© 2006 Cisco Systems, Inc. All rights reserved.IEEE, May 2007 1 Managing Partner Relationships:...
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Transcript of © 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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 3
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)
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 4
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 5
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 6
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 7
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 8
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 9
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
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 10
© 2006 Cisco Systems, Inc. All rights reserved.IEEE May 07 11
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