Solutions
Cisco
Providing application aware network solutions that carry data, voice, video, and mobile over a secure IP architecture, Cisco Systems achieved consistent success throughout the 1990s. As competition grew – especially from a new set of commodity vendors – a number of different competitive challenges arose that needed to be addressed in order to maintain the level of growth. What would be the keys to winning in this harder-edged environment?
Some of the best answers lay with the sales teams that had already fought and won against intense odds in their home territories around the world. As a long-time supplier, CCI helped to design a sales insight competitor response programme to understand the strategies and tactics adopted by Cisco’s principal competitors. The programme unlocked this crucial learning direct from salespeople’s minds and – with CCI’s help – enabled account teams to develop and refine their own strategies (both conventional and otherwise) to maximise sales success.
“Working with CCI for over two years has been both a very enjoyable and effective experience. Extracting such information from our salespeople requires heavyweights with an innate understanding of the sales process – and that’s an area where CCI really scores. CCI translated the raw output into compelling distance learning, which we have shared with enormous success right across the company.”
Simon Gulliford
Competitive Intelligence Manager
Cisco Systems
