Cisco

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Cisco Case Study

Case 3

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Cisco Systems: Case Questions

1) How have Cisco’s channels evolved in the last 10-15 years? Why have they evolved that way? What does the future look like?

Cisco growth has faced tremendous ups and downs last 10 to 15 years it has faced certain downfall and losses as well but from the last five years there has been a remarkable shift in the growth and sale of Cisco products. A major reason that needs to be highlighted here is that it has improved its channel strategy way better than it was previously. Rather than depending totally upon the volume of the business Cisco is now paying great attention to its business values and also promoting its channel business. They have diverted main focus from point of product sales to channel distribution and sale along with providing solution based services to its customers involving different technologies and focused solutions. Cisco has only one business model for sales it function is to bind deals with customers with help of its business associates. There is disadvantage of this business model because it doesn’t provide straight access to the bottom of the market and end customers.

It was a big challenge to find out a proper way that is both efficient and convenient to communicate rapidly with the market, Cisco has developed more than 4,800 products so far so it isn’t very easy for both channel and customers to get access to all the products and to have all the latest information on their products. In order to have a bright future Cisco knows the importance of leaving behind the point of product sales and move towards the better approach by focusing on solutions sales. To improve its sales further more Cisco has established an advisory board for marketing and support purpose in UK. They bring forward their important partners quarterly to grab information about market...