At Cisco. people recognize that each client has different goals. Some are related to financial performance or market share targets; others are concerned with public sector targets and government priorities.

Cisco places great emphasis on making sure that its approach focuses on helping customers to achieve their goals. Scott Brown formerly vice president, distribution for worldwide channels, says:

When we think about client engagement, the most important question we can ask is: What are we doing to deliver out clients success and help them achieve their goals?

The challenge is to make sure that the focus is consistent globally and from top to bottom with in the company. Cisco experience shows that several things are essential

1, Explain the compensation structure from the above case (5 marks)