Mark Chandler Senior Vice President, General Counsel and Secretary

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Mark Chandler

Senior Vice President, General Counsel and Secretary

Leveraging Technology for Efficiency and Productivity

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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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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

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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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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

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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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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

© 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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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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From strategy to execution

Process CultureTools

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From strategy to execution

Tools

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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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From strategy to execution

Culture

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False hopes…

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Cisco: Out there or Bellwether?

34