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Inside Cisco: The Real Story of Sustained M&A Growth

توضیحات

According to Cisco CEO and President John Chambers, when a company acquires technology-any technology-they are also acquiring people. In order for an acquisition to succeed, a company not only needs to be careful in the selection process, but also needs to have a culture in place that accepts the acquisition as quickly as possible.

Buying a company is easy. Making a success of that company post-acquisition is something else altogether and often meets with costly failure. No other company has used mergers and acquisitions as a strategic weapon more effectively than Cisco Systems. Throughout its acquisition of over seventy companies, Cisco avoided significant employee turnover and successfully leveraged the acquired firm's products and technologies to enhance Cisco's revenue growth.

In Inside Cisco, Silicon Valley insider Ed Paulson profiles Cisco's growth-by-acquisition strategy and the key people who molded Cisco into a business designed to acquire and assimilate other companies. By providing a behind-the-scenes perspective of its acquisitions, Paulson's investigative analysis of Cisco outlines a strategic and operational M&A framework that can be applied in any industry.


ED PAULSON is the President of Technology and Communications, Inc. He is a ten-year Silicon Valley start-up veteran who previously worked with several executives instrumental to Cisco Systems's incredible success story. He is the author of over ten business and technology books, his most recent being The Technology M&A Guidebook (Wiley). Currently a Visiting Professor of Business at DePaul University in Naperville, Illinois, his professional background spans over twenty years as a business manager, engineer, and entrepreneur in both Silicon Valley and Austin, Texas. He can be reached at www.edpaulson.com.
INTRODUCTION.

1. SO WHAT'S THE BIG DEAL?

2. BUYING THE CISCO WAY.

3. THE COMPANY THAT SANDY, LEN, DON, JOHN, AND JOHN BUILT.

4. VISION COMPATIBILITY MUST EXIST.

5. WIN IN THE SHORT TERM

6. GOOD VIBRATIONS.

7. MAKE IT A LONG-TERM WIN, TOO.

8. CLOSER IS BETTER.

9. NO MERGER OF EQUALS.

10. TARGET PRACTICE.

11. THE CISCO DUE DILIGENCE "SNIFF TEST".

12. PERSONNEL INTEGRATION À LA CISCO-BAM!.

13. INTEGRATING PRODUCTS AND PRODUCTION.

14. SETTING THE PURCHASE PRICE .

15. CAN YOU REALLY GROW THROUGH ACQUISITION?

16. SO HOW GOOD REALLY IS THE CISCO A&D APPROACH?

Appendix A: DUE DILIGENCE STARTING CHECKLIST.

Appendix B: VARIOUS COMPANY BUYER TYPES AND THEIR MOTIVATIONS.

Appendix C: TYPICAL MOTIVATIONS FOR BUYING A COMPANY.

Appendix D: SUMMARY OF CISCO'S ACQUISITIONS.

NOTES.

INDEX.