Competitive Overview Oracle. Eric van den Born, Pre Sales

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1 Competitive Overview Oracle Eric van den Born, Pre Sales 23 April 2010

2 Eric van den Born

3 Americas Cup

4 $200 million budget

5 Agenda The Market About Oracle Competing Products SWOT How to compete?

6 The Market

7 Supply Chain Planning Total size: US$ 2, % 29% Others SAP 6% CDC Logility JDA & i2 Oracle Quintiq 18% Epicor Microsoft IBS 12% Source: Gartner (2009)

8 Supply Chain Execution Total size: US$ 1, % 46% Others Oracle SAP 11% Manhattan 7% RedPrairie 17% Infor Sterling Commerce HighJump Descartes JDA & i2 Kewill Systems 3% Source: Gartner (2009)

9 Supply Chain Planning Eco system Source: Gartner (December 2009)

10 Supply Chain Planning Eco system Inventory Optimization SNO Demantra Advanced Supply Chain Planning OTM Global Order Promissing e-business WMS e-business Production Scheduling Source: Gartner (December 2009)

11 Supply Chain Planning Eco system Demand Management Inventory Policy Optimization Fulfillment Strategist Transportation Management Order Optimization Allocation Production Planning Production Scheduling Source: Gartner (December 2009)

12 Oracle Value Chain Planning

13 JDA Supply Chain Planning Solutions

14 About Oracle

15 Oracle Facts!" # $% & ' () ** ( 25,000 20,000 15,000 10,000 5,

16 Highly Profitable

17 Revenue 2009 US$ 23,252 Revenue 2009 ASIA, 15% EMEA, 34% Americas, 51%

18 Revenue 2009 US$ 23,252 14% Education Consulting 1% 3% On Demand Applications 9% 22% 51% Middleware & Database Support & Maintenance

19 Oracle Product-Strategy More complete, better integrated, open standards Unified business processes Unified business intelligence Unified infrastructure Unified security and governance Unified management Built with open standards One support call Extensive ecosystem

20 Oracle s Application Strategy Complete Open Integrated $ #) /'0 * 1 %# # +,$ -' $#,". -', $

21 Fusion Applications Process Integration Fusion

22 Oracle in Supply Chain Management Oracle lacking Industry Expertise ERP vendor versus Niche player Sales model: Local versus Overlay

23 Competing Industries

24 JDA Industries Retail Wholesale Distribution Manufacturing Transportation & Logistics

25 Oracle about Oracle

26 Retail

27 Wholesale Distribution

28 Manufacturing

29 Transportation & Logistics

30 Competing Products

31 Industry Footprint Materials Production Shipping Distribution Store Consumer Category Management Supply Chain J S&OP D A Collaboration Transportation Replenishment Promotion Management Oracle CRM Warehouse Management Transportation Management Product Lifecycle Management Supplier Management Order Management / ATP Parcel

32 Competitive Comparison

33 Category Management JDA Products Space Planning Planogram Converter Space Automation Web Publisher IKB Planogram Generator EIA Category Advisor Channel Clustering Oracle Products Oracle Retail Space Optimization Oracle Retail Category Management Oracle Retail Merchandising System

34 Category Management Strong Strong in retail Strong Complete Integrated Solution Widely used large pool of skills Many good references Deep domain experience Planograms Sexy looking products Weak Limited functionality No planograms quite crucial for space management Visual Macro Space Planning not integrated Small user base, limited references Weak

35 Supply Chain JDA Products Forecasting & Replenishment Demand & Demand Classification Market Manager Dynamic Demand Response Demand Decomposition Fulfillment Order Optimization Internal Collaboration Collaborate Plant Optimization Master Planning Sequencing Network, Sourcing & Inventory Optimization Strategy IPO Performance & Exception Management Reporting & Monitoring Oracle Products Demantra Demand Management Oracle Demand Signal Repository Oracle Order Fulfillment Advanced Supply Chain Planning Advanced Procurement Collaborative Planning ERP Planning Flow Management Sequencing Advanced Supply Chain Planning Constraint based Optimization Oracle Production Scheduling (Numetrix) Oracle Strategic network Optimization Oracle Alert Oracle Workflow

36 Supply Chain Forecasting & Replenishment Strong Demand Management Sexy product (ex Numetrix) Can be deployed stand alone Graphical Hierarchy tree Advanced Demand Forecasting Module Lifecycle modeling Promotion tracking Demand pattern analysis Additional algs inc. advanced causal factors Strong Weak Demand Management Pricing is based on COGS (is expensive and requires discloser of audited P&L) Limited pre-sales resources in EMEA No reference or skills in APAC Demand Signal is new and leveraged to drive Demand Driven Planning (with retailers) Extract POS data into datamart for category management Weak

37 Supply Chain Fulfillment & Replenishment Strong Demand Management Sexy product (ex Numetrix) Can be deployed stand alone Graphical Hierarchy tree Advanced Demand Forecasting Module Lifecycle modeling Promotion tracking Demand pattern analysis Additional algs inc. advanced causal factors Strong Weak Demand Management Pricing is based on COGS (is expensive and requires discloser of audited P&L) Limited pre-sales resources in EMEA No reference or skills in APAC Demand Signal is new and leveraged to drive Demand Driven Planning (with retailers) Extract POS data into datamart for category management Weak

38 Supply Chain Internal Collaboration Strong Oracle Collaborative Planning is e very sexy product. It provides true collaboration for VMI Oracle do have have a number of references, mainly ERP install base Strong Weak Pricing is based on COGS (expensive and requires disclosure of audited P&L) Need to position concepts of CPFR and DD & FF Weak

39 Supply Chain Plant Optimization Strong Oracle will leverage ERP Production Planning (MRP & Flow) Supply planning including distribution and manufacturing planning different module Handles BOM / Raw Material Planning Both material and capacity constraints LP and Heuristics-based algorithms Production Scheduling (Old Numetrix): Support sequence planning based on product/resource changeover matrix Weak Advance Production Planning requires Advanced Supply Chain Planning Not many references Limited skills in APAC Limited integrations with Demantra and EBS/JDE Production Scheduling: Does not optimize sequence based on changeovers attributes Strong Weak

40 Supply Chain Network, Sourcing & Inventory Optimization Strong Strategic Network Optimization: Sexy but old product (ex Numetrix) graphically like JDA Strategy 6.2 Can be deployed stand alone Inventory Optimization: Is a new solution Different module Limited scalability Strong Network Optimization: Strategix stronger capabilities Scalable solution Inventory Optimization: Strong proven product Weak Strategic Network Optimization: Pricing is based on COGS (is expensive and requires discloser of audited P&L) Limited pre-sales resources in EMEA No reference or skills in APAC Inventory Optimization: Requires ebusiness MFG and ASCP No references and limited skills in APAC Complex and not proven in Food & Beverage Industry Weak

41 Supply Chain Performance and Exception Management Strong Oracle Alert is embedded into all Oracle Applications for exception management Easy to configure by end users Can be a stand-alone Ability for notifications as well as triggering of a business process Bundled with Oracle Application sales Strong Weak Requires separate OLAP license, which can make solution very expensive. Weak

42 Sales & Operations Planning JDA Products S&OP Executive Workbench Oracle Products Demantra Real-Time Sales and Operations Planning

43 Sales & Operations Planning Strong Demantra can be deployed as a standalone solution on any ERP Integrated view of supply & demand Collaborative planning Scenario management Strong Industry methodology with Oliver Wight Excel user interface Weak Pricing based on COGS (expensive and requires disclosure of audited P&L) Limited pre-sales resources in EMEA No reference or skills in APAC Weak Overlapping products S&OP vs S&OM

44 Replenishment JDA Products E3 Advanced Warehouse Replenishment E3 Advanced Store Replenishment Dashboard Multi Tier Oracle Products Oracle Advance Procurement Oracle Retail Advanced Inventory Planning

45 Replenishment Strong Part of e-business suite Strong E3 proven, strong track record Happy customers AS400 Weak Weak Focus Medium size companies AS400

46 Collaboration JDA Products Collaborate Oracle Products Demand / Fulfillment / Order Optimization (VMI) E3 Marketplace

47 Collaboration Strong Strong Weak Weak

48 Transportation JDA Products Transportation Management Fleet Management Freight Audit & Payment Freight Order Management Logistics Sourcing Shipment Execution Logistics Event Management & Visibility Strategy Oracle Products Transportation Management Fleet & Asset Management Freight Settlement & Claims Order Management Transportation Sourcing Execution Supply Chain Event Management Strategic Network Optimization Brokerage & Forwarding Fusion Transportation Intelligence Cooperative Routing

49 Transportation Management (i2) Strong Can be deployed as stand-alone solution on any ERP Integration into Oracle ebusiness is available. Strong in EMEA and APAC Event Management Integrated Fleet & Asset Management KPI Reporting Air & Ocean shipping Weak Only Operational focus Implementation support Pricing based on Freight-Under- Management (expensive and requires discloser of audited P&L) Strong Planning Freight Procurement SaaS Offering (Freight Matrix) Weak Fully Integrated suite?

50 What the Analysts say about TMS: Gartner Magic Quadrant Forrester Wave Source: Gartner (April 2010) Source: Forrester Research Inc (Q1 2008)

51 Promotion Management JDA Products Promotions Optimization Promotions Management Trade Promotions Management Oracle Products Demantra Predictive Trade Planning

52 Promotion Management Strong Oracle will leverage promotions execution via Siebel (for CPG vertical) and propose Demantra for Trade Planning as both will integrate via Oracle AIA (pre-built adapter) Promotion analysis Predictive lift planning / promotion optimization Trade spend planning Lift scenario modeling Weak Pricing based on COGS Strong JDA Promotions Optimization is stronger Weak

53 SWOT s w t

54 SWOT Analysis JDA vs Oracle Strengths Supply Chain Domain Expertise Good products Good references Weaknesses Only Supply Chain (planning) focus Overlap in applications No Warehouse Management Opportunities Oracle s Fusion Application strategy (Confusion) Oracle s focus on ERP transaction processing Supply Chain Execution Oracle is cautious with SaaS model Threats Oracle s Financial strength Difficult to break into Oracle s customer base

55 Compete against Oracle Highlight domain expertise in Supply Chain Management Present supply chain vision Well scripted demonstrations Co-existence with Oracle Ease of integration

56 We can beat Oracle!

57

58 Thank You

59 Strengths Blah Blah Weaknesses Blah Blah

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