Multi-ReOrg: Cisco's Innovation in Changing it’s Selling Company Structures

1. Multi-ReOrg:  Cisco's Innovation in Changing it’s Selling Company Structures Murugu Navaneetha, Program Manager, Cisco David Joffe, Applications Architect, Abacus Business Solutions

2. Agenda • E-Business Suite at Cisco • Project Goals • Project Impacts • Steps to Enable New Selling Companies • Playbook Execution Models • Q & A

3. Oracle eBusiness Suite at Cisco New instances were gradually introduced to support different geos, modules and business needs 2007 1995 1998 2003 - 5 First Oracle implementation, R10.4 10.7 Upgrades in advance of Y2K First R12 instance live at Cisco All instances upgraded to R11i • Current state: Cisco has 10 production Oracle eBusiness Suite instances that are all R11i or R12. • Many instances are highly customized AND have complex integrations with each other and with external non-Oracle EBS systems

4. Multi-Org At Cisco Today In one key 11i E-Business Suite environment that Cisco uses for OM and AR: • The environment has had 5 Selling Companies since 1998 • Selling Companies are largely partitioned by geography

5. Agenda • E-Business Suite at Cisco • Project Goals • Project Impacts • Steps to Enable New Selling Companies • Playbook Execution Models • Q & A

6. Long-term strategy to add new Cisco selling companies in select emerging countries Addresses service provider, public sector, and enterprise customers’ expectations for higher levels of accountability, engagement and global consistency Extended Cisco sales model and in-country presence to improve customer intimacy and support What is Cisco International? Scott Brown, VP Worldwide Sales Enablement Scott Brown, VP Worldwide Sales Enablement

7. Cisco International Drivers Control ProductDistribution in HighRisk countries Grow Top Line Localized Cost Structure Preserve the Bottom Line 7 Presentation_ID © 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential

8. Project Goals • Add new Selling Companies (OU) for new geographies (first time in 10+ years) • Split existing Selling Companies (OU) into multiple operating units • Be able to introduce new Selling Companies (OU) in 90 days going forward from conception to implementation

9. Agenda • E-Business Suite at Cisco • Project Goals • Project Impacts • Steps to Enable New Selling Companies • Playbook Execution Models • Q & A

10. Project Impacts • Impacting 18+ Functional Groups World Wide • 30K+ Attributes are impacted • 200+ Boundary Applications are Impacted • End User Community

11. Agenda • E-Business Suite at Cisco • Project Goals • Project Impacts • Steps to Enable New Selling Companies • Playbook Execution Models • Q & A

12. Steps to Selling Companies (OU) Enablement Playbook is sequence of activities towards defining and enabling Selling Companies (Operating Unit) across applications / platforms Enable Define OU De-Customization (Hard coding removal) Enabling Functional / Transactional Set Ups & Granting User Access Selling Companies (OU) Set Ups & Functional Setups Playbook Customer Data Migration Step 1 Step 3 Step 2

13. IT Business Selling Companies Enablement Biz • Capture & Define key setup related decisions • Facilitate cross-functional collaboration on setups • Support statutoryrequirements with each new jurisdiction • Support Org Adoption & Change Management IT • Establish a repeatable mechanism to setup new New Operating Units (PLAYBOOK) • Establish correct sequence,dependencies & traceability of setup tasks • Validate implementation of standards & best practices (e.g naming conventions) • Support E2E transactions with appropriate setups

14. Process to Create E2E Playbook

15. Clone: OLD  NEW OU2 OU1 1 E.g. : Order Types Copy from Master: Master  Copy OU1 OU2 SJ 2 E.g. GL Setups Unique Setups : Template  Auto-load OU2 3 E.g. AR Setups , Tax Setup Types and Automation Approach

16. Agenda • E-Business Suite at Cisco • Project Goals • Steps to Enable New Selling Company • Playbook Execution Models • Q & A

17. Data Templates Dynamic View Creations Core Playbook Execution Models Seed Source OU data 1 Clone Run New Define OU Program Master data Copy From Master 2 IT Audit Unique Setups Run Enable OU Program Validate Setups Playbook Table 3 Prep Activities Transition

18. Repetitive Process for Test Cycles and New Selling Companies OU Specific Data in Templates Playbook Data Templates Load into Playbook Table Run OU Define & Enable Programs IT Audit Runs Less than an hour Validate Setups IT Business Playbook Unique Setup ExecutionFramework – High Level Coordination required between Business & ITs (Functional and Technical)

19. Key Decisions for this type of project • How to handle transactional backlog • Whether to “Share Addresses across OU” • Set up creation – Automation • How much impact can be handled

20. Lessons Learned • Practice, Practice, Practice • Test, Test, Test • Proactive identification of Setups • Automate Set Ups for effective scalability • Oracle “Replicate Seed Data” program and Multi-Org manuals are necessary but not sufficient • Involve user community on set up decisions

21. Agenda • E-Business Suite at Cisco • Project Goals • Steps to Enable New Operating Units • Playbook Execution Models • Q & A

22. Questions / Discussion • Any Similar Experience in your group? • Any Suggestion or Feedback on our Approach?