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1、FortheexclusiveuseofC.LEEHarvardBusinessSchool9-600-015Rev.February15,2000CiscoSystems,Inc.:AcquisitionIntegrationforManufacturing(A)DavidKeller,vicepresidentofmanufacturing,newproductintroduction,andtechnologyatCiscoSystems,Inc.(Cisco),hungupthephoneandsatbacktothinkabout
2、thechallengesthatlayahead.HehadjustspentthelasthourtalkingwithGaryWilder,directorofmanufacturingoperations,andDickSwee,vicepresidentofengineering,atSummaFourInc.(SummaFour)—asystemscompanywhichdevelopedandmanufacturedprogrammableswitchesusedinthedevelopmentoftelephonyappli
3、cations.CiscohadannouncedinJuly1998thatithadreachedanagreementtoacquirepubliclyheldSummaFourfor$116millioninstock.Theconversationhadbeenaboutthemajoreffortthatlayaheadtointegratethetwocompanies’manufacturingorganizations.WhilethedealwasnotexpectedtoofficiallycloseuntilNove
4、mber1998,KellerhadcalledWilderandSweetogivethemanoverviewofhowCiscomanagedthesetypesofintegrationprojectssothattheycouldbegintopreparetheSummaFourorganization.KellerhadreviewedtheduediligencereportonSummaFourwrittenbyateamfromhisdepartmentandknewthattheintegrationprocesswo
5、uldbecomplex.WhileCiscohadmade25acquisitionspriortotheSummaFouracquisition,mosthadbeenofSiliconValley-basedsoftwareorpre-productionhardwarecompanieswhichhadsmall(ifany)manufacturingorganizations.TheSummaFouracquisitionhadthepotentialtobedifferent.SummaFourwasa22year-oldhar
6、dwarecompanywith$42millioninrevenues,over200employees,onemanufacturingplantlocatedinManchester,NewHampshire,andafulllineofproductsbeingshipped.SummaFourrepresentedoneofCisco’slargestacquisitionstodateintermsofcurrentrevenuesandemployees.Kellerwasconcernedaboutjusthowdiffic
7、ulttheacquisitionintegrationprocesswouldbefromamanufacturingstandpoint.HowwouldtheytreatSummaFour’slegacyandnext-generationproducts?Wherewouldtheybemanufactured?HowwouldCiscodealwithSummaFour’ssuppliers?DiditmakesensetokeeptheManchesterplantoperating?Ifso,forhowlong?Whatri
8、sksdidCiscofaceduringtheintegrationprocessandwhatcouldbedonetohelpmitigatethoserisks?Cisc
