25 Telling Talking Points From John Chambers

On VARs Playing To Strengths

I wouldn't try to be all things to all people. I would say based on the business case, where do you move, but what has to change is you don't want to take on a competitor on a single, standalone product. Our products are the most competitive -- they've been since I've been here at Cisco. You see that in our market share, in awards for that, but if you're selling a single, standalone product, you're ignoring perhaps the strongest thing Cisco does, which is an architectural approach, which protects their investments, allows them to move into new markets relatively seamlessly, and while they might not move into quote "video" or cloud today, or security architecture today, what we build is the vehicle that allows them to do it from an architectural play, and is how you change business process and government process.


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