Chapter 6, Problem 6.21CC

Summary Introduction

Case summary:

Company C is the leading network products company. It produces the products not for the regular customers. It sold their product L and other home networking businesses and to shut down their flip flop video business also. It tries to be a true business-to-business company.

The core products of Company C are switches, routers and other networking devices. It is a forward thinking company and it involves new ideas like next generation of networking tools from cyber security to video conferencing to cloud systems.

By this forward thinking the company transitioned from hardware to leadership consultancy. The major driving force of Company C is customer collaboration. It collaborates with various business customers and to help them to collaborate with employees as internally and external collaboration with partners, suppliers such collaboration happens within and without.

The main advantage of collaboration is to reduce the communication barrier between company and its partners, customers and suppliers. This helps Company C to move into the teaching business and other businesses it has mastered. With the innovation of new products results Company C is emerging leader for global networking businesses with stronger and flexible.

Characters in the case:

• Company C

To discuss: The customer buying process and selling process of Company C’s product and the ways these processes differs from selling and buying of broadband router for home use.