Jim Grishaw - Jim Grishaw Manager- FPGA/PLD design Cisco...

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Jim Grishaw Manager- FPGA/PLD design Cisco Networking equipment Maker (routers) 72,600 Employees (oct. 2010) 40 billion rev. Annual net income: 7.8 billion Access technology group Routers (gateway to the internet) Two contact points at Cisco Engineers o How to entice an engineer Parts that will allow them to beat the competition Parts with new features that will make their customers happy Faster, better, cheaper parts o Selling to the engineer Large % of key agreements occur on the golf course Find out what the engineer works on Take them out to lunch o Target your engineers o If there is no match with current needs Ask for referral, Ask when the next product cycle will begin Golden rule goes a long way towards the next meeting Corporate Foot in the door techniques Seminars/Roadmaps Lunch hour/offer free lunch o Less time penalty Cold Calls o Tough work o High rejection rate o Still may be necessary in absence of a good contact list
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This note was uploaded on 02/13/2012 for the course MKTG 188 taught by Professor Staff during the Fall '09 term at Santa Clara.

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Jim Grishaw - Jim Grishaw Manager- FPGA/PLD design Cisco...

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