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© 2012 Cisco and/or its affiliates. All rights reserved. 1
Mark Chandler
Senior Vice President, General Counsel and Secretary
Leveraging Technology for Efficiency and Productivity
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© 2012 Cisco and/or its affiliates. All rights reserved. 2
The Best Job in the World• Visionary Leadership
• Cool toys
• Smart customers
• Whole new world
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Today’s Agenda• What Drives Us
• Our Department and our Framework
• Contrasting Perspectives
• Aligning Vision; Strategy; and Execution
• Three-Pronged Solution
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© 2012 Cisco and/or its affiliates. All rights reserved. 4
Cisco Legal is Mission-Driven
Ensure transparency and integrityBe change agents Low cost, high quality legal
department; leveraging people and technology
Partner with our clients
Enduring Values
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Core/Context Strategy
Non-Mission CriticalActivities that, if performed poorly, do not pose a risk
Mission CriticalActivities that, if performed poorly, pose an immediate risk
ContextActivities that are necessary but not tied to competitive advantage
CoreActivities that contribute to competitive advantage
Outsource
In-task
• HR cases• Smaller litigation• Real estate
• High-stakes litigation• Reputation• Compliance• HR policy
• Design, build and sell• Business development• Intellectual property rights
• Routine transaction processing
Self-Service
Out-task
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Benchmarking Total Legal Expense as % of Revenue
Assumptions for FY12:Cisco Revenue Growth to $45.7BLegal Spend of $193M (COGS and OPEX)
Competitor (Larger)
Cisco Competitor (Comparable)
Competitor (Comparable)
Competitor (Comparable)
Competitor (Smaller)
Competitor (Smaller)
0.00%
0.20%
0.40%
0.60%
0.80%
1.00%
1.20%
1.40%
0.25%
0.47%
0.67%
0.79%
1.01%
1.16%
1.31%
0.44%0.42%
2010
2011
2012 (Pro Forma)
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Today’s Agenda• What Drives Us
• Our Department and our Framework
• Contrasting Perspectives
• Aligning Vision; Strategy; and Execution
• Three-Pronged Solution
![Page 8: Mark Chandler Senior Vice President, General Counsel and Secretary](https://reader036.vdocuments.net/reader036/viewer/2022062521/56816854550346895dde6a73/html5/thumbnails/8.jpg)
© 2012 Cisco and/or its affiliates. All rights reserved. 8
Cisco Legal Services
8
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Cisco Legal Services
9
200 attorneys worldwide56 additional professionals
7 administrative assistants17 paralegals
206 primary outside law firms
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© 2012 Cisco and/or its affiliates. All rights reserved. 1010
The Job: Prevent Global Chaos
Markets
Territories
Laws
Cultures
MarketsTechnologies
Finances
Policies
Customers
Languages
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To put it in perspective
11
Johannesburg
Sameer is the South Africa Cisco Legal Team.
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Today’s Agenda• What Drives Us
• Our Department and our Framework
• Contrasting Perspectives
• Aligning Vision; Strategy; and Execution
• Three-Pronged Solution
![Page 13: Mark Chandler Senior Vice President, General Counsel and Secretary](https://reader036.vdocuments.net/reader036/viewer/2022062521/56816854550346895dde6a73/html5/thumbnails/13.jpg)
© 2012 Cisco and/or its affiliates. All rights reserved. 13
Law Firm Normal v. Enterprise Normal
INSIGHT
Fear: Cross the
line
“How always been done”
“If it ain’t broke”
More is better
Can’t measure
Prices go up
INFORM-ATION
Fear: China Competitor
“How can we do better?”
“Somewhere a 26-yr old”
Better is better
Everythingmeasured
Prices go down
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© 2012 Cisco and/or its affiliates. All rights reserved. 1414
Medieval Guilds Not Likely To Survive
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Today’s Agenda• What Drives Us
• Our Department and our Framework
• Contrasting Perspectives
• Aligning Vision; Strategy; and Execution
• Three-Pronged Solution
![Page 16: Mark Chandler Senior Vice President, General Counsel and Secretary](https://reader036.vdocuments.net/reader036/viewer/2022062521/56816854550346895dde6a73/html5/thumbnails/16.jpg)
© 2012 Cisco and/or its affiliates. All rights reserved. 16EXECUTION
STRATEGY
2-4 Years
12-18 Months
VISION
5+ Years
Enable the business with productivity-enhancing tools, processes, and operating models that maximize attorney efficiency, client-side self-service, and responsiveness to sales operations
Extend Core v. Context to application layer
Build when necessary; favor configuration and deployment
Cross-functional data hub
Under-promise and over-deliver; keep program commitments
Extensible platforms to maximize agility
One-to-many knowledge dissemination
“Service org to a service org” mindset
Evolve core competency from “utility makers” to “internal consultants”
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Agility: ability to respond to...
• Market adjacencies
• Acquisitions
• Anti-corruption/due diligence
• Controls
• Localization
• New Cisco entities
• Globalization
• Complexity
• Unknowns …
STRATEGY
2-4 Years
Extensible platforms to maximize agility
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This is not agility!
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Trying harder is not the solution
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© 2012 Cisco and/or its affiliates. All rights reserved. 20
Today’s Agenda• What Drives Us
• Our Department and our Framework
• Contrasting Perspectives
• Aligning Vision; Strategy; and Execution
• Three-Pronged Solution
![Page 21: Mark Chandler Senior Vice President, General Counsel and Secretary](https://reader036.vdocuments.net/reader036/viewer/2022062521/56816854550346895dde6a73/html5/thumbnails/21.jpg)
© 2012 Cisco and/or its affiliates. All rights reserved. 21
From strategy to execution
Process CultureTools
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From strategy to execution
Tools
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© 2012 Cisco and/or its affiliates. All rights reserved. 23
Self ServiceAuto-templatesAuto letters
VAPLight workflow
TelePresencePlaybookOnRamp ExchangeWebEx
Click Accept
DocumentumContract Data Store
SearchAuto-renewAuto-notifications
Top-Level Capabilities & Tools
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Succeeding Generations— New Technologies
Blogs and Wikis Social Network
Analysis Social Applications Expertise Location Syndication (RSS) Ad Hoc Workflow
Network E-Mail Calendar Group Scheduling Discussion Forums Audio Conferencing Low Definition Video
Conferencing
Communicate
1st Generation
Teamware Instant Messaging Presence Mobile/Wireless Web Conferencing P2P Webcasting High Definition,
Immersive Video
Share
2nd Generation 3rd Generation
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Generation 1 – Familiar Territory
E-Mail Calendar Group Scheduling Discussion Forums Audio Conferencing Low Definition Video
Conferencing
Communicate
1st Generation
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Generation 2
Teamware Instant Messaging Presence Mobile/Wireless Web Conferencing P2P Webcasting High Definition,
Immersive Video
Share
2nd Generation
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Generation 2
Teamware Document
Management Instant Messaging Presence Mobile/Wireless Web Conferencing P2P Webcasting High Definition Video
Share
2nd Generation
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Addressing the 3rd Wave
Blogs and Wikis Social Network
Analysis Social Applications Expertise Location Syndication (RSS) Ad Hoc Workflow
Network
3rd Generation
• Legal internal (secure,
privileged)• Legal to internal client
(secure, privileged)
• Legal to firm(privileged)
• Legal to peer departments (open)
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From strategy to execution
Process
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NDAs: before
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NDAs: after
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© 2012 Cisco and/or its affiliates. All rights reserved. 32
From strategy to execution
Culture
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© 2012 Cisco and/or its affiliates. All rights reserved. 33
False hopes…
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Cisco: Out there or Bellwether?
34