Upload
martina-golianova
View
79
Download
0
Embed Size (px)
Citation preview
© 2009 IBM Corporation
SALES TRANSACTION SUPPORT SALES TRANSACTION SUPPORT CISCO OEM ORDERING TEAM CISCO OEM ORDERING TEAM
© 2009 IBM Corporation
Agenda Cisco History
IBM & Cisco Alliance
Supported Countries
STS OEM Cisco Ordering Team
Cisco Products
Other Suppliers
Types of Orders
Discounts Applied
Cisco Programs
Systems and Tools
Shopping Methods
Cisco Maintenance
Cases
Scorecards
E2E Process
Questions
© 2009 IBM Corporation
Cisco History
Cisco Systems, Inc. multinational corporation, headquartered in San Jose, California that designs and sells consumer electronics, networking, voice, and communications technology and services. Due to lower-than-expected profit in 2011, Cisco was forced to reduce annual expenses by $1 billion. The company cut around 3,000 employees with an early-retirement program who accepted buyout and planned to eliminate as many as 10,000 jobs (around 14 percent of the 73,400 total employees before curtailment).
Cisco Systems, Inc. was founded in 1984 by a married couple Len Bosack and Sandy Lerner. Cisco’s name is derived from the city San Francisco. The logo of the company symbolizes the Golden Gate Bridge.
The Chairman of the Board and CEO of Cisco Systems, Inc. is John T. Chambers. He joined Cisco in 1991 as senior vice president.
© 2009 IBM Corporation
IBM & Cisco Global Alliance
Why Cisco & IBM?
IBM & Cisco Global Alliance: the IBM and Cisco alliance helps the customers maximize business results by uniting IBM's vast industry, business process and implementation expertise with Cisco's world-class unified communications and networking technologies.
IBM – the best solution and servicer provider, a business partner of Cisco in 38 countries
Cisco –one of the best technical providers
© 2009 IBM Corporation
PLVSARLVT
AUSTRIABELGIUM DENMARKFINLANDFRANCEGERMANYGREECEIRELANDITALY – IGA ONLY NETHERLANDSNORWAYPORTUGALSPAINSWEDENSWITZERLAND UK
Supported Countries
BULGARIACROATIACYPRUSCZECH RepESTONIAHUNGARYLATVIALITHUANIAPOLANDROMANNIASLOVAKIASLOVENIASERBIATURKEYUKRAINE
© 2009 IBM Corporation
Supported Countries
EGYPTMOROCOTUNISIASOUTH AFRICA
© 2009 IBM Corporation
DUBAIISRAELPAKISTANRUSSIA
Supported Countries
© 2009 IBM Corporation
Network Systems * Routers * Switches * Network Management * Cisco IOS Software * Interfaces and Modules * Optical Networking
Collaboration, Voice and Video * Voice and Unified Communications * WebEx Collaboration * TelePresence
http://www.youtube.com/watch?v=cRGHokZtaf0 * Video, Cable and Content Delivery
• Cisco StyleMe Virtual Fashion Mirrorhttp://www.youtube.com/watch?
v=jDi0FNcaock * Universal Gateways and Access
Servers Security
* Security * Physical Security * Virtual Private Networks (VPN) * Firewall * Security Management
© 2009 IBM Corporation
Data Center * Application Networking Services * Storage Networking * Data Center Switches * Blade Switches
Mobility / Wireless * Wireless * Access Points * Outdoor Wireless * Wireless LAN Controllers * Service Exchange
© 2009 IBM Corporation
• Cisco acquired a variety of companies to spin products and talent into the company. In 1995–1996 the company completed 11 acquisitions
• During the Internet boom in 1999, the company acquired Cerent Corporation for about US$7 billion, acquisition of Scientific Atlanta has been larger.
• The latter came as result of Cisco acquiring Linksys in 2003 and in 2010 was supplemented with new product line dubbed Cisco Valet
• Cisco announced on March 15, 2012 that it is acquiring NDS Group for $5B. This transaction was completed on July 30, 2012.
• In January 2013, Cisco Systems acquired Israeli software maker Intucell for around $475 million in cash, a move to expand its mobile network management offerings. In the same month, Cisco Systems acquired Cognitive Security, a company focused on Cyber Threat Protection. Cisco also acquired SolveDirect (Cloud Services) in March 2013 and Ubiquisys(Modile Software) in April 2013.
List of acquisitions by Cisco Systems
© 2009 IBM Corporation
Other Suppliers
© 2009 IBM Corporation
Types of Orders
The purpose of the Cisco OEM Ordering Team is to process internal, external and SO (strategic outsourcing) orders from OEM suppliers (Cisco but also others) for supported countries. In general, on the basis of the requests which come to OQS, we place the order through Bond - web application.
External orders – equipment will be owned and used by an external customer.
Internal orders – equipment will be owned and used by IBM internally.
SO (strategic outsourcing) orders – equipment will be owned by IBM but used by an external customer.
We also process Cisco Renewal orders – services which are going to be expired and need to be renewed.
© 2009 IBM Corporation
Discounts Applied
External orders – standard discount is 42%
Internal and Strategic outsourcing orders - standard discount is 49%
Orders with Deal ID – Deal ID number is arranged between the IBM Sales Representative and Cisco Account Manager. This number allows to apply higher discount than the standard one. There are several types of Deal IDs:
Identifying and developing new opportunities (OIP)
Investing in business solution practice development (SIP)
Selling to public sector customers (PSPP)
Promoting product migration (CTMP)
© 2009 IBM Corporation
Cisco Programs
Trade-in Orders: The Cisco Technology Migration Program (CTMP) is an innovative sales program enabling Customers/Partners to trade in their existing Cisco products in
exchange for a trade-in credit towards the purchase of new Cisco products Try and Buy Program (TAB): allows customers to try, then buy the equipment. The
end-customer will have 80-days to purchase the equipment or send the equipment back before the 90th day. If the end-customer keeps the equipment even after 90 days he will receive an Invoice for the cost of the equipment
Cisco Certified Refurbished Equipment program: Remanufactured to like-new condition and backed by same Cisco warranty as new products. Fully licensed and shipped with valid Cisco IOS Software license. Certified to meet all regulatory and safety compliance
requirements. All these programs are available only through the network of Cisco Authorized Partners.
© 2009 IBM Corporation
Systems and Tools used by OEM CISCO Team
IBM Tools: 1) OQS Database (Order Qualification Status) – is the receipt, validation, tracking and
repository tool for all OEM orders processed by the OEM ordering team. It's a set of two Lotus Notes databases:
OQS OEM database for all active documentsOQS OEM ARCHIVE for all archived documents
2) Buy on Demand – is a web-based application developed by IBM Procurement as IBM's strategic tool for the creation and submission of purchase requisitions. It is used for preparing, tracking and managing electronic purchases; from the point of origin through approval, receipt and payment. Bond is the front-end for purchasing non-production goods and services worldwide.
3) Procurement application tool – it is included in the Sametime tool. It provides Clients with non-sensitive info regarding purchase orders and Buy on Demand (BoND) shopping carts.
© 2009 IBM Corporation
Systems and Tools used by OEM CISCO Team
3rd Party Tools: The new Cisco Commerce Workspace(CCW) ordering and quoting
tool UPS Tracking Tool: provides tracking details, such as: tracking number, type of
shipment, status of delivery, scheduled delivery, shipped to place, weight, carton ID, time & date of final delivery, signature, proof of delivery.
© 2009 IBM Corporation
Shopping Methods Shop by contract: All OEM orders are done via B2B Process, only some exceptions when we use
non B2B. For shop by contract we use BSAPs. BSAP is the name given to the hands free process where clients/end users select items from a supplier contract in Bond or Global Catalog Facility (GCF) and bringing the item information creating an automatic purchase order and issued to the supplier upon full approval of the Bond cart.
Catalog shopping:
GCF (Global Catalog Facility) - A cloud supporting Buy on demand (Bond) purchases. An on-line marketplace containing millions of products and services from thousands of suppliers across thousands of catalogs; all supporting the indirect purchase activity of IBMers and contractors from around the world.
Shop by commodity: It is used for other suppliers (non Cisco) when BSAP is not available, or not complete. It is
also used for PO uplifts. We can only use H4 Family (Connectivity) commodity codes - Network Cabling and Installation, Networking Equipment (Routers, Switches, Hubs, Modems, Wireless Networking Equipment), Voice & Telephony Equipment, Uninterruptable Power Supplies and related services.
© 2009 IBM Corporation
Cisco MaintenanceThere are two types of Cisco maintenance: PSS & CBS (Smartnet)
PSS maintenance is provided by IBM and Cisco together. Cisco provides replacement
parts, IBM provides technicians to repair the broken machine.
PSS Maintenance Types:
PS2P - COLL 24x7x2 INT
PSOE - COLL 8x5x4 INT
PSUP - COLL 24x7x4 INT
PSRT - COLL 8x5xNBD INT
Maintenance Discounts:
1 year – 52%, 2 years – 53,92%, 3 years – 55.36%
© 2009 IBM Corporation
Cisco MaintenanceSmartnet Maintenance: is provided only by Cisco. Cisco provides replacement
parts as well as technicians to repair the broken machine.
Smartnet Maintenance Types, called CBS(Cisco Brand Services)
S2P - 24x7x2
SNTE - 8x5x4
SNTP - 24x7x4
SNT - 8x5xNBD
Smartnet Maintenance Discounts:
1 year – 35%, 2 years – 37.60%, 3 years – 39.55%
© 2009 IBM Corporation
Cases
At any level of the E2E process, the order can face all kind of case from the customer’s request till the delivery and even billing. Here are some of it :
During raising the cart - Invalid products-Mismatch quantities-mismatch maintenance type-Inactive Project number.
After submitting the cart , it can get rejected by the Bond approvers, Procurement or the Supplier for a reason or another.
When the order reaches Cisco, there are many holds can be placed for the order to prevent it from moving forward till it gets fix :IC Special Discount Hold - Export Hold – Order Review – New Product Hold – Expedite – VP expedite.
Order change - Order cancellation - PO Uplift (alteration for other suppliers, only if the buyer agreed)
During the delivery – Missing products – Refusing the delivery – Dead on Arrival (DOA)– Return products (RMA) - request a Credit memo from the supplier.
© 2009 IBM Corporation
OEM Scorecards A brand new Cisco OEM ordering team initiative for year 2011. After 8 years existence of the CISCO
OEM ordering team the new scorecard has been created to measure the main activities performed by Cisco OEM ordering team as per the team's DOU. New scorecard is fully automated pulling out data from the OQS database based on a BRIO report. Putting in place the scorecard gives us a great opportunity to identify process and operational defects and ways for their improvement. On a monthly basis results of the team are presented with focus on Cisco OEM ordering team's turn around time (TAT).
Main measurements: Average TAT of all countries
SAT (% of orders with OEM TAT < 2 working days)
© 2009 IBM Corporation
Cisco OEM Ordering Team E2E Process
© 2009 IBM Corporation
Customer requirements
Pre Sales
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Pre Sales
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Pre Sales
Deal Hub
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
Pre Sales
Deal Hub
© 2009 IBM Corporation
Deal is agreed. Contract is signed. Expectations are formalized.
Order can be placed…
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Pre Sales
Deal Hub
PBS
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Pre Sales
Deal Hub
PBS
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cartPre Sales
Deal Hub
PBS - PA
OEM Team
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entry
Pre Sales
Deal Hub
PBS
OEM Team
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Pre Sales
Deal Hub
PBS
OEM Team
Procurement
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Scheduling
Pre Sales
deal hub
PBS
OEM Team
Procurement
Cisco
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Scheduling
ProductionPre Sales
Deal Hub
PBS
OEM Team
Procurement
Cisco
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond Cart
Order entryPO
Scheduling
Production
Transit to DC
Pre Sales
Deal Hub
PBS
OEM Team
Procurement
Cisco
Logistics
© 2009 IBM Corporation
San Francisco
Houston
Guadalajara
Atlanta
Boston
Bangkok
Hong Kong
Penang
Singapore
TiszaujvarosPardubice
ELC
Toronto
The European Logistics Centre (ELC) receives orders from all origins in Europe, North America and Asia
The European Logistics Centre
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Scheduling
Production
Transit to DC
Shipment
Pre Sales
Deal Hub
PBS
OEM Team
Procurement
Cisco
Logistics
© 2009 IBM Corporation
Explanation Time in Transit UPS SCS
UPS SCS Warehouse Herkenbosh (NL)
UPS SCS distribution center
Amsterdam (NL)
Destination airport
Delivered (Time in Transit ends)
Standard service level: Time in Transit max. 4 -5 working days
Express service level: Time in Transit max. 2 - 3 working days
Received at Origin Service Centre (Time in Transit starts)
© 2009 IBM Corporation
© 2009 IBM Corporation
In case of need, 24h delivery can be used (airfreight, or special courier e.g. Fedex)
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The Contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Scheduling
Production
Transit to DC
Shipment
Delivery
Billing
Pre Sales
Deal Hub
PBS
OEM Team
Procurement
Cisco
Logistics
Invoicing
© 2009 IBM Corporation
© 2009 IBM Corporation
Customer requirements
Customer initiates deal with IBM
Finance prepares the prices
Proposal/Contract
The contract is registered in CFTS
Order entered in OQS
Bond cart
Order entryPO
Scheduling
Production
Transit to DC
Shipment
Delivery
BillingInvoices
Pre Sales
Deal Hub
PBS
OEM Team
Procurement
Cisco
Logistics
Invoicing
© 2009 IBM Corporation
© 2009 IBM Corporation
© 2009 IBM Corporation
QUESTIONS?
http://www.youtube.com/watch?v=pY8VV-5OZrchttp://www.youtube.com/watch?v=pY8VV-5OZrc
© 2009 IBM Corporation
Thank you for your attention!