1. 1 © 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialSTC Global Impact Review 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. 2 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Project Impacts  Steps to Enable New Selling Companies  Playbook Execution Models  Q & A

3. 3 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Oracle eBusiness Suite at Cisco First Oracle implementation, R10.4 1995 2003 - 5 New instances were gradually introduced to support different geos, modules and business needs 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 1998 All instances upgraded to R11i 10.7 Upgrades in advance of Y2K 2007 First R12 instance live at Cisco

4. 4 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook 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. 5 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Project Impacts  Steps to Enable New Selling Companies  Playbook Execution Models  Q & A

6. 6 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Scott Brown, VP Worldwide Sales Enablement Scott Brown, VP Worldwide Sales Enablement 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?

7. 7 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Cisco International Drivers © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 7 Grow Top Line Localized Cost Structure Preserve the Bottom Line Control Product Distribution in High Risk countries

8. 8 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook 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. 9 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Project Impacts  Steps to Enable New Selling Companies  Playbook Execution Models  Q & A

10. 10 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Project Impacts Impacting 18+ Functional Groups World Wide 30K+ Attributes are impacted 200+ Boundary Applications are Impacted End User Community

11. 11 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Project Impacts  Steps to Enable New Selling Companies  Playbook Execution Models  Q & A

12. 12 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Steps to Selling Companies (OU) Enablement Playbook is sequence of activities towards defining and enabling Selling Companies (Operating Unit) across applications / platforms OU De- Customization (Hard coding removal) Selling Companies (OU) Set Ups & Functional Setups Enabling Functional / Transactional Set Ups & Granting User Access Customer Data Migration Step 1 Step 2 Step 3 Define Enable Playbook

13. 13 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Business 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 Biz  Capture & Define key setup related decisions  Facilitate cross-functional collaboration on setups  Support statutory requirements with each new jurisdiction  Support Org Adoption & Change Management Selling Companies Enablement

14. 14 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Process to Create E2E Playbook

15. 15 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Setup Types and Automation Approach #Setup TypesAutomation Approach OU1 OU2 E.g. : Order Types Clone: OLD  NEW 1 Copy from Master: Master  Copy OU2OU1 E.g. GL Setups SJ 2 OU2 E.g. AR Setups, Tax Unique Setups : Template  Auto-load 3

16. 16 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Steps to Enable New Selling Company  Playbook Execution Models  Q & A

17. 17 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Dynamic View Creations Playbook Table Data Templates Run New Define OU Program Validate Setups Core Playbook Execution Models 2 Seed Source OU data Master data 3 1 Run Enable OU Program Prep Activities Transition Unique Setups Clone Copy From Master IT Audit

18. 18 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Playbook Data Templates OU Specific Data in Templates Run OU Define & Enable Programs IT Audit Playbook Unique Setup Execution Framework – High Level Repetitive Process for Test Cycles and New Selling Companies Load into Playbook Table IT Business Validate Setups Runs Less than an hour Coordination required between Business & ITs (Functional and Technical)

19. 19 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook 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. 20 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook 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. 21 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Agenda  E-Business Suite at Cisco  Project Goals  Steps to Enable New Operating Units  Playbook Execution Models  Q & A

22. 22 © 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialEntity Setup & Playbook Questions / Discussion Any Similar Experience in your group? Any Suggestion or Feedback on our Approach?