Cisco Systems Managing the Go to Market Evolution Case Solution

Case Solution

While using collapse in the US dot-com market and related shrinkage inside the high-tech industry, 'Cisco' needed a dip within the profits in 2001. Coming back within the recession, 'Cisco' required to manage and evolve its go-to-market strategy and elegance in line with its home based business strategy. Describes people changes and poses new funnel management challenges thinking about Cisco's entry into new areas and technologies.

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Questions Covered

Analyze Cisco’s Marketing Strategy in 1995, 2001, and 2005.

How have Cisco’s channels evolved over last 10-15 years period and why in that way?

What grade would you give Cisco for managing channel evolution? Good or bad? Why?

Against the background of your answers to 1) and 2) what marketing strategy should Cisco deploy for the VoIP products?

Which channels do you recommend, voice VARs? Data VARs? both?

Cisco’s broad product line requires multiple channels. What are your reactions to the “Pyramid” model advanced in Figure A of the case? What is the core concept of the model? What are the implications of this model for the future?