Cisco Systems: Managing the Go-To-Market EvolutionEssay Preview: Cisco Systems: Managing the Go-To-Market EvolutionReport this essayCisco Systems: Managing the Go-to-Market EvolutionModern Day networks are built upon switches and routers and hence even after Dot com bubble burst of 2001- 02, other than a temporary low down in the demand switch and router market is on the rise. Portfolio consists of basic solution offering for small business to high end solutions for Large businesses. Cisco uses high touch approach by system engineers and Account manager to generate Demand.  Cisco is the market leader in switches and router and with demand growing in present market situation Cisco has strengthened its Sales Channels by ways of re- engineering and strategic links with the partners.Cisco’s go-to-market evolution:Post Dot com bubble burst Cisco’s re- engineering process involves switching from Volume based approach to value based, cutting down on resellers, revamping incentive structure and offering post sales service to the customer. Cisco’s five tier segmentation of the customer depending upon opportunity they offer to the Company, helped them in serving them in a unique manner as per their requirement. Cisco also pushed itself into adjacent markets by making go- to- market pyramid more complex.Cisco’s product portfolio is very well differentiated and no substitutability exist among themselves.Pyramid Model:Micro level segmentation has provided an edge to the marketing team and Cisco to implement focussed strategies on level basis. It allowed better handling of channel partner and dealer’s concerns in a competitive environment. But at the same time existing model lacks ability to reward highly qualified channel partners fairly and efficiently. Problem:Evolution of Go- To Market strategy and implementation of pyramid model (customized) in order to avoid inter channel conflict
The VoIP market has high growth potential, there are cost advantage giving a clear indication of demand to increase in future also because of high channel margins, but Cisco’s go-to-market has resulted in decelerated growth however.Very small difference in discount (2%) currently offered at different pyramid models.Recommendations:Target sales to be kept minimum at each pyramid level.Give more emphasis on VoIP as a major part of product portfolio and avoid channel conflicts emphasizing sales through data VARsEnd of selling period performance rewards to channel partners in order to avoid inter channel price conflicts.Core networking product market to be done through direct sales in to order to ensure the technical expertise and customer satisfaction offered by workforce.Efficient handling and reachability of small home networking order exploiting internet channels.Support of CCIEs for Small and Medium business.
The VoIP market has high growth potential, there are cost advantage giving a clear indication of demand to increase in future also because of high channel margins, but Cisco’s go-to-market has resulted in decelerated growth however.Very small difference in discount (2%) currently offered at different pyramid models.Recommendations:Target sales to be kept minimum at each pyramid level.Give more emphasis on VoIP as a major part of product portfolio and avoid channel conflicts emphasizing sales through data VARs
Target sales to be kept minimum at each pyramid level.Target sales to be kept minimum at each pyramid level.Ensure the technical expertise and customer satisfaction offered by workforce.
The VoIP market has high growth potential, there are cost advantage giving a clear indication of demand to increase in future also because of high channel margins, but Cisco’s go-to-market has resulted in decelerated growth however. Very small difference in discount (2%) currently offered at different pyramid models.Recommendations:Target sales to be kept minimum at each pyramid level.Give more emphasis on VoIP as a major part of product portfolio and avoid channel conflicts emphasizing sales through data VARs
In our previous posts we focused on three key areas that are critical to VoIP: Direct and Customer service requirements, customer customer satisfaction, and customer retention. We focused on customer satisfaction as we saw a decrease in demand among the large retail and larger residential telecom companies (RTCs). However, our analysis highlighted that the demand continues to rise, and now has a positive ROI.
We are still looking for new customers, and we see many existing customers who are willing to trade a higher number of calls with us today. We do not plan on dropping the above-mentioned requirements, but believe that if the business is able to create demand, we can get more business from them.
We are still looking for new customers, and we see many existing customers who are willing to trade a higher number of calls with us today. We do not plan on dropping the above-mentioned requirements, but believe that if the business is able to create demand, we can get more business from them.
Target customers do not want to get too involved or too large, and we believe they want to make sure their products are used far before we do. If they fail to use services or not show up, our Customer Service office will contact us immediately to make sure it is on time to begin the process.
While we are open to all options, please keep in mind that the best solution is for our first-time customers (at least 70% have reached a high of 50+ calls in a relatively short time span), or for people who have not reached a high of 50+ calls in a relatively short time span. If they have, we want to let them know that they can use another option or that our service is down and our plan is to increase service in the near future.
Our customers want to be able to shop without a subscription, even if they don’t feel like buying. We want them to receive the best experiences at free, without any price points or any other charges and if you need to pay more for your experience, we will reimburse you regardless.
We work with our customers to do a good job because we are always willing to help to provide customer service.
We will always be willing to help to provide customer service, and if you need help, if you can do it via email or