Cisco and HP are major technology companies that compete in several areas including networking, servers, and cloud computing. Cisco was founded in 1984 and has over 72,000 employees, generating $48.6 billion in revenue in 2012. HP was founded earlier in 1939 and is larger with over 330,000 employees and $120 billion in revenue in 2012. Both companies spend billions annually on research and development. While competitors, they have also collaborated on some projects to address joint customer needs. Their rivalry exists in areas like cloud computing and networking switches.
emerging nokia - should they focus on developed or emerging marketsSaurabh Arora
Should Nokia’s growth strategy be to focus on the developed markets, emerging markets or both?
Case Analysis
Handset manufacturer worldwide market share of 38% in 2009
Market leader in emerging markets like India(60%) and China(40%)
Financial performance pre-2008 was exceptional
Known for innovation
Offers products at all price points
Post-2008 started losing ground in developed markets
European market revenue declined by 15% in 2009
Exited the Japanese market after 20 years of operations
Nokia was fifth most valuable brand globally in 2000
Analysis of Emerging Market
Employed the cost leadership strategy: Purchasing power low in emerging markets hence Nokia provided cost effective products successfully.
First time purchasers: Only 20% of the emerging market were not first time purchasers
Services as the key selling point: People of emerging markets wanted value added services bundled with the phone
Analysis of Developed markets
Consumers not very price sensitive
Delivering innovative products more important
57% of the market goes for a second phone, most of the time for an upgrade
Emergence of i-phone, considered as replacement for normal handsets with users looking for upgradation
Growing competition from companies like Samsung, LG, Motorola and Sony Ericson was also making things worse for Nokia.
New Operating System – e.g. – Emergence of OSs like Google’s Android and Microsoft’s Windows mobile further bothered Nokia.
Inability to understand demand – Nokia failed to understand growing demand for touch phones
Why focus on Emerging Markets?
As Nokia has already gained the following benefits by being the first mover, it should strive hard to maintain it’s market share in developing economies. Advantages it has –
Earlier entry, early start of the learning curve. Its crucial and experience is tough to imitate.
Nokia can develop enhanced reputation by being pioneer and using its already established brand image
Absolute cost advantage can be gained by early commitments to supplies of materials and distribution channels….
Recommendations- Emerging Market
Nokia should concentrate on Improved as well as Basic phones as the market is still evolving
Tie up with Telecom players and bring dual sim phones to increase the switching cost
It should follow innovations in developed countries and adapt them to emerging markets in order to stand against competition.
One general strategy should be to outsource the services part as it is not Nokia’s competency and customers are giving more regard to services (Exhibit 6)
Instead of charging customers for Life tools, revenues should be earned from advertisers.
The Walt Disney: The Entertainment KingAnuj Poddar
This case is comprised of the company's history, from 1923 to 2001. The Walt years are described, as is the company's decline after his death and its resurgence under Eisner, some topics are devoted to Eisner's strategic challenges in 2001: managing synergy, managing the brand, and managing creativity. The case was written by Michael G. Rukstad and David Collis
The case was uploaded with a Walt Disney font, but Slideshare was not able to detect that
emerging nokia - should they focus on developed or emerging marketsSaurabh Arora
Should Nokia’s growth strategy be to focus on the developed markets, emerging markets or both?
Case Analysis
Handset manufacturer worldwide market share of 38% in 2009
Market leader in emerging markets like India(60%) and China(40%)
Financial performance pre-2008 was exceptional
Known for innovation
Offers products at all price points
Post-2008 started losing ground in developed markets
European market revenue declined by 15% in 2009
Exited the Japanese market after 20 years of operations
Nokia was fifth most valuable brand globally in 2000
Analysis of Emerging Market
Employed the cost leadership strategy: Purchasing power low in emerging markets hence Nokia provided cost effective products successfully.
First time purchasers: Only 20% of the emerging market were not first time purchasers
Services as the key selling point: People of emerging markets wanted value added services bundled with the phone
Analysis of Developed markets
Consumers not very price sensitive
Delivering innovative products more important
57% of the market goes for a second phone, most of the time for an upgrade
Emergence of i-phone, considered as replacement for normal handsets with users looking for upgradation
Growing competition from companies like Samsung, LG, Motorola and Sony Ericson was also making things worse for Nokia.
New Operating System – e.g. – Emergence of OSs like Google’s Android and Microsoft’s Windows mobile further bothered Nokia.
Inability to understand demand – Nokia failed to understand growing demand for touch phones
Why focus on Emerging Markets?
As Nokia has already gained the following benefits by being the first mover, it should strive hard to maintain it’s market share in developing economies. Advantages it has –
Earlier entry, early start of the learning curve. Its crucial and experience is tough to imitate.
Nokia can develop enhanced reputation by being pioneer and using its already established brand image
Absolute cost advantage can be gained by early commitments to supplies of materials and distribution channels….
Recommendations- Emerging Market
Nokia should concentrate on Improved as well as Basic phones as the market is still evolving
Tie up with Telecom players and bring dual sim phones to increase the switching cost
It should follow innovations in developed countries and adapt them to emerging markets in order to stand against competition.
One general strategy should be to outsource the services part as it is not Nokia’s competency and customers are giving more regard to services (Exhibit 6)
Instead of charging customers for Life tools, revenues should be earned from advertisers.
The Walt Disney: The Entertainment KingAnuj Poddar
This case is comprised of the company's history, from 1923 to 2001. The Walt years are described, as is the company's decline after his death and its resurgence under Eisner, some topics are devoted to Eisner's strategic challenges in 2001: managing synergy, managing the brand, and managing creativity. The case was written by Michael G. Rukstad and David Collis
The case was uploaded with a Walt Disney font, but Slideshare was not able to detect that
Aqualisa Quartz - Simply A Better Shower (HBR Case Study)Arjun Parekh
Probable Solution to HBR Case on Aqualisa Quartz. The Presentation consists of info about Channel Distribution, Development of Quartz Shower Valve, UK Shower Market, Initial Sales Results, 4Ps of Marketing for Aqualisa, A shift in Marketing Strategy.
ATLANTIC COMPUTER: A BUNDLE OF PRICING OPTIONS Akshay Jain
There are four main types of pricing strategies from which Atlantic Computers canchoose. First, Atlantic Computers could stay with the status quo and offer software tools for free. Second, it could choose competitive based pricing. Third it could choose from Cost-plus pricing. Finally, it could choose value-in use pricing.In addition to determining which pricing strategy to use, Atlantic
A marketing Case Study of Natureview Farm, an organic yogurt manufacturer. This analysis was performed by E. Santhosh Kumar, IIT Madras, during an internship with Prof. Sameer Mathur, IIM Lucknow.
Aqualisa Quartz - Simply A Better Shower (HBR Case Study)Arjun Parekh
Probable Solution to HBR Case on Aqualisa Quartz. The Presentation consists of info about Channel Distribution, Development of Quartz Shower Valve, UK Shower Market, Initial Sales Results, 4Ps of Marketing for Aqualisa, A shift in Marketing Strategy.
ATLANTIC COMPUTER: A BUNDLE OF PRICING OPTIONS Akshay Jain
There are four main types of pricing strategies from which Atlantic Computers canchoose. First, Atlantic Computers could stay with the status quo and offer software tools for free. Second, it could choose competitive based pricing. Third it could choose from Cost-plus pricing. Finally, it could choose value-in use pricing.In addition to determining which pricing strategy to use, Atlantic
A marketing Case Study of Natureview Farm, an organic yogurt manufacturer. This analysis was performed by E. Santhosh Kumar, IIT Madras, during an internship with Prof. Sameer Mathur, IIM Lucknow.
Cisco Tech Advantage Webinar. June 4th, 2014
Video: http://youtu.be/RkmMi9qea5Y
IoT is everywhere, from smart meters on houses to parking sensors in the ground – all devices are connected to the Internet. Internet engineers are helping traditional industries solve new industrial world challenges by connecting billions of new devices. An exciting part of the IoT journey is the integration between both worlds: Information Technology (IT) and Operation Technology (OT). For that a systems approach is required to scale the existing Internet infrastructure to accommodate IoT use cases, while making IT technology easy to adopt for OT operators.
In this session you will learn:
IoT infrastructure challenges and the need for open standards and partner ecosystem
Key elements to build large-scale IoT systems as IPv6, access control, plug and play, distributed intelligence and contextual awareness
Introduction to fog computing and advantages of extending cloud computing and services
Looking ahead to the future
Black Box® is a trusted Global Solutions Provider delivering cutting-edge technology solutions and world-class consulting services to businesses around the globe. Some of the solutions include Connected building solutions, Smart building consulting, Smart office solutions, Enterprise Wi-Fi solutions, Wireless LAN services, Edge computing solutions, 5G & OnGo Solutions, Cybersecurity Solutions, etc.
We also provide the latest and world-class products like Structured Cabling Products, IoT Products, KVM Switches, Networking, and Datacom products, AV, Multimedia and Datacom Signage, Video Wall Controllers & Processors, USB Connectivity Solutions, and CBRS Service providers, etc. & lot more.
We are providing Solutions, products, and consulting services to Managed IT service providers, IT Support Services Companies, Wireless service providers, IoT device management companies, Data center construction companies, Data center services providers, Hyper-scale data center companies, 5g wireless technology providers, SD-WAN companies, UCaaS Solution providers, Digital transformation companies, and Private LTE vendors, etc. to name a few.
Our IT infrastructure solutions, services, and products enable secure, flawless connectivity and meaningful collaboration for businesses in every major market sector on six continents.
For more information please visit - https://www.blackbox.com/en-us/discover-bb/about-blackbox
SMB Case – Rock Solid Industrial Parts, Inc.(Analysis, Presentatio.docxwhitneyleman54422
SMB Case – Rock Solid Industrial Parts, Inc.
(Analysis, Presentation and Briefing)
Background
You work for a family owned industrial parts distribution business (Rock Solid Industrial Parts, Inc.) that is expanding very rapidly. Currently at 50 employees (35 are in sales), the business is expected to grow to almost 100 employees (mostly all outside and inside sales people) within 3 years and cover the entire west coast and mountain states. Your background and education has made you the go-to-person for all technology related issues in the company. The Owner/President of the company has come to you for advice on what IT/IS systems the company should be thinking about implementing to improve the efficiency and effectiveness of the business. You know the company is in the process of hiring a Senior Director of IT, Janice Drake, who is a relative newcomer to the industry and may not be onboard before the presentation is due. This is your big opportunity to show what you can do to help drive continued growth as well as insure the solutions you pick today will continue to scale with the business over the next decade. A great job could result in a significant promotion.
The company is not very technology oriented. Today, most everything is being done with desktop computers, paper forms, Excel and Quicken. The company has only a rudimentary online presence and an antiquated POTs system. Most of the workers are conservative and older. They are comfortable with computers but do not Facebook or TXT. Many do not even have smartphones.
Specifically, your task is to apply new/modern IT/IS solutions to marketing, sales (mobile workers supported by an inside sales desk), inventory management (100K SKUs in inventory and growing as they expand into new repair service areas) and accounting to make the business more effective and efficient. Your budget is $250K to $500K. What do you recommend doing?
SMB Overview
Over the past decade, the small business market has become a popular and increasingly contested market for technology companies. While there are many definitions of what constitutes an SMB, the most common are based on the number of employees. Generally, businesses with fewer than 100 employees are classified as small and those with between 100 and 250 are classified as medium. The opportunity in the SMB market is significant; however, the large number of small businesses and the low IT spend per business makes it a difficult market to penetrate. For example, according to Compass research, there are 2.4 million businesses with fewer than 1,000 employees in the US and 2.3 million of those have fewer than 100 employees.
Small businesses constitute the majority of businesses worldwide and they are growing at a faster rate than large enterprises. According to IDC, worldwide SMB IT spending continues to grow beyond the half-trillion-dollar threshold at roughly 2 percentage points over the rate of GDP. SMB IT spending will be approaching $700 billion in 20.
Bob is technical architect, Alice is buyer, Ted is software developer. Three of them have good reasons to select Dimension Data as a strategic cloud service provider. Learn more about CloudControl (the global orchestration) and the Managed Cloud Platform (the pods). Engage with the European cloud team and create the capability that you are looking for!
SoftLayer, an IBM Company, utilizes infrastructure which is fully customizable, with a single point of control, for flexible and powerful cloud options. It is one of the only providers who offer Bar Metal dedicated Cloud, and completely configurable Virtual Cloud (Public and Private) without any t-shirt sizing.
Operating costs decrease and agility increases, allowing you to react quickly to new market opportunities.
http://www.cisco.com/web/offers/sp04/simplifying-operations/index.html?KeyCode=000947566
My slides for the Innovate UK e-Infrastructure SIG meeting in August 2014, introducing the work we have been doing with HPC Midlands to create a standard heads of agreement for HPC services, to make it easier for academic supercomputer centres to share their facilities with other institutions and with industry.
Cisco ERP Implementation and related results about Systems Integration.
Project Members:
Rohan Kumbhar, Chris Moss, Dhanesh Gandhi, John Hicks and Gouthami Gurram
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
Financial curveballs sent many American families reeling in 2023. Household budgets were squeezed by rising interest rates, surging prices on everyday goods, and a stagnating housing market. Consumers were feeling strapped. That sentiment, however, appears to be waning. The question is, to what extent?
To take the pulse of consumers’ feelings about their financial well-being ahead of a highly anticipated election, ThinkNow conducted a nationally representative quantitative survey. The survey highlights consumers’ hopes and anxieties as we move into 2024. Let's unpack the key findings to gain insights about where we stand.
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
5 big bets to drive growth in 2024 without one additional marketing dollar AND how to adapt to the biggest shifting eCommerce trend- AI.
1) Romance Your Customers - Retention
2) ‘Alternative’ Lead Gen - Advocacy
3) The Beautiful Basics - Conversion Rate Optimization
4) Land that Bottom Line - Profitability
5) Roll the Dice - New Business Models
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
A.I. (artificial intelligence) platforms are popping up all the time, and many of them can and should be used to help grow your brand, increase your sales and decrease your marketing costs.In this presentation:We will review some of the best AI platforms that are available for you to use.We will interact with some of the platforms in real-time, so attendees can see how they work.We will also look at some current brands that are using AI to help them create marketing messages, saving them time and money in the process. Lastly, we will discuss the pros and cons of using AI in marketing & branding and have a lively conversation that includes comments from the audience.
Key Takeaways:
Attendees will learn about LLM platforms, like ChatGPT, and how they work, with preset examples and real time interactions with the platform. Attendees will learn about other AI platforms that are creating graphic design elements at the push of a button...pre-set examples and real-time interactions.Attendees will discuss the pros & cons of AI in marketing + branding and share their perspectives with one another. Attendees will learn about the cost savings and the time savings associated with using AI, should they choose to.
SMM Cheap - No. 1 SMM panel in the worldsmmpanel567
Boost your social media marketing with our SMM Panel services offering SMM Cheap services! Get cost-effective services for your business and increase followers, likes, and engagement across all social media platforms. Get affordable services perfect for businesses and influencers looking to increase their social proof. See how cheap SMM strategies can help improve your social media presence and be a pro at the social media game.
Digital Commerce Lecture for Advanced Digital & Social Media Strategy at UCLA...Valters Lauzums
E-commerce in 2024 is characterized by a dynamic blend of opportunities and significant challenges. Supply chain disruptions and inventory shortages are critical issues, leading to increased shipping delays and rising costs, which impact timely delivery and squeeze profit margins. Efficient logistics management is essential, yet it is often hampered by these external factors. Payment processing, while needing to ensure security and user convenience, grapples with preventing fraud and integrating diverse payment methods, adding another layer of complexity. Furthermore, fulfillment operations require a streamlined approach to handle volume spikes and maintain accuracy in order picking, packing, and shipping, all while meeting customers' heightened expectations for faster delivery times.
Amid these operational challenges, customer data has emerged as an important strategy. By focusing on personalization and enhancing customer experience from historical behavior, businesses can deliver improved website and brand experienced, better product recommendations, optimal promotions, and content to meet individual preferences. Better data analytics can also help in effectively creating marketing campaigns, improving customer retention, and driving product development and inventory management.
Innovative formats such as social commerce and live shopping are beginning to impact the digital commerce landscape, offering new ways to engage with customers and drive sales, and may provide opportunity for brands that have been priced out or seen a downturn with post-pandemic shopping behavior. Social commerce integrates shopping experiences directly into social media platforms, tapping into the massive user bases of these networks to increase reach and engagement. Live shopping, on the other hand, combines entertainment and real-time interaction, providing a dynamic platform for showcasing products and encouraging immediate purchases. These innovations not only enhance customer engagement but also provide valuable data for businesses to refine their strategies and deliver superior shopping experiences.
The e-commerce sector is evolving rapidly, and businesses that effectively manage operational challenges and implement innovative strategies are best positioned for long-term success.
How to Run Landing Page Tests On and Off Paid Social PlatformsVWO
Join us for an exclusive webinar featuring Mariate, Alexandra and Nima where we will unveil a comprehensive blueprint for crafting a successful paid media strategy focused on landing page testing.With escalating costs in paid advertising, understanding how to maximize each visitor’s experience is crucial for retention and conversion.
This session will dive into the methodologies for executing and analyzing landing page tests within paid social channels, offering a blend of theoretical knowledge and practical insights.
The Pearmill team will guide you through the nuances of setting up and managing landing page experiments on paid social platforms. You will learn about the critical rules to follow, the structure of effective tests, optimal conversion duration and budget allocation.
The session will also cover data analysis techniques and criteria for graduating landing pages.
In the second part of the webinar, Pearmill will explore the use of A/B testing platforms. Discover common pitfalls to avoid in A/B testing and gain insights into analyzing A/B tests results effectively.
Unleash the power of UK SEO with Brand Highlighters! Our guide delves into the unique search landscape of Britain, equipping you with targeted strategies to dominate UK search engine results. Discover local SEO tactics, keyword magic for UK audiences, and mobile optimization secrets. Get your website seen by the right people and propel your brand to the top of UK searches.
To learn more: https://brandhighlighters.co.uk/blog/top-seo-agencies-uk/
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
2. CISCO SYSTEMS - INTRODUCTION
• Founded in 1984
• Incorporated on December 10, 1984
• Have 72,935 employees
• US$ 48.607 billion revenue in 2012
• Corporate headquarters located in San Jose, California
• 32 factories worldwide, 30 of them are outsourced.
• Spends nearly $5.8 billion a year in R&D
3. HP - INTRODUCTION
• Founded in 1939
• Incorporated on January 1, 1939
• Have 331,800 employees
• US$ 120.357 billion revenue in 2012
• Corporate headquarters located in Palo Alto, California, United
States
• Spends nearly $3 billion a year in R&D
5. FRIENDS OR FOES?
•
Bitter data center and networking rivals Cisco and HP collaborated to
develop a switch for HP’s blade server systems to address the needs of
joint customers.
•
HP points out that it has a lot of joint customers using HP servers and
Cisco switches.
•
Rivals in
• CLOUD Computing.
• Networking Business- switches , routers
6. HP SWOT
STRENGTH
1.Employee strength of 3,50,000
worldwide
2. It has maximum market share in
the PC market
3. It’s consumer centric approach
makes it a reliable choice
4. It has got good after sales service
which helps to maintain good
consumer relationship
5. It’s ability to bring out news designs
and innovation at affordable cost
6. Good distribution network across
the world
WEAKNESS
1. Market share growth is slow
due to competition; Fake
products/ imitations affects
sales
2. Due to mass production it is
unable to provide customize
solutions to the customers
3. Its lagging in digital
entertainment market
7. OPPORTUNITY
1. With increase in IT
awareness the scope for
supply of desktops and
laptops is increasing
2. It has opportunity for
growth in service industry
because it has bought
“EDS” which is world’s
No. 2 service provider
THREATS
1. People are becoming more
cost conscious so the profit
margins have become low
so pricing is an issue
2. With increase in number of
local players there is threat
of component pricing
3. Due to economic downturn,
increase competition and
saturated market there is
slow revenue growth
8. CISCO SWOT
STRENGTH
1. Geographically Diverse
Business
2. Economies of scale lower cost
and increases margin
3. Diversified into many
segments and tapping
sophisticated markets
4. Market leading position brings
many benefits
5. Robust financial performance
6. Known for its strong R & D
division
7. A culture that experiments
produces better long term
values
WEAKNESS
1.Declining storage
networking market
2. Weak presence in
BPO
technologies/mark
ets compared to
global leaders
9. OPPORTUNITY
THREATS
1.Expansion through
Strategic Alliances
and Acquisitions
2. Smart grid
infrastructure could
increase demand
3. Wi-Fi Home Calling and
mobile broadband
4. Data intensive
applications
5. Data Mining
1.The use of cloud
servers is lowering
sales and especially
profits margins for
cisco's core business.
2. Open Source
Competitors
3. High competitive
rivalry
4. Virtualization
10. NET INCOME TRENDS CSCO & BENCHMARKS
$10,000.00
Net Income (in Millions)
$8,000.00
$6,000.00
Cisco
$4,000.00
HP
Juniper
$2,000.00
$2005
Company Name
$(2,000.00)
2006
2007
2008
2009
2010
2005
2006
2007
2008
2009
2010
CISCO SYSTEMS INC
$ 5,741.00
$ 5,580.00
$ 7,333.00
$ 8,052.00
$ 6,134.00
$ 7,767.00
HEWLETT-PACKARD CO
$ 2,398.00
$ 6,198.00
$ 7,264.00
$ 8,329.00
$ 7,660.00
$ 8,761.00
JUNIPER NETWORKS INC
$ 354.03
$(1,001.44)
$ 360.83
$ 511.75
$ 117.00
$ 618.40
11. KEY INCOME STATEMENT DATA FY2010
HP
Cisco
Juniper
Sales
$ 126,033.00
$ 40,040.00
$
4,093.27
Cost of Sales
$ 92,753.00
$ 12,858.00
$
1,200.46
Pretax Income
$ 11,083.00
$ 9,415.00
$
778.15
Basic EPS - Excluding
Extra Items
$
3.78
$
1.36
$
1.18
Diluted EPS Excluding Extra Items
$
3.69
$
1.33
$
1.15
Net Income (Loss)
$
8,761.00
$
7,767.00
$
618.40
14. MARKET PLAYERS
Competitors that you might see in each technology segment are listed
below. This list of competitors is illustrative, not exhaustive.
Small Business
Medium Business
Security
Check Point
Cisco
SonicWALL
Tipping Point
WatchGuard Technologies
Wireless
Aruba Networks
Cisco
D-Link
Meru Networks
NETGEAR
3Com
Alcatel-Lucent
Aruba
Networks
Cisco
Switching
Cisco
D-Link
HP ProCurve
3Com
Check Point
Cisco
Juniper Networks
Avaya/Nortel
3Com
Alcatel-Lucent
Cisco
Juniper Networks
Avaya/Nortel
HP ProCurve
Meru
Networks
Avaya/Nortel
15. HP
The client base is divided into 4 categories:
HP Zero clients- Low cost, Business at schools.
Hp Smart Zero clients- Simple management by setting up the server.
Hp Flexible thin clients- Powerful computing, slim design
HP mobile clients- access anything, anywhere at jet speeds.
CISCO
Active collaboration with TED.
Campaign “Tomorrow starts here”- Focus on Layer Technology Augmented
Reality.
Sports Science- NBA(Basketball) and Tennis.
http://www.youtube.com/watch?v=6RblcQLXwHw
16. CISCO SMART SERVICES FOR SMALL AND
MEDIUM BUSINESS
Cisco Smart Services for Small and Medium Business are a portfolio of
services for small and medium business customers. This portfolio provides a
range of options from resale to jointly delivered services.
17. MARKETING TACTICS
•
Tactics = specific operating plans that detail how a strategy is to be
implemented in terms of when and where it is to be put into action..
CISCO
•
Timing Tactics
Historically a first mover
supported by being a first
mover in technology. They
specialize in
routers, switches, wireless, s
ecurity, optical
networking, etc. Cisco is
also considered a industry
leader.
HP
•
Timing Tactics
HP is in Computer business
by innovation new products
and technology.
18. CISCO
•
Market Location Tactics:
Defensive
Cisco takes the path of
raising structural barriers.
They do this to block
challenger’s logical
avenues of attack.
Some factors of Porters
they use are:
Offering a full line of
products in every profitable
market segment to close
off any entry points.
Keep their items
reasonably priced for their
most popular products and
services.
HP
•
Market Location Tactics :
Offensive
HP has always been known
to take a frontal assault.
They go head to head with
its competition.
20. HP MARKET LEADER
•
HP is the #1 vendor in worldwide server shipments.
•
HP has a commanding lead in the total blade server market, with a
44.8% revenue share
•
HP ProLiant is the x86 server market share leader in both factory
revenue and units
•
HP is #1 in Windows® revenue and units worldwide.
•
HP is #1 in Linux® revenue worldwide.
21. CURRENT CORE COMPETENCIES- CISCO
Hardware product development
Acquisitions - “Buy-the-startups” (Cisco's acquisition strategy is best-in-world
and we particularly look for acquisitions that capitalize on market disruption
through new technologies and new business models.)
Collaboration Services
Network Flexibility/Scaling (data center/hardware/software capacities) and
virtualization
Strategic Alliances (AT&T, Dell, HP, Intel, IBM, Microsoft, Nokia, etc…)
Smart-grid technology (form of routing or switching) as noted by CEO John
Chambers.
22. CURRENT CORE COMPETENCIES- HP
•
broad portfolio of products and services,
•
innovation technology
•
research and development capabilities,
•
availability of products directly from HP or through HP channel
partners.
23. DRIVER FOR CORE COMPETENCIES- HP
•
trust in people & individual responsibility,
•
decentralization & open communication,
•
continual employee development and education
•
joint problem solving & emphasis on team work
•
entrepreneurial culture
•
focus on contributions to science, industry &society
24.
25. HP/3COM
HP ProCurve is often seen as a competitor in
situations where the customer:
Can tolerate a reasonable degree of network
downtime or degradation
Sees no value in leading-edge networking and
refuses to pay for it
HP Sales people position the Cisco warranty as
being shorter than the ProCurve Warranty with no
cover on software updates.
Customers feel that the ProCurve offering consists of
products and services that deliver the simple
capabilities they need, at a low cost, and that the
lifetime warranty is enough for their needs
HP might also offer ProCurve Care Packs service
offerings to provide support beyond the warranty.
The Truth about the
Cisco Warranty
• Cisco software
updates are available
on Cisco.com to
guest users at no
charge
• The Cisco warranty
duration for Cisco
Catalyst 2900 and
3500 Series Switches is
a limited lifetime
warranty
26. STRATEGIES FOR SELLING CISCO SERVICES
AGAINST PROCURVE
Offer Cisco Smart Foundation service to
customers with the basic buyer profile
Cisco Smart Foundation provides an affordable
support service for customers whose networks are
important, but network support is not mission
critical
Offering this service will create an even playing
field with the HP ProCurve lifetime warranty at a
reasonable cost and provide more
comprehensive support than the ProCurve
warranty alone
Smartnet Service is a great fit for coverage of
core and data center solutions and provides a
compelling offer over the HP ProCurve’s Care
Packs in service delivery capabilities
Propose Cisco Smart
Foundation to create
parity between Cisco
and the HP ProCurve
warranty.
Offer a multiyear Cisco
Smart Foundation Service
agreement to create an
even more attractive
offer with as much as a
40 percent discount for a
five-year contract.
27. STRATEGIES FOR SELLING AGAINST THE
COMPETITION
Identify your customer’s
buyer profile. Offer the
appropriate service for
your customer’s buyer
profile.
Take the high road – don’t
bash the competition.
Solve business challenges
by offering solutions. Keep
the focus on the customer
and solving their
problem, not selling and
convincing them of the
rightness of a given
capability over another or
arguing about price.
Learn about the Cisco
Smart Services for Small
and Medium Business
portfolio and sell the value
of Cisco Services.
Emphasize Cisco’s industry
leadership and financial
stability.
Address competitive issues
upfront. Be confident and
challenge the customer to
critically examine
comparable competitive
offerings.
Take advantage of Cisco’s
resources for partners.
Cisco offers training
resources, incentives, progr
ams, and tools to help you
build or expand a service
practice or sell services
more effectively.
28.
29. IMPACT ON PRESS RELEASE
Different core
competence
Threat from competitor
30. CISCO
Issues:
Lack of awareness of
the names or
categories of
products it sells
Non-technical people
making buying
decisions
Focus more on
technology
Strategies
Fun offerings using
interactive
games, videos
and virtual events
Benefits vs
technology
Innovation in case
studies
One-to-one launch
31. HEWLETT PACKARD
Innovation in new programs and business model for its channel
partners
$1.5 billion worldwide in channel programs to reward performance
The company rationalized and simplified sales and technical
certifications in PartnerOne program.
HP also extended partner programs to increase cloud opportunities
for resellers, service providers and independent software
vendors (ISVs) under its CloudSystem Ready Program
Additional focus on demand and simplicity in partner engagement
32. GOALS CONTINUED
•
•
Reduce energy consumption and cost
• Power management
• Tracking and reporting
• Infrastructure consolidation
Comply with government directives
•
Recycling
• Use end-of-life programs that reduce the overall impact of the
environment
• These end-of-life programs are designed to reuse or harvest the material
commodities contained in the equipment collected and return those
materials to the market where they are made into new products
•
Create competitive differentiation
• Virtual worker
• Remote collaboration
• Resource virtualization
33. FUTURE OUTLOOK
Utilize technologies such as unified communication and telepresence
Technology architecture approach to enable gains
•
market share
•
sustainable competitive advantage
•
greater share of customer It budget
Strategy
•
identify, invest and position to capture customer- driven market transitions
•
constant innovation enable building, buying and collaborating with partners who
also improve productivity and quality
•
differentiated market approach to tie together technology business
architectures
•
cross functional teamwork and initiatives to drive executive across products
value- added services customer segments and geographic