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    Buybuildally

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    Buybuildally

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    buybuildally

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    Buybuildally

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    © 2002 Corporate Executive Board

    Buy/Build/Ally Worksheet
    Multiple Modes of Entry
    A set of qualitative decision criteria… …has enabled Cisco to move quickly
    into fast-emerging markets
    Build/Buy/Ally Worksheet IP Telephony “Whole Solution”
    Cisco, Illustrative 1998–2002

    Internal Development Criteria Build Buy Partner


    Technology exists in-house IP Telephony software,
    Multiservice Networks Voice over IP (VoIP) hardware, and integration
    Technology is in development with sufficient time to complete devices and software services
    Cisco’s next version represents best technical standard
    Acquisition Criteria Rationale: Industry leader + Rationale: Technology + Rationale: Strong,
    Technology is an essential component of the “whole solution” in converged networking is core component of established players have
    Technology is leverageable across other Cisco platforms for voice, video, and data solution complementary expertise
    Cisco has high familiarity with the technology (reduces integration costs)
    Small to mid-size company is available at reasonable price
    Target company needs capital or market access
    High likelihood of key talent retention
    Partnership Criteria • Cisco Architecture • Active Voice Corp. • CGE+Y
    Technology or functional expertise complementary to Cisco’s
    for Voice, Video, • IPCell Technologies • Compaq
    and Integrated Data • Komodo Technologies • EDS
    The need to access the technology seen as “one-time” event (AVVID) • Selsius Systems • IBM
    Little in-house Cisco knowledge of the technology • Microsoft
    High barriers to acquisition (strong, expensive target company) • Cisco AVVID
    Opportunity to create/boost “pull demand” for existing Cisco products Partner Program:
    • Captaris
    • PolyCom
    • RSI
    • Telesnap

    Source: Cisco Systems, Inc.; Synergy Research, May 2002;


    Corporate Strategy Board research.

    37

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