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Book part
Publication date: 12 May 2017

Mitsuru Kodama

Through collective management at Cisco Systems in the United States, practitioners at all levels of management, rather than just a select few, overcame various contradictions…

Abstract

Through collective management at Cisco Systems in the United States, practitioners at all levels of management, rather than just a select few, overcame various contradictions through “strategic collaborations” across divisions within the company to respond to the challenge of new business innovation. Moreover, through skillful management of leadership at the formal organization layer, the informal organization layer, and the psychological boundary layer (the boundary layer between the two aforementioned layers), all practitioners of the company demonstrated holistic leadership, which enabled creative dialogue, cooperation, and understanding as well as rapid decision-making and action. Strategic collaboration based on holistic leadership enables outstanding ideas to be readily incorporated into the organization and to be examined and acted on by a single team. This chapter discusses processes whereby collective management based on Cisco System’s holistic leadership changed staff behavior and the corporate culture to achieve business innovation.

Case study
Publication date: 20 January 2017

Mohanbir Sawhney

This case focuses on Cisco Systems' innovative probe-and-learn approach to using social media to launch its ASR 1000 Series Edge Router. The company had decided to eschew…

Abstract

This case focuses on Cisco Systems' innovative probe-and-learn approach to using social media to launch its ASR 1000 Series Edge Router. The company had decided to eschew traditional print and TV media in marketing the new product and had decided instead to focus its efforts entirely on digital marketing and social media to attract the attention of its target market. The case discusses Cisco's bold plan to launch the ASR 1000 Series “virtually, visually, and virally” and the digital tactics employed by the Cisco Systems marketing team to accomplish this ambitious goal. Business marketers normally adopt a more serious and traditional approach to marketing its products but in this case Cisco had decided to buck that trend by exploring digital tools and social gaming avenues which its target client—the technical community—were increasingly frequenting. Cisco's challenge lay in whether this new approach and resultant value proposition would resonate with its technical audience and give the ASR 1000 Router the kind of publicity it needed to have. The case is set at a time when social media was burgeoning as a promising way to engage consumers more deeply with brands and products, but marketers were still experimenting with the tools and tactics of social media for marketing.

Understand the relevance of social media for product launches as a function of contextual factors such as nature of product, media habits, and company credibility. Learn about the applicability of social media for business marketers in terms of its uniqueness, advantages and challenges. Recognize the relationship between campaign objectives and the value proposition for the product. Understand the evolution of social media marketing from a probe-and-learn approach to a strategy-driven process. The initial test and learn approach must be enhanced and become more strategic in the future.

Details

Kellogg School of Management Cases, vol. no.
Type: Case Study
ISSN: 2474-6568
Published by: Kellogg School of Management

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Abstract

Details

Strategic Thinking
Type: Book
ISBN: 978-1-78560-466-9

Article
Publication date: 21 November 2016

Sayan Chatterjee, Venkat Narayanan and William Malek

This article describes an approach to strategy execution using lessons learned from improvement efforts to the sales incentive compensation (SIC) business processes and IT systems

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Abstract

Purpose

This article describes an approach to strategy execution using lessons learned from improvement efforts to the sales incentive compensation (SIC) business processes and IT systems in Cisco Systems.

Design/methodology/approach

This case outlines an alternative approach to strategy execution–a COAR strategy map methodology– illustrated with lessons learned from efforts to improve the sales incentive compensation business processes and IT systems in Cisco Systems.”

Findings

By following a structured and systematic process, organizations can implement a process for strategy execution that is effective and repeatable. In executing strategy, stay focused on how to translate the decisions taken while defining business strategy into operations. As business strategy changes, elements of the strategy execution must change as well.

Research limitations/implications

This case is primarily a guide to strategy execution and is not meant to be a prescription for a cutting edge sales compensation plan.

Practical implications

Although the examples used in this article relate to SIC business processes, the lessons learned can be applied to strategy execution in general.

Originality/value

It is this “peek forward” into a virtual execution setting, and the opportunity to use it as a scenario-like tool to test alternatives, that increases the likelihood that managers will devise a stable and executable strategy.

Details

Strategy & Leadership, vol. 44 no. 6
Type: Research Article
ISSN: 1087-8572

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Article
Publication date: 7 June 2013

Ang Cui, Jatin Kataria and Salvatore J. Stolfo

IOS firmware diversity, the unintended consequence of a complex firmware compilation process, has historically made reliable exploitation of Cisco routers difficult. With…

Abstract

Purpose

IOS firmware diversity, the unintended consequence of a complex firmware compilation process, has historically made reliable exploitation of Cisco routers difficult. With approximately 300,000 unique IOS images in existence, a new class of version‐agnostic shellcode is needed in order to make the large‐scale exploitation of Cisco IOS possible. The purpose of this paper is to show that such attacks are now feasible by demonstrating two different reliable shellcodes that will operate correctly over many Cisco hardware platforms and all known IOS versions.

Design/methodology/approach

The paper examines prior work in the area of Cisco IOS rootkits and constructs a novel IOS version‐agnostic rootkit called the interrupt‐hijack rootkit.

Findings

As the experimental results show, the techniques proposed in this paper can reliably inject command and control capabilities into arbitrary IOS images in a version‐agnostic manner.

Originality/value

The authors believe that the technique presented in this paper overcomes an important hurdle in the large‐scale, reliable rootkit execution within Cisco IOS. Thus, effective host‐based defence for such routers is imperative for maintaining the integrity of our global communication infrastructures.

Details

Information Management & Computer Security, vol. 21 no. 2
Type: Research Article
ISSN: 0968-5227

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Article
Publication date: 11 March 2014

Antonella La Rocca and Ivan Snehota

Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses…

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Abstract

Purpose

Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses are increasingly experimenting with new organisational approaches and solutions. The purpose of this paper is to investigate organisational issues involved in implementing value programs in B2B firms and examine implications for managerial action.

Design/methodology/approach

After a literature review on value creation in business relationships, the authors illustrate the case of a large industrial business experimenting with organisational solutions to support value-creation processes in customer relationships.

Findings

The authors identify three issues management has to address in organising the customer interface: involvement of a variety of actors to access elements of effective customer-value solutions; supporting and orchestrating the interaction processes among those involved; and differentiation of the customer interface and sales approach to match the substantial differences in customer relationships.

Research limitations/implications

There is a need for further, more systematic empirical studies of value-creation practices and solutions in how businesses organise the customer interface for value creation.

Practical implications

Coping effectively with creating value in customer relationships implies experimenting with novel approaches and solutions in organising the sales and marketing activities as open networked sales organization and requires specific managerial capabilities.

Originality/value

While creating customer value is generally believed to be positively related to the firm's performance and development, the organisational implications of focusing on creating value have been less explored. The original contribution of this work lies in zooming in on the organisational solutions to support the customer value-creation processes.

Details

Management Decision, vol. 52 no. 1
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 4 April 2016

Alan Murray, Armando Papa, Benedetta Cuozzo and Giuseppe Russo

The Internet of Things (IoT) represents the network connection of people, processes, data and things. Due to the relevant position that this intelligent infrastructure is…

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Abstract

Purpose

The Internet of Things (IoT) represents the network connection of people, processes, data and things. Due to the relevant position that this intelligent infrastructure is acquiring, the purpose of this paper is to investigate the effects of IoT on the companies’ value, with specific reference to the intellectual capital value.

Design/methodology/approach

The methodology is based on a single case study approach with an empirical analysis which aims to analyse whether and how the introduction of the IoT’ innovations influences the value of the intellectual capital owned by a company. The evaluation method used for the empirical analysis is the Economic Value Added. The application is carried out on the company “Cisco Systems Inc.” by analysing the company’s financial reports covering the period 2007-2014.

Findings

The paper demonstrates the impact of the innovation of IoT on intellectual capital owned by a high intensity cognitive company by determining its economic value. The results demonstrate that the introduction of projects involving the use of the IoT has increased the value of intellectual capital over the years.

Originality/value

As the IoT can guarantee efficiency, social and individual benefits, the effects of the IoT on company performance and, particularly, on intangible corporate dimensions are analysed. Hence, the paper is directed to fill the literature gap on the analysis and evaluation of the IoT’ impact on intellectual capital owned by high intensity cognitive companies. The research proposes strategic advice for decision making of companies interested in new technology investments.

Details

Business Process Management Journal, vol. 22 no. 2
Type: Research Article
ISSN: 1463-7154

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Article
Publication date: 1 April 2006

Constantinos C. Markides and Jamie Anderson

To show how information and communication technologies (ICTs) could help a company implement radical new strategies.

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Abstract

Purpose

To show how information and communication technologies (ICTs) could help a company implement radical new strategies.

Design/methodology/approach

Generalizations are made based on 20 case studies of companies that strategically innovated in their industries by introducing radical new business models. Several of these cases are used in the paper to highlight the points made.

Findings

The paper shows that ICT enables firms to: reach consumers that most competitors cannot serve profitably; offer radically new value propositions to consumers that other firms cannot deliver in a cost‐efficient way; and put in place value chains that no other firm could do efficiently. ICT also allows strategic innovators to scale up their business models quickly and so protect themselves from competitive attacks.

Originality/value

This paper shows that coming up with a radical business model that breaks the rules of the game in an industry is easy! The difficult part is to implement such radical strategies in the marketplace so as to deliver real value to customers in a cost‐efficient and profitable way. The paper demonstrates that ICT is a key enabler in the successful implementation of radical new strategies.

Details

European Journal of Innovation Management, vol. 9 no. 2
Type: Research Article
ISSN: 1460-1060

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Article
Publication date: 1 July 2004

Mergers and acquisitions are an established feature of business life. They enable companies to increase market share through product or service synergies or to expand into new…

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Abstract

Mergers and acquisitions are an established feature of business life. They enable companies to increase market share through product or service synergies or to expand into new markets by buying leading players. In 2002 alone there were 4,363 mergers and acquisitions worth $292 billion with nearly half that value confined to only five sectors: banking, healthcare, Internet, semi‐conductors and telecommunications.

Details

Strategic Direction, vol. 20 no. 7
Type: Research Article
ISSN: 0258-0543

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Abstract

Details

Handbook of Logistics and Supply-Chain Management
Type: Book
ISBN: 978-0-8572-4563-2

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