Cisco has followed networking rival 3Com by reorganising its business around customer groups.
Cisco has announced that it will change its research and development and its marketing arms to focus on lines of business, just nine days after 3Com ditched its product-focused approach to introduce customer-led divisions (see story 15 April), following its takeover of US Robotics.
In a statement that was spookily close to the one made earlier this month by 3Com chief executive Eric Benhamou, John Chambers, president and CEO at Cisco, claimed the change to customer groups will allow his company to grow. "This alignment will enable us to bring increased focus to our customers and provide them with end-to-end solutions," he said.
Cisco?s divisions will be Service Provider, led by Don Listwin and selling to telecomms carriers and ISPs; Enterprise, headed by Mario Mazzola and concentrating on large corporates; and Small/Medium Business, run by Howard Chaney and aiming at the SME market. All three divisions will contain product units, network management units and marketing units.
The networking giant?s closest rival, Bay Networks, decided to adopt a customer-focused model in May 1996 after a five-month buying spree when it swallowed Centillion Networks, Xylogics, Performance Technology and Armon Networking.
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