OC-BD-Strat © 2001, Cisco Systems, Inc. High growth through strategic partnerships Mobile Computing and Networking Venture Capital Session July 17 th, 2001 Presentation_ID Emmanuel Roger EMEA Business Development

OC-BD-Strat © 2001, Cisco Systems, Inc. Cisco Leadership Strategy Core Competency Internal Development Joint Development Joint Market/ OEM Acquire

OC-BD-Strat © 2001, Cisco Systems, Inc. Business Cisco To infuse technologies and products into Cisco that fuel growth over the next five years 3 Presentation_ID © 1999, Cisco Systems, Inc.

OC-BD-Strat © 2001, Cisco Systems, Inc. Strategic Growth Relationships Joint Marketing/ Sales/ OEM Alliance/ JV Investment Acquire Strategic Value Commitment

OC-BD-Strat © 2001, Cisco Systems, Inc. Strategic Alliance Mission Drive the Internet Economy by Accelerating Cisco and strategic partner technologies/ products/services adoption; Developing partnerships which grow and effectively manage Cisco assets and those of our strategic alliance partners, Providing unique value to our collective Customers.

OC-BD-Strat © 2001, Cisco Systems, Inc. Cisco Named Strategic Alliances (active in EMEA) Hewlett Packard Italtel AC Oracle

OC-BD-Strat © 2001, Cisco Systems, Inc. Alliances Solutions Thin WAP software client to provide microWebBrowser, , calendar,…. GSM, HSCSD, GPRS, EDGE, UMTS,... -> Bandwidth & flexibility Radio Access layer Mobile IP Infra Internet-ISP Mobile Focused Content HTML Web & Data Base WAP Protocol GW Mobile Web Portal Svcs Platform End to End Internet Access & Backbone Infrastructure Apps Oracle / CAPG-EY /Cisco Mobile Eco-Systems

OC-BD-Strat © 2001, Cisco Systems, Inc. Ciscos Investment Framework Enabling Technologies Demand Creation Synergistically Growing each Partners Revenue Base Enhancing Products with Complementary Technologies Minority Equity Investment Technology Learning Building Knowledge Base of Future Technologies

OC-BD-Strat © 2001, Cisco Systems, Inc. Merger/Acquisition Strategy Shared Vision Short-Term Win-Win Long-Term Win-Win Chemistry

OC-BD-Strat © 2001, Cisco Systems, Inc. Acquisition Drivers Time-to-market Best-of-breed technology/products Acquire hot new talent Leverage Cisco distribution channel Get key component for current projects A&D vs. R&D

OC-BD-Strat © 2001, Cisco Systems, Inc. Integration Phases and Activities Announce to Close Close +90 Days 90–180 Days 180 Days and Onward Empl Conversion Facility Planning Sales/SE Training IS/ES Voice, data, bus sys Product Roadmaps Orderability Revenue Plan Sales Strategy Services strategy Mfg planning Ramp Sales Measure Plan to Actuals Field Training Programs Push/Pull Programs SEVT Focus CCO/CEC Visibility Special Focus Programs Execute Manuf Plan Maintain People Focus Mainstream Cisco Product Line Full Product Integration BU Maintains Focus on Goals SE Teams Self-Sufficient 2nd Generation Roadmaps Perform Audit on Retention/Revenue Maintain People Focus HR Focus Equity/Comp Communications Set Goals Rev, prods, people Establish Budgets Define Organization Mkt Positioning Establish Int Team Integration Pre-plan AnnounceGetting StartedLeveraging CiscoCisco Mainstream

OC-BD-Strat © 2001, Cisco Systems, Inc. Cisco Acquisitions 1 mar % external R&D, 70% internal R&D 69 acquisitions, >17B$ 6500 people, 20% of Cisco employees 85% of CEO are still in Cisco

OC-BD-Strat © 2001, Cisco Systems, Inc. $200M PIX Firewall Cache Engine Local Director NTI Story - Hockey Stick Growth NAT/Firewall technology Acquired in 10/95 $32 Million 10 employees $1M/quarter run rate

OC-BD-Strat © 2001, Cisco Systems, Inc. Typical Target Company Venture-backed start-up employees Focus in cutting edge technology Deep technical talent Cisco kid Located in San Jose, Boston, or RTP

OC-BD-Strat © 2001, Cisco Systems, Inc. Overall Integration Lessons Learned Understand cultural issues upfront - due diligence Drive product roadmaps early Quick assimilation into Cisco is good, but respect existing process Never say Things wont change - correct expectations Day 1 Have Cisco executive owner present and involved Identify acquisition champion at acquired company Identify and focus on sales integration issues immediately Seed Cisco people into acquired team in remote acquisitions Communicate early, often, and honestly

OC-BD-Strat © 2001, Cisco Systems, Inc. European M&A Cisco as of FY2000 Seagull Semiconductor (Israel), Optical Chips PentaCom Ltd.( Israel) DPT Solutions Pirelli Optical Systems S.p.A. (Italy, Fr, Germany), WDM Atlantech Technologies Ltd. (UK) Network Management PBX Migration over LAN (UK); Digital Video Headend Multiservice Access (Israel) Metro Optical Access (Sweden) Unique R&D opportunities Cost of Acquisition > 3.7B$ FY00:Incremental 1200 R&D people in EMEA Geographic Center of Competency 80% of transactions are remote Target of 40% of transaction in EMEA

_09F9_c1_Volpi © 1998, Cisco Systems, Inc.