Questions to be used for solving Cisco case study PDF

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A list and description of questions that can be used for discussion of the case study in the class. These questions are different from the ones given in the formal teaching notes....

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Cisco Systems; Managing the Go-to-Market evolution

1. Was Cisco right in using ‘Value’ and specialization over ‘Volume’ as the criterion for pruning the long list of intermediaries, after the dot com bubble busted in 2001. The presenting group can start with a brief background (1 or 2 slides, 2-3 minutes) about the evolution of Cisco’s distribution network. Starting with 90% direct sales by the company’s salesforce to the 1990s when the exploding market demand led to a rapid expansion in its distribution channels. Finally, the demand shrank in 2001 when the dotcom bubble exploded. It will help the audience understand the background of discussion After having done that explain the difference between value and volume based classification of intermediaries. Highlight the anomalies or complications that could possible arise by choosing value or volume as the criterion. While discussing the options, feel free to support o contradict the stand taken by the company. You are free to suggest a third alternative for short-listing the intermediaries for deletion.

2. Should Cisco use the ‘Voice channels’ or the ‘data channels’ for operating in ‘Voice over the Internet Protocol (VoIP) market? Devote at least one slide on the distinction between voice channel sand data channels, and point out their place in the existing channel structure of Cisco. Also add a slide about VoIP and its compatibility with the existing business of Cisco. Having done this, take a call on the most appropriate channel for the VoIP products of Cisco. Needless to say, you are expected to comment on the two given options but you can always look beyond these two while identifying the most appropriate option....