© 2006 Cisco Systems, Inc. All rights reserved.IEEE, May 2007 1 Managing Partner Relationships:...

© 2006 Cisco Systems, Inc. All rights reserved.IEEE, May 2007 1

Managing Partner Relationships: eCommerce in the Communications Industry

Brian ClarkeCisco Systems, Inc.

© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 2

What is electronic Commerce to us?

Automation & Optimization of Business Process

The integration of business processes between trading partners through seamless data exchange

Integration to Back-end Systems

Collaboration with External Partners

Joint Effort – an Internal Partnership & Team of Teams


State of Cisco e-Commerce in FY07

We have 350+ trading partners

We conduct eCommerce in 50+ processes

We transact 30M+ electronic documents a Quarter

We receive 1M+ hits on web services per Quarter

We facilitate Cisco ~55% of bookings through web portal, ~40% bookings thru B2B (remainder fax, manual)


Dealing with Partners: Competing Challenges

Partner Challenges

Expectations due to size, importance

Each partner is (or wants to be) different

Partners often have existing investments with implied promises

Partner Challenges

Expectations due to size, importance

Each partner is (or wants to be) different

Partners often have existing investments with implied promises

Our Challenges

Contain IT costs

Maintain architectural simplicity to allow for flexibility, scalability

Drive partner effectiveness (sales channel, contract mfg, etc)

Our Challenges

Contain IT costs

Maintain architectural simplicity to allow for flexibility, scalability

Drive partner effectiveness (sales channel, contract mfg, etc)

Constrained by need for high quality, high reliability, and security

Constrained by need for high quality, high reliability, and security


Principle Based Approach

1. Clearly define Business Process to be used

2. Identify and classify interaction points Transactional

Collaborative

Reference

3. Select eCommerce solutions based on integration needs and value to both sides of partnership

4. Stick to your values


Transactional Integration

Examples:– Purchase Order

– Invoice

– Work Order

Requirements:– Complexity: can be quite

high

– Consistency across segment: high

– Security: critical

– Performance: depends on mode

– Reliability: critical – within time limits

Preferred Solution: Standards-based B2B Message

Alternate Solution:Web Portal


Collaborative Integration

Examples

– Product Configuration

– Logistics Management

Requirements

– Complexity can be high

– Consistency across segment: low

– Security: may vary

– Performance: generally high

– Reliability: may vary

Preferred SolutionWeb Portal

Alternate Solution:Web Service


Reference Integration

Examples– Contract check

– Serial # validation

Requirements– Complexity generally low

– Consistency across segment: low

– Security: may vary

– Performance: generally moderate

– Reliability: may vary

Preferred solution:Web Service

Alternate solution:Web Portal


Lessons Learned

Evolutionary process

Executive education and sponsorship

Business IT partnership

Standards development process – requires perseverance and collaboration beyond competitive boundaries

Coming together is the name of the game


E-Commerce scenario – Ordering Example

Sales Purchasing ERP

Fax

1. Fax

Customer Service

CiscoPartner

ERP

ERP

Sales Purchasing ERP

2. Web

Ordering Tool

3. B2B

Sales Purchasing ERPERP

Medium / Medium / Low Low

VolumeVolume

High High volumevolume

Deg

ree

of

Inte

gra

tio

n &

co

mp

lexi

ty

High

Low

© 2006 Cisco Systems, Inc. All rights reserved.IEEE, May 2007 1 Managing Partner Relationships:...

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