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Transcript of OC-BD-Strat-0101-1 © 2001, Cisco Systems, Inc. High growth through strategic partnerships Mobile...
OC-BD-Strat-0101-1© 2001, Cisco Systems, Inc.
High growth through High growth through strategic partnershipsstrategic partnerships
Mobile Computing and NetworkingMobile Computing and NetworkingVenture Capital SessionVenture Capital Session
July 17July 17thth, 2001, 2001
High growth through High growth through strategic partnershipsstrategic partnerships
Mobile Computing and NetworkingMobile Computing and NetworkingVenture Capital SessionVenture Capital Session
July 17July 17thth, 2001, 2001
Presentation_ID
Emmanuel Roger Emmanuel Roger EMEA Business Development EMEA Business Development
[email protected]@cisco.com
www.cisco.com OC-BD-Strat-0101-2© 2001, Cisco Systems, Inc.
Cisco Leadership StrategyCisco Leadership StrategyCisco Leadership StrategyCisco Leadership Strategy
CoreCompetency
InternalDevelopment
JointDevelopment
JointMarket/
OEM
Acquire
www.cisco.com OC-BD-Strat-0101-3© 2001, Cisco Systems, Inc.
Business Development @ CiscoBusiness Development @ CiscoBusiness Development @ CiscoBusiness Development @ Cisco
To infuse technologies and products
into Cisco that fuel growth
over the next five years
3Presentation_ID © 1999, Cisco Systems, Inc.
www.cisco.com OC-BD-Strat-0101-4© 2001, Cisco Systems, Inc.
Strategic Growth RelationshipsStrategic Growth RelationshipsStrategic Growth RelationshipsStrategic Growth Relationships
JointMarketing/
Sales/OEM
Alliance/JV
Investment
Acquire
Strategic ValueStrategic Value
Com
mit
men
tC
omm
itm
ent
www.cisco.com OC-BD-Strat-0101-5© 2001, Cisco Systems, Inc.
Strategic Alliance MissionStrategic 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.”
www.cisco.com OC-BD-Strat-0101-6© 2001, Cisco Systems, Inc.
Cisco Named Strategic Alliances (active in EMEA)
Cisco Named Strategic Alliances (active in EMEA)
Hewlett PackardItaltel
AC
Oracle
www.cisco.com OC-BD-Strat-0101-7© 2001, Cisco Systems, Inc.
Alliances SolutionsAlliances Solutions
•
T e c h Allia nc e se de visc he r
C S I/N I Allia nc e sm plottie r
E - S oftw a re a llia nc e sd n ik o la tos
Ope ra tiona l Jo in t V e nture sIta lte l a llia nc e - T BH
G ove rne m e nta l Allia nc e sT de jongh
Allia nc e M a rk e ting
S tra te g ic Allia nc e spturc h i
D ir Allia nc e s
W ire le sshm a k ija r
Optic a lbhe inric
S P V oic e /S igna llinge roge r
E nt V o ic e /AV V IDk doe rpe l
C onte nt & AS Pbpilo
N e tw ork M a na ge m e ntT BH
Applic a tionsT BH
C LOB T e c hnolog ie sT BH
N e w M a rk e ts & T e c hnologyoc ogne t
D ir Bus D e v
S o lu tions E ngine e ringAue rbe c k
Inc uba tion E ngine e ring
H a rdw a re E ngine e ring
S oftw a re E ngine e ring
T e c hnology C e ntrem luc c h in
M gr T e c hno C e nte r
Busine ss D e ve lopm e ntpshre ve
M gr Bus D e v
Le ga l
vpa ndurkM gr Bus D e v
C orpora te F ina nc e
lrusse llM gr Bus D e v
T a x
T BHM gr Bus D e v
BU /Func tiona l R e pre se nta tive s
T BHM gr Bus D e v
Ac quisition In te gra tion
T BHM gr Bus D e v
H R
IT
S P S a le s
E /S M B S a le s
W PR
M FG
Fina nc e
T ra in ing
Ac quisition In te gra tion
D ir, BD E M E A
E M E A Busine ss D e ve lopm e nt & Allia nc e s
• Thin WAP software client to provide
microWebBrowser, email, calendar,….
GSM, HSCSD, GPRS, EDGE, UMTS, ...-> Bandwidth & flexibility
Radio Access layerMobile IP
Infra
Internet-ISP
Mobile Focused Content
HTML Web& Data Base
WAP ProtocolGW
Mobile Web Portal
Svcs Platform
• End to End Internet Access & Backbone
Infrastructure
T e c h Allia nc e se de visc he r
C S I/N I Allia nc e sm plo ttie r
E - S o ftw a re a llia nc e sd n ik o la tos
O pe ra tiona l Jo in t V e nture sIta lte l a llia nc e - T BH
G ove rne m e nta l Allia nc e sT de jongh
Allia nc e M a rk e ting
S tra te g ic Allia nc e spturc h i
D ir Allia nc e s
W ire le sshm a k ija r
O ptic a lbhe inric
S P V o ic e /S igna llinge roge r
E nt V o ic e /AV V IDk doe rpe l
C onte nt & AS Pbpilo
N e tw ork M a na ge m e ntT BH
Applic a tionsT BH
C LO B T e c hno log ie sT BH
N e w M a rk e ts & T e c hno logyoc ogne t
D ir Bus D e v
S o lu tions E ng ine e ringAue rbe c k
Inc uba tion E ng ine e ring
H a rdw a re E ng ine e ring
S oftw a re E ng ine e ring
T e c hno logy C e ntrem luc c h in
M gr T e c hno C e nte r
Busine ss D e ve lopm e ntpshre ve
M gr Bus D e v
Le ga l
vpa ndurkM gr Bus D e v
C orpora te F ina nc e
lrusse llM gr Bus D e v
T a x
T BHM gr Bus D e v
BU /Func tiona l R e pre se nta tive s
T BHM gr Bus D e v
Ac qu isition In te gra tion
T BHM gr Bus D e v
H R
IT
S P S a le s
E /S M B S a le s
W PR
M FG
Fina nc e
T ra in ing
Ac qu isition In te gra tion
D ir, BD E M E A
E M E A Busine ss D e ve lopm e nt & Allia nc e s
T e c h Allia nc e se de visc he r
C S I/N I Allia nc e sm plottie r
E - S oftw a re a llia nc e sd n ik o la tos
Ope ra tiona l Jo in t V e nture sIta lte l a llia nc e - T BH
G ove rne m e nta l Allia nc e sT de jongh
Allia nc e M a rk e ting
S tra te g ic Allia nc e spturc h i
D ir Allia nc e s
W ire le sshm a k ija r
Optic a lbhe inric
S P V oic e /S igna llinge roge r
E nt V o ic e /AV V IDk doe rpe l
C onte nt & AS Pbpilo
N e tw ork M a na ge m e ntT BH
Applic a tionsT BH
C LOB T e c hnolog ie sT BH
N e w M a rk e ts & T e c hnologyoc ogne t
D ir Bus D e v
S olu tions E ngine e ringAue rbe c k
Inc uba tion E ngine e ring
H a rdw a re E ngine e ring
S oftw a re E ngine e ring
T e c hnology C e ntrem luc c hin
M gr T e c hno C e nte r
Busine ss D e ve lopm e ntpshre ve
M gr Bus D e v
Le ga l
vpa ndurkM gr Bus D e v
C orpora te F ina nc e
lrusse llM gr Bus D e v
T a x
T BHM gr Bus D e v
BU /Func tiona l R e pre se nta tive s
T BHM gr Bus D e v
Ac quisition In te gra tion
T BHM gr Bus D e v
H R
IT
S P S a le s
E /S M B S a le s
W PR
M FG
Fina nc e
T ra in ing
Ac quisition In te gra tion
D ir, BD E M E A
E M E A Busine ss D e ve lopm e nt & Allia nc e s
T ech Alliance se devische r
C S I/N I Allianc esm plottie r
E - S oftw are a llianc esd n ik o la tos
Opera tiona l Jo in t V enturesIta lte l a lliance - T BH
G overnem enta l AlliancesT de jongh
Alliance M arke ting
S tra teg ic Allianc espturch i
D ir Allia nces
W ire lesshm ak ija r
Optica lbhe inric
S P V oic e /S igna llingeroger
E nt V oice /AV V IDkdoe rpe l
C ontent & AS Pbpilo
N etw ork M anagem entT BH
Applic a tionsT BH
C LOB T echnologiesT BH
N ew M arke ts & T ec hnologyocognet
D ir Bus D e v
S olutions E ngineeringAuerbeck
Incuba tion E ngineering
H ardw are E ngine ering
S oftw are E ngine ering
T echnology C e ntrem luc chin
M gr T echno C ente r
Business D eve lopm entpshreve
M gr Bus D ev
Lega l
vpa ndurkM gr Bus D ev
C orpora te F ina nce
lrusse llM gr Bus D ev
T ax
T BHM gr Bus D ev
BU /Func tiona l R e prese nta tives
T BHM gr Bus D ev
Acquisition In tegra tion
T BHM gr Bus D ev
H R
IT
S P S a le s
E /S M B S a les
W PR
M FG
Finance
T ra in ing
Acquisition In tegra tion
D ir, BD E M E A
E M E A Busine ss D eve lopm ent & Allia nces
Tech Alliancese devischer
CSI/NI Alliancesm plottier
E - Softw are alliancesd nikolatos
Operational Joint VenturesItaltel alliance - TBH
Governem ental AlliancesT dejongh
Alliance M arketing
Strategic Alliancespturchi
Dir Alliances
W irelesshm akijar
Opticalbheinric
SP Voice/Signallingeroger
Ent Voice/AVVIDkdoerpel
Content & ASPbpilo
Netw ork M anagem entTBH
ApplicationsTBH
CLOB TechnologiesTBH
New M arkets & Technologyocognet
Dir Bus Dev
Solutions EngineeringAuerbeck
Incubation Engineering
Hardw are Engineering
Softw are Engineering
Technology Centrem lucchin
M gr Techno Center
Business Developm entpshreve
M gr Bus Dev
Legal
vpandurkM gr Bus Dev
Corporate Finance
lrussellM gr Bus Dev
Tax
TBHM gr Bus Dev
BU/Functional Representatives
TBHM gr Bus Dev
Acquisition Integration
TBHM gr Bus Dev
HR
IT
SP Sales
E/SM B Sales
W PR
M FG
Finance
Training
Acquisition Integration
Dir, BD EM EA
EM EA Business Developm ent & Alliances
EmailApps
T e c h Allia nc e se de visc he r
C S I/N I Allia nc e sm plottie r
E - S oftw a re a llia nc e sd n ik o la tos
Ope ra tiona l Jo in t V e nture sIta lte l a llia nc e - T BH
G ove rne m e nta l Allia nc e sT de jongh
Allia nc e M a rk e ting
S tra te g ic Allia nc e spturc h i
D ir Allia nc e s
W ire le sshm a k ija r
Optic a lbhe inric
S P V oic e /S igna llinge roge r
E nt V o ic e /AV V IDk doe rpe l
C onte nt & AS Pbpilo
N e tw ork M a na ge m e ntT BH
Applic a tionsT BH
C LOB T e c hnolog ie sT BH
N e w M a rk e ts & T e c hnologyoc ogne t
D ir Bus D e v
S o lu tions E ngine e ringAue rbe c k
Inc uba tion E ngine e ring
H a rdw a re E ngine e ring
S oftw a re E ngine e ring
T e c hnology C e ntrem luc c h in
M gr T e c hno C e nte r
Busine ss D e ve lopm e ntpshre ve
M gr Bus D e v
Le ga l
vpa ndurkM gr Bus D e v
C orpora te F ina nc e
lrusse llM gr Bus D e v
T a x
T BHM gr Bus D e v
BU /Func tiona l R e pre se nta tive s
T BHM gr Bus D e v
Ac quisition In te gra tion
T BHM gr Bus D e v
H R
IT
S P S a le s
E /S M B S a le s
W PR
M FG
Fina nc e
T ra in ing
Ac quisition In te gra tion
D ir, BD E M E A
E M E A Busine ss D e ve lopm e nt & Allia nc e s
Oracle / CAPG-EY /CiscoMobile Eco-Systems
www.cisco.com OC-BD-Strat-0101-8© 2001, Cisco Systems, Inc.
Cisco’s Investment FrameworkCisco’s Investment Framework
Enabling TechnologiesEnabling Technologies
Demand CreationDemand Creation
Synergistically Growing each Partners’ Revenue BaseSynergistically Growing each Partners’ Revenue Base
Enhancing Products with Complementary TechnologiesEnhancing Products with Complementary Technologies
Minority Equity Investment
Technology LearningTechnology Learning
Building Knowledge Base of Future TechnologiesBuilding Knowledge Base of Future Technologies
www.cisco.com OC-BD-Strat-0101-9© 2001, Cisco Systems, Inc.
Merger/Acquisition StrategyMerger/Acquisition Strategy
Shared VisionShared Vision
Short-Term“Win-Win”Short-Term“Win-Win”
Long-Term “Win-Win”Long-Term “Win-Win”
ChemistryChemistry
www.cisco.com OC-BD-Strat-0101-10© 2001, Cisco Systems, Inc.
Acquisition DriversAcquisition 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
www.cisco.com OC-BD-Strat-0101-11© 2001, Cisco Systems, Inc.
Integration Phases and ActivitiesIntegration Phases and Activities Integration Phases and ActivitiesIntegration Phases and Activities
Announce to Close
Close +90 Days 90–180 Days 180 Days and
Onward
• Empl Conversion
• Facility Planning
• Sales/SE Training
• IS/ESVoice, 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 GoalsRev, prods, people
• Establish Budgets
• Define Organization
• Mkt Positioning
• Establish Int Team
• Integration Pre-plan
Announce Getting Started Leveraging Cisco Cisco Mainstream
www.cisco.com OC-BD-Strat-0101-12© 2001, Cisco Systems, Inc.
Cisco Acquisitions 1 mar 2001
Cisco Acquisitions 1 mar 2001
• 30% external R&D, 70% internal R&D
• 69 acquisitions, >17B$
• 6500 people, 20% of Cisco employees
• 85% of CEO are still in Cisco
www.cisco.com OC-BD-Strat-0101-13© 2001, Cisco Systems, Inc.
$200M
• PIX Firewall
• Cache Engine
• Local Director
1996 1999
NTI Story - Hockey Stick GrowthNTI Story - Hockey Stick GrowthNTI Story - Hockey Stick GrowthNTI Story - Hockey Stick Growth
• NAT/Firewall technology
• Acquired in 10/95
• $32 Million
• 10 employees
• $1M/quarter run rate
www.cisco.com OC-BD-Strat-0101-14© 2001, Cisco Systems, Inc.
Typical Target CompanyTypical Target Company
• Venture-backed start-up
• 50-100 employees
• Focus in cutting edge technology
• Deep technical talent
• “Cisco kid”
• Located in San Jose, Boston, or RTP
www.cisco.com OC-BD-Strat-0101-15© 2001, Cisco Systems, Inc.
Overall Integration Lessons LearnedOverall Integration Lessons Learned
• Understand cultural issues upfront - due diligence
• Drive product roadmaps early
• Quick assimilation into Cisco is good, but respect existing process
• Never say “Things won’t change” - correct expectations Day 1
• Have Cisco executive owner present and involved
• Identify acquisition champion at acquired company
• Identify and focus on sales integration issues immediately
• Seed Cisco people into acquired team in remote acquisitions
• Communicate early, often, and honestly
www.cisco.com OC-BD-Strat-0101-16© 2001, Cisco Systems, Inc.
European M&A Cisco as of FY2000
European M&A Cisco as of FY2000
Seagull Semiconductor (Israel), Optical Chips
PentaCom Ltd.( Israel) DPT Solutions
Pirelli Optical Systems S.p.A. (Italy, Fr, Germany), WDM
Atlantech Technologies Ltd. (UK) Network Management
PBX Migration over LAN (UK);
Digital Video Headend
Multiservice Access (Israel)
Metro Optical Access (Sweden)
Unique R&D opportunitiesCost of Acquisition > 3.7B$FY00:Incremental 1200 R&D people in EMEAGeographic Center of Competency80% of transactions are remoteTarget of 40% of transaction in EMEA
170260_09F9_c1_Volpi © 1998, Cisco Systems, Inc.