Partnering for Success in Asia - PowerPoint Presentation

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Partnering for Success in Asia - PPT Presentation

Understand the landscape know who are the players amp be aware of some of the cultural diversifications JanWillem Asselbergs Territory Manager Commercial ISU ANZ Jessy Yip Business Development Director JAPAC ID: 657750

sales amp oracle edwards amp sales edwards oracle director partners market china hong business industry anz jde support asean

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Slide1

Partnering for Success in Asia

Understand the landscape, know who are the players & be aware of some of the cultural diversifications.

Jan-Willem Asselbergs, Territory Manager, Commercial ISU- ANZ

Jessy Yip, Business Development Director, JAPACSlide2

2Slide3

Agenda

3Understanding the Market PlaceMarket Opportunities

Setting Rules of Engagement

Leveraging the JDE Ecosystem

Summary / Take AwaySlide4

Understanding the Market Place in ANZ

4Slide5

Understanding the Market Place in ANZ

5Slide6

Understanding the Market Place in ANZ

TranspSlide7

FY 15-16 Market OpportunitiesFree Trade Agreement Australia - China

The opportunity to get unfettered access to China’s $10 trillion economy which is growing 7.7 per cent a year and poised to become the biggest in the world, could lift Australia’s economic prospects to the next level.Reduction

in trade tariffs, removing regulatory barriers and fostering more foreign investment

Big winners of the FTA:

Dairy

Meat

Wine

Minerals

Wool

Other agricultural commodity products

(Grain/Nuts/Sugar etc.)

7Slide8

Partners actively selling JD Edwards

8Slide9

Capture Joint Market OpportunitiesJoint pro-Active Sales approach – don’t just wait for services

Develop and capture industry IPExpertise in industry specific JD Edwards modules; grower management, homebuilder etc.JD Edwards / Cloud integration Partners: Sales CloudService CloudHCM Cloud (Incl.

Taleo

)

Marketing Cloud

OTM

9Slide10

Leveraging the Oracle eco-system

10Slide11

Setting the rules of engagement

Follow agreed go to market model

Establish trust & professionalism

Align sales process & forecasting

Develop sense of urgency and attention to a lot of detailSlide12

Key Take Aways

It all starts with business/market knowledge!

Decide on vertical or horizontal focus /IP

Commit to rules of engagement

Use all aspects of the JDE ecosystemSlide13

Questions?

13Slide14

Program AgendaWhere’s whereGDP Performances & Industries

Good to know & Partners LandscapePartners & Oracle Org Structure & Key ContactsTake Aways & leveraging what’s availableQ & A

6Slide15

Understanding the Geography

Japan & Asia Pacific

ASEANSlide16

List of Countries by GDP

Source : From Wikipedia, the free encyclopediaSlide17

List of Countries by GDP (continue)

Source : From Wikipedia, the free encyclopediaSlide18

Mfg &

Distri

Ind Mfg

WholeS

Dist

Capturing Joint Market Opportunities

Commercial Real Estate

Engrg

Construction

Food & BeverageSlide19

What to keep in mind?

Dozens of countries, dozens of languages, and of course same words mean different things; so be careful !China and Taiwan both uses Chinese characters but differs in pronunciation & writing – Simplified vs Traditional.Though Hong Kong is part of China, companies in Hong Kong do not have to follow the legislations addressed by our China localized solutions.

Organizations assume they can simply transplant their normal ways of doing things into India and expect it to work – wrong assumption!

ASEAN is a subset of Asia Pacific with 10 countries, different currencies, different languages & culture.

19Slide20

Partner Landscape

Partners driven by Country!Regional partners presence varies by country.Complex Oracle Sales / A&C organization.Differences:Number of Partners/Size of PartnersSales Autonomy

Industry / Geography Focus

Oracle Presales presence or not.

20Slide21

Asia Pacific – Oracle Partners

21Greater China

China

Hong Kong

Taiwan

ASEAN

Cambodia

Bangladesh & Sri Lanka

Indonesia

Malaysia

Myanmar

Philippines

Singapore

Thailand

Vietnam

ANZ

Australia

New Zealand

JAPAC

Japan

Korea

IndiaSlide22

Japan & Asia Pacific – Oracle Partners

Sān

Yǎn

Technology Co., Ltd.

POWER Gen

SE Partners

Sorin

Information technologySlide23

Knowing who’s who

ASEAN & SAGE

K Raman

– Regional

Managing

Director – APAC & SAGE

Basanta Dash

– Sales Consulting Sr Director – APAC & SAGE

Kelly Yu-

Application

Channel

Director - ASEAN

Australia/New

Zealand

Thomas Fikentscher

–

Commercial

Sales GMWayne Houghton - Sales Consulting DirectorNeil Harkness – Channel Sales ManagerIndia

Niraj Kaushik – Sales VPAjay Kumar

– Sales Consulting Director

Slide24

Knowing who’s who (continue)

Greater

China

Benny

Chan -

Sr Sales Director – Hong Kong

Ivan Kuo –

Sales Director –

Taiwan

KK Pan –

Sales VP – China

Anthony Lee

- Sales Consulting Sr Director – Hong Kong &

Taiwan

Daniel Gao

- Sales Consulting Sr Director – China

Addie Luk

–

Channel

Sales Director – Hong KongShaopeng Huang – Channel GM – ChinaKevin Chuang– Channel Sales Director – Taiwan

JAPAC Jessy Yip – Business Development

Director - jessy.yip@oracle.com

Slide25

Take Aways

Decide & Stay Industry Focus Build Industry Expertise / Bring Industry CredibilityBring Innovation SolutionsCompetitive Rates and References Engaged Oracle Sales Focus on JDE business development

Templates and Accelerators / Competitive Implementation

Know what are the Latest and Greatest in the JDE ProductSlide26

JD Edwards Knowledge ZoneKZ now contains Sales-targeted enablement content and partners now have easy access to this helpful material!!

The content is now available!

Availability of

Oracle Business Accelerators

Materials!Slide27

Leveraging Your Partnership with Support

Leverage the great resources and tools available from MOS and Support.

Help your customers to be successful!

Stay Informed

via newsletters and social media to get the latest info and new KM documents.

Utilize the

Proactive Sessions

(JD Edwards Catalog:

Doc ID

1551934.1

)and

Advisor Webcasts

(JD Edwards EnterpriseOne:

Doc ID

1450327.1

) to help educate you, your co-workers and your customers.

Checkout the My Oracle Support

Accreditation

(Doc ID 1583898.1) and the Product Accreditations as they become available. Watch the JD Edwards Proactive Portfolio Page and Stay Informed with the JDE Support Newsletters for what’s new in JD Edwards: KM, resources, tools and timely topics.Need additional assistance? Contact JD Edwards Business Development for suggestions.

Key Points & Best PracticesSlide28

Edwards Edition of Profit Magazine – Thanks to our 18 JD Edwards Partner sponsors!

Profit Magazine

– Check out recent stories in

http://www.oracle.com/us/corporate/profit/current-issue/index.html

Internet of Things White Paper

https

://apex.oracle.com/pls/apex/f?p=44785:141:125776343463::NO::

P141_PAGE_ID,P141_SECTION_ID:121,880

Social Selling with Oracle

– Have a customer success story to tell? Contact Ward Quarles to discuss Social Selling strategies (

ward.quarles@oracle.com