Architecting Business Flexibility. KC Wu, Vice President Cisco Value Chain IT

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1 Architecting Business Flexibility KC Wu, Vice President Cisco Value Chain IT

2 Speed of Change Change is the only constant in life Rate of Change has grown exponentially

3 Globalization Information, Ideas, Resources Offshoring, Outsourcing and Urbanization Emerging Countries Local Laws and Compliance Local Experiences and Transactional Preferences

4 Virtual, Social, Visual, and Mobile New Capabilities & Opportunities Business engagement follows suit Virtualization or Cloud services Real time collaboration Drive new behaviors and personal interactions Demand information to be relevant and contextual

5 There are about 10 billion connected things in the world today. In the next 10 years, that number will grow to 50 billion things, increasing the intelligence and value of all of these connections exponentially billions of things, but trillions of connections.

6 What Is Our IT Strategy?

7 REQUIREMENTS Business, Technology, and Information Architecture Business Business Models User Interaction and Transactions Operations Systems Business Operations Capabilities and Services Applications Services Delivery Enterprise Data and Information Drives Business Process and Rules Management CAPABILITIES Technology Platform Building Blocks Network as the Platform

8 IT Enablement Platforms Enterprise Strategy and Vision DEAL PRICE TAX ORDER REVENUE SERVICES Business Architecture Business Process and Operations Capabilities Sensors, Pattern Seekers Business Process Business Process Business Process Business Rules Systems and Technology Architecture Business Process and Rules Management ENTERPRISE REPOSITORY Action Initiators Events and Predictive Intelligence Business Services Service Supply Chain Sales Discount Guidance Channel Partners Order Shipment and Validation Pricing and Discounting Finance

9 Business Process and Rules Management

10 Adaptive Process: Commercial Transformation Customer s End-to-End Journey How to renew, upsell, cross Sell? What product or services are needed? How to Maintain? Customers & Partners How do customers want to consume? How to Provide? Streamlined commerce experience

11 Corporate Data Warehouse Commercial Transformation Value Chain Flow Selling & Buying Order Management Order Fulfillment Revenue Management Report & Compensation Web B2B Fax Ordering Opportunity Management Quoting & Ordering Deal Assurance & Approval Buying & Selling Experience Renewals Order Validation & Orchestration Service Contract Mgmt Order Management Subscription Management Order Distribution Consumption & Service Experience Meraki Fulfillment Install Base HW Fulfillment Service Fulfillment SW Fulfillment Cloud Fulfillment Tax & Customs Invoice Management Attribution & Revenue Mgmt Policy Business Intelligence Sales Reporting Finance Reporting Sales Comp Partner Comp Setup Business Services Config Pricing Catalog

12 Selling & Buying Experience: Current Go -To Market Offer Landscape Products Services Offers Software Licenses Term Subscriptions Usage based Subscription Bundles Routes to Market 1 Tier 2 Tier Direct Customer New Lease Buying Mode Refurbish Selling Patterns Initial Sale Follow-on Sale Changes Returns Renewal Billing Upfront Billing Usage based billing Periodic Billing Market Segments Enterprise Service Provider Commercial SMB Persona Procurement Sales Internal Customer Ops Forecast, Book, Attribute Revenue, Report, Sales Credit & Compensate

13 Adaptive Process: Commercial Transformation Architecture Time to Market Customer Centricity Continuous Process Improvement New Business Models, Strategy, Policy & Vision Unified Approach to Business Process & Rules Management Pervasive Experience Marketing Theatres Countries Customer Partners 360 Relationship Experience Channels Service Provider Selling and Buying Experience Consumption Experience Service Experience Adaptive Business Process Capture Process Modeling Process, Workflow Modeling & Execution Business Rules Modeling & Execution Predictive, Adaptive Models & Next Best Action Analytics Distributed Information Transactional & Operational Data Data Repository World Events Social Media & Big Data Customer, Partner Support & Feedback

14 How Do We Execute?

15 Intelligent Business Process Management Competency Center Community ibpm Competency Center Vision, Strategy and Best Practice Governance and Oversight Capability Enablement

16 Value Proposition Growth Experience Productivity

17 Growth: Country Enablement Tax Customs Currencies Product Configuration Pricing

18 Experience Seamless integration to application Personalized interaction unifies view Empower business users to drive change

19 Experience: Process Automation New Search Logoff Filters: Show All Open Orders Transactions Show All At-Risk Transactions Show All Missed SLA Transactions Perspective: Customer Sites Depot Sites Customer with Depot Situation Report: Customer Sites Covered Parts Depots New Buy Orders in Process Repair Orders in Process E:R % Allocation Orders in Process RMA Open Orders SCP Internal External Average Days to Return 12 Month Write-off Urgency ID Title Type Sub Type Age Severity Priority Depot Theatre Customer 100 IR-583 Missing part from bundle Non contract order Quantity breach 7 days ago 5 1 U06 NAM Customer A 91 IR-605 Router out of stock Vendor Mgmt. No Part Found 14 hours ago 4 3 NL1 EMEA Customer B 40 IR-608 Critical part yet to arrive SLA Failure Quantity breach 12 min ago 2 1 U06 NAM Customer C

20 Productivity: Sales Discount Guidance Rule Automation Results Evaluate nonstandard discount based on analytics Deliver intelligence from historical data Provide consistent view of discount information across offerings and functions Integrate into the day-to-day workflow Role based governance with audit log Reduce escalations Improved overall deal approval cycle time Build once and consume multiple times Manage changes centrally which simplify compliance and control

21 Key Takeaways Align Business and Technology architecture Drive global consistencies and local relevance Build thought leadership and skill through Center of Excellence

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