Cisco Systems Managing the Go to Market Evolution Case Solution

Case ID: 505006
Solution ID: 15831

Words: 1452

Price: $45

Case Solution

With the fall of the dot-com industry and associateddecline in the high-tech market, Cisco experienced a fall in its sales and revenues in 2001. Starting afresh after economic slump, Cisco had to administer a d develop its go-to-market plan and design in line with its novice business tactic. Details those modifications and puts forwardnovel channel management issuesrelated to Cisco's stepping into new consumer markets and technology avenues.

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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?

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