING MANAGEMENT
ORDER MGMT

DEMAND

SOURCING
PLANNING MANAGEMENT
Configuration
Configuration

MANAGEMENT
MANAGEMENT Sales & Operations Planning Purchasing
Pricing

Sales & Operations Planning Purchasing

Pricing

Forecasting Planning & Scheduling Settlement

Sourcing
Forecasting Planning & Scheduling Settlement
MGMT

Promotions Mgt Order Promising Supplier Mgt

Promotions Mgt Order Promising Supplier Mgt
Demand Collaboration Network & Inventory Opt. Contract Mgt
Demand Collaboration Network & Inventory Opt. Contract Mgt
VMI Service Parts Planning
VMI Service Parts Planning
SERVICE LOGISTICS
SERVICE LOGISTICS&&DISTRIBUTION
DISTRIBUTION MANUFACTURING
MANUFACTURING
Planning & Execution Warehouse, Transportation Mixed-mode
Planning & Execution Warehouse, Transportation Mixed-mode

Application Integration Architecture & Product Master Data Mgmt (MDM)

10
 Oracle Enterprise PLM Strategy
Enterprise PLM Leadership Strategy
Maintain differentiation and extend
leadership
• Maintain comprehensive
enterprise PLM – design to
delivery
• Openness to design
environments – MCAD,
ECAD & S/W
• Superior ownership
experience – Usability,
Upgradability, Time to value
• Differentiated
comprehensive analytics
platform to support better
decision making
11
Create best-in-class, integrated, Increase pace of innovation
Enterprise PLM – next-generation PLM
• Flexible open standard based capabilities
integrations based on Oracle AIA • Next generation
• Integrations to enterprise technology – SoA,
applications to enable composite Embedded
enterprise PLM processes such Analytics, Web 2.0
as integration to CRM for Sales • Invest in high value
configurations and service new areas like
requests, Demand driven product Customer Needs
planning Management,
• Pre-built integration to Oracle Collaborative
and SAP applications Product & Process
designs, Open
Innovation
11
 Oracle Enterprise PLM Industry Strategy
Concept Design Prototype Release Production Sales Service EoL

Product Compliance

Fabric &
Drug
Trim
Clinical
Variant Mgmt Mgmt
Mfg

Customer Needs Mgmt Formula Mgmt Story Boarding

Product Quality Mgmt Nutritional Labeling

Product Cost Mgmt Private Label Sourcing Supplier Collaboration

Module Expansion

Engineering Collaboration/CAD Packaging & Label mgmt Formula & Recipe Mgmt

Product Portfolio Mgmt New Prod Dev

Product Collaboration – Item, BOM and Change Mgmt Specification Mgmt

Product Hub – Data Governance, Data Mapping & Integrations

Hi-Tech Med-Device Industrial CPG Pharma Retail Retail Retail F&B

Hardlines Softline Grocery

Industry Strategy
Red = Oracle
Legend Blue = Roadmap
12
Gray = Partner & Future
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback

13
Agile 9.3: The Enterprise PLM Solution

• Product Design Volatility

• Part Risk Analysis
Enterprise Product Risk
Management • Product Quality Risk Analysis
• Supplier Risk Analysis

• SOA Enterprise PLM Platform

Enterprise PLM Backbone • Integrated Product Master Data Management
• Oracle Application Integration Archiecture (AIA)

• WEB 2.0 User Experience

• User Personalization
Enterprise Productivity • User Training Management
• Casual User PLM Experience
• Design Data Management & Integration

14
 Variant Management PIP (CY2009)
Sales Configuration management across manufacturing, service and financial
items

New product and model option

BOM in Agile and define rules in
Oracle Configurator
• Create new item, specifications and
model-option BOM in Agile
• Synchronize item, specifications
(attributes) and model-option BOM
from Agile in Oracle Configurator
(and optionally in PIM for MDM
control on attributes)
• Define and Publish rules in
Configurator to Order Management
• Design analysis on different
configurations in Agile
• Composite UI to enable viewing
product definition and rule definition
• Synchronize any changes from Agile
to Configurator

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Customer Needs Management /ETO
Collect Analyze Act
• Idea Authoring • Read inputs • Rank
• Communities collaboration • Organize • Summary decision
• ETO Quote requirements • Group • Assign to an Agile Product or
• Product Manager can data mine • Collaborate: internal and external Project
from multiple systems CRM – • Map to concept/product design • Collaborate with customer/internal
search enhancements or quote • Get feasibility/cost for the concept
requirements, PLM – search design or idea
quality issues

Collaboration using web 2.0 tools with customers and suppliers on requirements,
idea, design, quote, validation and launch of project

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Customer Needs Management Integrated

Sales CRMCNM Sales

-
Engineering
Requirements

MFG. PM

Transm.
G-89 CNM Concept/Proposal
Central
Control 1 Engineering
Procurement Option Battery
Energy
storage CRM
Op
Shifter t. Fly

RFP CRM 2
wheel Finance
Housing PO

Oracle Order Entry

Pr Ma
og na
g

Agile Product
Collaboration

ra ge
tin

ce
m m
uo

/P en

an
rQ

ro t

ten
je
ie

/m le
ct
l
pp

cs rac
ai n
Su

O
ile
Ag

i
ist
g
Lo
Oracle
Agile Product Cost Mgmt.
Manufacturing

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Life Sciences Product Mgmt (PLM) Solution
Roadmap (By FY10)
Research Early Development Late Development Commercial

Product Management (PLM Solution)

New Product Development (NPD)
ERP
Discovery Design Formulation & Process Packaging &
Tools Experiments Recipe Development
Development and Batch Label Mgmt
Material mgmt
SCM
Tracking blend, Mgmt Product specification
Lab Note Experiment tracking for packaging and
formula and recipes Equipment Model
Book Results tracking labels including global
Specification details Process instructions
eDR – Electronic MES
BOM and Bill of eBR – Electronic Batch variations Regulatory
Dev. Record control
Substance record

Quality Assurance /CAPA

Packaging and LIMS
Label Mgmt
Doc Mgmt

Clinical Trial
Regulatory Submissions
Oracle Roadmap

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
18
© 2008 Oracle Corporation – Proprietary and Confidential
6/22/2009
 Product Innovation Management
Integrated Oracle Solution Set to tie Strategy to Execution
Product Performance Product Profitability
Sales and Operations Planning
Monitoring Management

Product Planning Data

Product Performance Data Product Profitability Data

Financial KPIs
Product Portfolio Planning
Financial KPI Performance and Optimization

Innovation
Recommendations
Financial KPIs

Corporate Strategy Financial KPI Innovation Strategy Project Leverage Agile,

Performance Decisions
Primavera, Hyperion
Innovation Innovation KPI
KPIs Performance and Demantra

Innovation Project Portfolio Management Project

Strategies and
Product
Data
Project Metrics Project Decisions

New Product Introduction

New Product Introduction
New Product Introduction Project Activities

Project Activities Product and

Supplier Data
Integration to downstream processes
(ERP, MDM, Manufacturing, Channel/
Integration points to Product Record
Product and Market Readiness,
Product Innovation Supplier Data etc.)
Management solution

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Changes to Price List, Comp and Royalty
Changes

• AutoVue Pricing and Comp Changes

• AutoVue 2D is unbundled from Agile Product Collaboration
(PC price drops by 450)
• Both (unbundled and existing) AutoVue for Agile products will
now be comped to AutoVue GBU and Agile overlay team
• PIM Comp Changes
• Agile PLM overlay sales get comped on PIM deals sold with
or into PLM accounts
• Valid for all PIM products
• CAD partners
• We are adding Geometric as a CAD partner along with
current xPLM and Preception.

For Oracle employees and authorized partners only. Do not distribute to third parties.
Oracle Confidential – Internal Use Only
© 2008 Oracle Corporation – Proprietary and Confidential
 Product Related Requirements
Customer Marketing and Customer
Engineer Operation
Product Mgt Sales

Concept Design Prototype Release Production Sales Service EoL

New Product Definition and Introduction Multi Channel Commerce

Enterprise PLM Processes
PORTFOLIO
Resource, Program & Portfolio Management

MARGIN
Cost & Risk Lifecycle Management

INNOVATE
Customer Need to Release

LAUNCH to PRODUCTION
Commitment to Fulfillment

SUSTAIN
Customer Shipment to Obsolescence

QUALITY & COMPLIANCE

Issues, Corrective Actions, Customer Input, Regulatory, Environmental & Standards Management

CRM
CRM
Product Master Data management
Buy-side Product master
Suppliers component Processes information eCommerce
master across channels

Integration and Mapping to different Order Mgmt

internal systems
Sourcing

Data Pool
ERP/FIN Mfg Service
 Oracle Solutions
Customer Marketing and Customer
Engineer Operation
Product Mgt Sales

Concept Design Prototype Release Production Sales Service EoL

New Product Definition and Introduction Multi Channel Commerce

Oracle Enterprise Product Record

Agile Enterprise Product Lifecycle Management
Product Project and Portfolio Management
Customer Needs Engineering Product Cost & Product Quality & Product
Collaboration DFX
Management Compliance Mgmt Service Mgmt Obsolescence

Product Collaboration– Item, BOM, Document and Change Management

Oracle Product Hub

Master Data control and governance CRM
CRM
Integration and Mapping to different
Buy-side systems Sell-side
Suppliers Master Product (Sales Configurations and eCommerce
PIM (Component
master) Information product info across
across systems channels) Order Mgmt
Sourcing (BOM master)

Data Pool
ERP/FIN Mfg Service
 Sell-side and In-side PIM Process Flow Legend
New Product Development To Market Readiness
Agile PLM

New Product
Product Oracle PIM
Development
Manager

Approve Release
for Release Product
Designer Record
Cross Functional
Collaboration

Product Configuration Form Master

Enterprise BOM Sales Product Record
AIA AIA Configurations
Change Control &
Operations Workflow for each
Product channel Orgs
Compliance
Synchronize • Consolidate Pricing, Validate &
Release
Region, Channel Info Marketing/Sales
Product Portfolio PLM, PIM, & Approve
• Trading Partner (i.e. Record
Marketing management Other Apps
OneSync) Information
AIA

• Mapping for downstream

systems

Real-Time Updates and Dynamic Drill Down Market & Sales

Sales Changes throughout the lifecycle Ready

• Publish to
channels and
ERP Mfg SCM
ERP Mfg SCM data pools
ERP Mfg SCM
 Analyst Validation - Gartner
Other Product Content Databases

Supplier Customer Marketing Design Databases

CAD System CAE app Spread-
Data Sharing sheets

Synchronizing
Business Supply Chain Mgmt. Product Lifecycle Mgmt. BOMs
Applications Process A Process B
Business

SOA 3 Validated
Services

Ad Hoc
SOA 1 Vendor 2
Vendor 1
SOA 2 SOA 4
Vendor 1 Vendor X

Enterprise Semantics Master Data Management (MDM)

and Data Services
Enterprise
Transaction Data SCM ERP CRM Other

Gartner SoA Recommendation

 Why we can’t just sell one
• Why is Agile not PIM
• Agile doesn’t have source system mgmt and import workbench to manage product
information across different spoke systems
• Buy-side - Agile doesn’t have different catalog hierarchies to manage component
supplier catalogs and import and manage data quality of components
• In-side – Agile doesn’t have multiple BOM or Site/Org model to manage product
information and configuration across different internal systems
• Sell-side – Agile doesn’t variant configurations across different channels/orgs and also
attribution/desc/docs by channel/org. Also integration to data pools and CRM
• Why is PIM not PLM
• Product Collaboration – thought PIM does have the data model for Item/BOM and
change mgmt it doesn’t have a usable engineering change management and
engineering document mgmt
• Engineering Collabortion – PIM doesn’t have CAD integrations and design assembly
management
• PCM, PGC and PQM – PIM doesn’t have any coverage for cost analysis, built in
compliance module and quality processes
• PPM – PIM doesn’t have any R&D project mgmt functionality
 PLM-PIM Industry Drivers
Processes vary by industry
Industry PLM Drivers
Manufacturing -Collaboration and product data mgmt
-Engineering systems integration
-Product Cost, Quality and
Compliance mgmt
-Project and Portfolio mgmt
-Customer needs mgmt
Retail -Private label design and Slow build
item
-Sourcing and collaboration
Telco -Concept configuration mgmt
-Lifecycle project tracking
-Change management
E&C -Design information mgmt and
collaboration
-Project manufacturing and sourcing
PIM Drivers
-Sell-side – manage sales
configurations variants across
channels, Global data sync
-In-side – MDM across multiple
PLM, mfg and ERP systems
-Buy-side – Central Component
supplier mgmt across divisions
-Supplier new item induction
-Assortments across channels
-Service bundles
-Integration and mapping to OSS
and BSS systems
-Common information hub across
different types of systems
 Agenda

• PLM Momentum Update

• Vision and PLM Strategy Update
• Roadmap Update
• Pricing and Comp Update
• FY10 Objectives
• Q&A and Feedback
 FY10 PLM Objectives

• Tweak the PLM messages for challenges in today’s economy- product

costs and risks
• Industry expansion and defend current market
• Continue market domination in High Tech, Consumer Goods and Medical Device
through current level of marketing
• Strong push into Oracle install base in broader industries specifically Industrial
• Campaigns to support growth in emerging markets – F&B and Life Sciences
• Consider investment & global leverage in opportunistic verticals – Media, Telco,
Financial
• Support launches, including install base up-sell/cross-sell, for new PLM
products & releases:
• Agile PLM 9.3 (inc. Customer Needs Management) & Agile PLM for Process 6.0
• New Agile AIA Integrations (EBS, SAP, JDE, Siebel, Demantra, PIM)
• New PLM Analytics Offerings (particularly Change Analytics to Agile PLM install base)
• Increase focused on global sales campaigns across NA, APAC and
EMEA for global companies
• PIM market coordinated with broader PLM marketing – running
campaigns in Agile and Oracle install base

Presented by Apps Product Marketing For Internal Only ‐‐ Oracle Confidential & Proprietary 29

 Agile Competitive Positioning - Gartner

Gartner latest MQ 2007 places us higher

than SAP. CAD vendors are placed Gartner validated our strengths in Hi-
higher on execution because of their Tech, Consumer Goods, F&B, Med
CAD revenue and install base Devices and Industrial
Oracle Agile PLM – AMR
Collaborativ Product Direct Customer
CAD or Product Data
Vendor e Product Portfolio Material Needs
Formulation Management
Design Management Sourcing Management

Aras

Arena Systems

Autodesk

Dassault

Engenuity Formulation Process

Infor Formulation Process/Discrete

Oracle / Agile Formulation Process/Discrete

PTC

SAP Formulation Process/Discrete

Selerant Formulation Process

Siemens (UGS)

Vendor Focus
AMR latest 2007 Vendor landscape
Low High ranked us most strong in broader
Enterprise PLM coverage

Source: December 2007 AMR Report – PLM Landscape –

Evolving to Enable Value Chain Excellence