BUSINESS TO BUSINESS GROUP ASSIGNMENT

YEAR: 2023-2024
SUPERVISED BY: MESAY S.SHANKA

Work Done By:

ABBAD ANDALOUSSI Mohamed 114583

BOURGUE Abderrahman 116578

BOULHAMES Ziyad 117192

CHAJAI Lamia 116579

Université Internationale de Rabat Technopolis Rabat-Shore Rocade Rabat-Salé, Rabat 11103

 Introduction

This report delves into an extensive analysis of Sisco, a prominent company renowned for its

specialization in the sale and production of cameras, focusing particularly on its B2B product

line and servitization strategies. The choice of Sisco and its B2B product for analysis was

driven by several key factors, Sisco was chosen for analysis due to its prominent position in

the camera industry, renowned for innovation and market leadership. The selected B2B

product holds strategic importance within Sisco's diverse portfolio, contributing significantly

to its revenue and market share. By focusing on this product, the report aims to uncover

underlying factors driving Sisco's success in the B2B segment, while also exploring

opportunities for servitization to enhance customer value. This choice enables a

comprehensive understanding of Sisco's operations, strategic direction, and competitive

positioning within the dynamic camera market. We provides a comprehensive analysis of

Sisco, a leading company specializing in the sale and production of cameras. Structured into

several chapters, it delves into various aspects of Sisco's operations, with a particular focus on

its B2B product line and servitization strategies. The report begins with an introduction

outlining its structure and the subject matter at hand, setting the stage for subsequent chapters.

Chapter 2 discusses the methodology and sources utilized for data collection, followed by

Chapter 3, which provides a background of the company, including its history, products,

customer base, and market share. Chapter 4 focuses on a detailed discussion of Sisco's

selected B2B product, exploring its features, target market, and strategic significance.

Subsequently, Chapter 5 conducts a framework analysis utilizing established frameworks such

as SWOT and Porter's Five Forces. Chapters 6 and 7 delve into servitization strategies and

marketing strategies for the new services, respectively. Finally, Chapter 8 concludes the report

by summarizing key findings and offering recommendations for Sisco to enhance its B2B

product and service offerings.

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 Data collection methods and sources

To collect the data and information needed for this report on Cisco's B2B manufacturing

company and their B2B product, we employed a combination of research methods :

 Company Data and Documentation:

 Utilized Cisco's annual reports, financial statements, and official

documentation to understand the company's overall strategy, performance, and

existing service offerings.

 Accessed internal company data and resources provided by Cisco to gain

deeper insights into their B2B product, customer base, and market positioning

for example : https://www.marketing91.com/marketing-mix-cisco/

 Market Analysis: Reviewed industry reports and market analysis publications

to understand the current trends, challenges, and opportunities in the B2B

manufacturing sector in Morocco.

 Academic Journals: Referenced academic journals and research papers

focusing on B2B servitization strategies to gain theoretical insights and best

practices for implementing new services.

By combining these research methods, we were able to gather comprehensive data and

information to analyze Cisco's B2B manufacturing company and propose a new service for

their existing product.

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 Background of the company

Systems, Inc. is a global technology conglomerate renowned for its networking hardware,

software, telecommunications equipment, and other high-technology services and products.

I. Brief history:

Cisco was founded in December 1984 by Leonard Bosack and Sandy Lerner, two computer

scientists at Stanford University. Originally, it focused on networking solutions for connecting

computers across local and wide-area networks. Over the years, Cisco expanded its product

portfolio through internal development and strategic acquisitions.

II. Overview of CISCO’s Products:

 Networking Hardware: Routers, switches, access points,

network security appliances, etc.

 Software: Networking software for managing, securing, and

optimizing networks.

 Collaboration Tools: Video conferencing, collaboration

platforms, unified communications.

 Cloud Services: Cloud networking, security, and

management solutions.

 Cybersecurity: Firewalls, intrusion prevention systems,

VPNs, endpoint security.

 Internet of Things (IoT): Connectivity solutions for IoT

devices and platforms.

 Data Center Solutions: Networking and storage solutions

for data centers.

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  Services: Consulting, technical support, training, and managed services.

III. Customer Base Overview:

Cisco serves a wide range of customers across various industries, including:

Enterprises (large corporations, small and medium-sized businesses)

Service Providers (telecommunications, internet service providers)

Public Sector (government agencies, educational institutions, healthcare organizations)

Utilities, Manufacturing, Financial Services, Retail, and more.

IV. Target Market Overview:

Cisco's target market includes organizations of all sizes seeking networking solutions and

technology infrastructure to support their operations. This encompasses businesses looking to

build, expand, or optimize their networks for enhanced connectivity, security, and

productivity.

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 V. Market share Overview:

As of my last update, Cisco maintained a significant market share in various segments of the

networking and communications technology industry, including:

Routers and Switches: Cisco consistently ranked among the top vendors globally.

Network Security: Cisco was a leading provider of enterprise security solutions.

Collaboration and Communication: Cisco's Webex platform was a major player in the video

conferencing and collaboration market.

However, market dynamics can shift, and competition is fierce, with companies like Huawei,

Juniper Networks, and Arista Networks vying for market share in different segments.

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 Discussion on selected B2B product

I. Cisco Cameras Overview:

Cisco's position as a global B2B manufacturing powerhouse is epitomized by its cutting-

edge high-quality cameras. In Morocco, these cameras transcend their physical attributes,

becoming indispensable guardians in addressing multifaceted security concerns. They not

only elevate surveillance capabilities but also foster an environment of unparalleled safety

across diverse professional settings. The integration of Cisco cameras represents more

than just technological innovation; it signifies a dedicated commitment to fortifying the

very foundations of security within the dynamic Moroccan business landscape. Moreover,

Cisco's cameras, with their state-of-the-art features, provide a comprehensive security

solution tailored to the unique challenges faced by businesses and institutions in Morocco.

The adaptability of these cameras to various settings ensures a versatile and reliable

security infrastructure.

II. Customer Segments:

The profound impact of Cisco cameras permeates through the fabric of Moroccan

industries and educational institutions. Businesses, educational establishments,

government agencies, and organizations across different sectors find empowerment in the

technological marvels of Cisco cameras. This collective pursuit of security enhancement

is not just a goal; it's a shared vision among diverse stakeholders who leverage the

comprehensive capabilities of Cisco's offerings. Their ability to fortify security measures

and monitor day-to-day activities brings an unprecedented level of efficiency and

precision to the Moroccan professional landscape.

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Furthermore, the widespread adoption of Cisco cameras demonstrates their universal

appeal, from small businesses to large enterprises, showcasing their scalability and

relevance across the spectrum of Moroccan organizations.

III. Target Market:

The visionary proposal to integrate Cisco cameras with an attendance tracking and

management system unfolds as a bespoke solution meticulously tailored to the nuances of

the Moroccan market. From the bustling manufacturing sector, where precision is

paramount, to the sophisticated corporate offices, educational institutions striving for

academic excellence, and healthcare facilities emphasizing precision in their operations,

the resonance of this innovative fusion extends seamlessly across diverse industries. The

proposed solution becomes a beacon, illuminating the path to streamlined attendance

monitoring and addressing the specific needs and challenges faced by Moroccan

organizations. Additionally, the adaptability of this solution to various sectors underscores

its versatility, making it an invaluable asset for the diverse landscape of Moroccan

businesses and institutions.

IV. Service Proposal:

The convergence of Cisco cameras with an attendance tracking system transcends mere

technological augmentation; it's a strategic response to the dynamic requirements of

Moroccan businesses and educational institutions. This service, a symphony of innovation

and efficiency, not only automates attendance processes but also delivers real-time

insights that anticipate the local market's demand for a sophisticated and efficient

workforce management solution.

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The service's proactive approach, anticipating the evolving needs of the Moroccan market,

ensures its relevance and sustainability in addressing the challenges of attendance

management in real-world scenarios.

V. Application Features:

The accompanying application, intricately designed, serves as a testament to a deep

understanding of the specific requirements of Moroccan users. Beyond mere functionality,

it empowers individual workers to effortlessly navigate through their attendance records.

Simultaneously, it provides companies in Morocco with a dynamic and centralized

platform, a control center for monitoring attendance, generating insightful reports, and

unraveling valuable patterns in workforce behavior. This user-centric approach ensures

that the application becomes an intuitive tool, enhancing user experience and facilitating

seamless interaction for both individual workers and organizational administrators in

Morocco.

VI.Use-Oriented Servitization Strategy:

Rooted in the essence of Moroccan organizational needs, the proposed service seamlessly

aligns with the use-oriented strategy. The user-friendly application, coupled with state-of-

the-art automation features, transforms attendance tracking into an accessible and efficient

facet of daily operations. This strategy serves as a bridge, connecting the technological

capabilities of Cisco cameras with the pulse of users across diverse sectors in

Morocco.The user-centric design ensures that the service not only meets but exceeds the

expectations of Moroccan organizations, enhancing its adoption and utility in real-world

scenarios.
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VII. Result-Oriented Servitization Strategy:

Beyond the promises lie the palpable outcomes that the service envisions for Moroccan

businesses and educational institutions. The integration of Cisco cameras with the

attendance tracking system is not a mere technological embellishment; it is a catalyst for

tangible improvements. From heightened attendance accuracy to a discernible reduction in

administrative burdens, the service positions itself as a beacon of progress, promising and

delivering measurable enhancements to the operational fabric of organizations in

Morocco. The focus on tangible outcomes aligns the service with the pragmatic needs of

Moroccan businesses, ensuring that it delivers not just on promises but on quantifiable

improvements.

VIII. Integration Examples:

To illuminate the adaptability and relevance of the service within the intricate tapestry of

Moroccan contexts, let's delve into the bustling manufacturing sector—a heartbeat of

productivity. Here, the system orchestrates the symphony of timely personnel presence on

production lines, seamlessly optimizing efficiency and ensuring that every moment

contributes to the overall productivity. Moroccan manufacturing, with its emphasis on

precision and timeliness, becomes an ideal setting for the seamless integration of Cisco

cameras and attendance tracking.

In Moroccan educational institutions, the solution intricately streamlines attendance

monitoring for educators, aligning seamlessly with local educational practices. This

alignment ensures that the service is not just a technological addition but an integral part

of the educational ecosystem, enhancing the overall learning experience.

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 In essence, this comprehensive discussion not only serves as an exploration of the selected

B2B product, Cisco cameras, within the dynamic landscape of Morocco but delves into

the intricate details of how this integration unfolds as a transformative solution, tailored to

meet the specific needs of Moroccan businesses and institutions. The visionary proposal

transcends rhetoric, promising not just innovation but a pragmatic and tangible

enhancement of the operational landscape in Morocco.

Framework Analysis on selected B2B Product

This chapter examines the B2B product analysis utilizing frameworks including SWOT,

Porter Five Forces, and Marketing Mix:

I. Porter’s five forces:

 Threat of New Entrants:

The threat of new entrants in the Cisco Porter Five Forces Analysis can be explained as

follows:

Cisco is a world leader in manufacturing IT solutions & networking hardware, and has its

business spread globally. Threat of new entrants is relatively low due to intensive capital

requirements and requirement of technological knowledge. Even though switching cost is

low for customers, it has a loyal customer base who continue to buy due to quality product

offerings. Through supply side economies of scale, Cisco is able to provide products at

affordable prices, which entrants find hard to emulate thereby deterring new entrants to

compete.

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 Threat of Substitutes:

Below are the threats of substitute products of Porter’s Five Forces analysis of Cisco:

Threat of substitute products is low to moderate. In the network and telecommunication

service industry, the threat of substitutes is moderate, but since Cisco has very high market

share and offers quality products at affordable prices, the threat of substitutes is relatively

less. The company faces the threat of substitutes from countries like India and China,

where they offer cheap products and since they have become global emerging markets for

network and telecommunication.

 Bargaining Power of Customers:

In the Cisco Porter Five Forces Analysis the bargaining power of the customers can be

explained as:

Bargaining power of customer’s is low. Individual customers do not have bargaining

power, however due to intense competition and presence of rivals, Cisco gives in to the

demands of its customers to stay competitive. Offering differentiated products at moderate

prices and innovating with its products, makes for some amount of the bargaining power

of its buyers. Customer’s threat of backward integration is low but its switching cost is

high. They can easily switch to other alternatives which are better and affordable. To deal

with this and to reduce the bargaining power of its customers, Cisco has increasingly

worked to increase its customer base. With a wide range of customers, their concentration

in the specific market segment will be less which will result in reduced bargaining power.

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 Bargaining Power of Suppliers:

Following is the bargaining power of suppliers in the Porter’s Five Forces analysis of

Cisco:

Bargaining Power of suppliers is low. There are numerous suppliers and its highly

concentrated supplier market due to which Cisco and its competitors have various

alternatives of suppliers. Since the switching cost is also low, they can easily switch across

multiple suppliers. The company has a complex global network of manufacturing partners

and suppliers. Some of Cisco's major suppliers are: Delta, Broadcom, Foxconn, Fabrinet,

Samsung semiconductors, Nvidia, Intel etc. Cisco has high bargaining power because its

suppliers do not offer differentiated products

II. Marketing-Mix

 Cisco Product Strategy:

Cisco provides networking solutions for small businesses and enterprises through different

products and services. Its business model and good positioning, promotions, and

repositioning enable it to constantly increase its market share and brand value in line with

sales and maintain a good connection with customers.

1. Networking: This category includes Cisco’s extensive networking hardware and

software products. Networking is a fundamental aspect of Cisco’s offerings,

encompassing various technologies for building and managing networks.

2. Security: Cisco provides various security solutions for protecting networks and data in

today’s digital world. This includes firewalls, VPNs, and other cybersecurity tools.

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3. Collaboration: This area covers Cisco’s products and services to facilitate cooperation

and communication within and between organizations. This includes video conferencing

solutions, business messaging apps, and other collaborative technologies.

4. Observability: This relatively new category likely encompasses tools and services for

monitoring and managing the performance and health of networks and applications.

However, the sources didn’t directly mention specific details about the products in this

category.

5. Services: Cisco offers various services to support its products, including technical

support, professional services, and training

 Cisco Place Strategy:

This is an example of a distribution channel through which Cisco supplies its products and

services to customers in different target markets and industry segments. It is important to

note that the set channels sometimes differ depending on the type of customers. Cisco

reaches its customers directly through creating an online portal called Cisco Consumer

Online (CCO). This portal enables customers to purchase products and pay for services

directly, depending on their needs. When doing direct marketing, the internet is Cisco’s

distribution, advertising channel, brand, and target audience. This media markets products

as per consumer requirements, thereby increasing sales and improving profit margins.

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Cisco’s place strategy, which focuses on how and where its products and services are

made available to business customers and consumers, can be summarized in the following

key points:

1. Global Distribution Network: Cisco has a vast global distribution network, allowing it

to serve customers in numerous countries worldwide. This network includes direct sales

channels and partnerships with resellers, distributors, and system integrators.

2. Online and Digital Presence: Cisco leverages its online platforms, including its

comprehensive website and digital marketplaces, for product information, sales, and

customer support. This digital approach customers’ evolving needs customers in a

digitally connected world.

3. Physical Offices and Facilities: Cisco maintains a significant physical presence with

offices, innovation centers, and research facilities globally. These locations serve as

operational bases, customer engagement, and support hubs.

4. Channel Partnerships: Cisco heavily relies on channel partners, including value-added

resellers, service providers, and independent software vendors, to extend its market reach

and provide localized support to customers across different regions.

5. Customer Experience Centers: The company operates several customer experience

centers worldwide. These centers are designed to showcase Cisco’s technology solutions,

provide interactive experiences, and facilitate deeper customer engagement.

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 Cisco Pricing Strategy:

The various price methods Cisco uses in setting product prices include cost-based pricing,

which depends on the cost of product features and production cost; competitor pricing,

which depends on prices by competitors; and market-led pricing. Cisco’s pricing strategy

is a sophisticated blend of value-based pricing, tiered offerings, price, and market

segmentation analysis underpinned by a focus on innovation and customer value. Here’s a

deeper dive into their approach to price:

1. Value-Based Pricing: Cisco’s pricing strategy is primarily grounded in the value its

products and services bring to customers. This means prices are set based on the perceived

value or outcomes the products deliver, especially regarding performance, reliability, and

security.

2. Tiered Product Offerings: Cisco offers products at various tiers, from basic to premium,

to cater to different market segments. This tiered approach allows them to address the

needs of both small businesses and large enterprises with varying budgets and

requirements.

3. Subscription and Service-Based Pricing: With the shift towards cloud computing and

managed services, Cisco has increasingly adopted a subscription-based pricing model for

many of its software and service offerings. This provides customers flexible and scalable

options, aligning costs with usage and needs.

4. Competitive and Market-Responsive Pricing: Cisco operates in a highly competitive

market and often adjusts its pricing in response to market conditions, competitor actions,

and technological advancements. This dynamic pricing strategy helps them remain

competitive while protecting their market position.

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5. Bundling and Integrated Solutions: Cisco often bundles hardware, software, and

services into integrated solutions, which are priced in a way that offers better value

compared to purchasing each component separately. This approach not only simplifies the

purchasing process for customers but also enhances the overall value proposition of

Cisco’s offerings.

 Cisco Promotion Strategy:

Promotion informs people about the product, thereby persuading them of its usage. With

the promotion’s success, the product purchasing behavior of customers, consumers, and

clients is greatly influenced. Cisco uses advertising to connect with customers and create

and introduce brand-new products. The organization of advertisement is done via the

internet, blogging, online promos, direct marketing, and public relations. Through direct

marketing channels, Cisco avoids intermediaries. Direct marketing methods of reaching

potential customers include e-marketing, telephone, telemarketing, and direct mail. Other

direct market campaigns are Cable Television Infomercials and Online Shopping. These

two marketing strategies are essential in obtaining direct responses from the company and

target clientele. Some Recent Video ads and Print ads of Cisco are:

Cisco Security “The Hacker”

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III. SWOT

 Strengths:

1. Market leadership and brand recognition: Cisco has been a dominant player in the

networking industry for decades, which has helped it establish a strong brand presence. Its

products and services are highly respected, and its reputation for quality, reliability, and

innovation has made it a trusted partner for businesses worldwide.

2. Comprehensive product and service offerings: Cisco offers an extensive range of

networking products and services, from switches and routers to security solutions and

software applications. This diverse product portfolio enables Cisco to meet the needs of

various customers across various industries and business sizes.

3. Skilled workforce and expertise: Cisco employs a highly skilled workforce of

engineers, sales professionals, and support staff. This expertise allows the company to

provide exceptional customer service, develop innovative products, and maintain high

technical competency.

 WEAKNESSES:

1.Competition from low-cost alternatives: Cisco faces intense competition from

manufacturers of low-cost networking equipment, particularly from Asia, which could

impact its market share and profitability. These competitors often offer products at lower

prices, making it challenging for Cisco to maintain its competitive edge.

2.The complexity of product portfolio: Cisco offers an extensive range of products and

services, which can be both a strength and a weakness. The complexity of its portfolio

may make it difficult for customers to navigate and choose the right solutions for their

needs, potentially leading to confusion and dissatisfaction.

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 OPPORTUNITIES:

1.Expansion in emerging markets: Cisco can tap into the growth potential of emerging

markets by expanding its presence in countries with increasing demand for networking

products and services. Developing tailored solutions for specific regional needs and

forming strategic partnerships with local players can help Cisco gain a competitive

advantage in these markets.

2.Strategic partnerships and acquisitions: Cisco can continue to pursue strategic alliances

and acquisitions to expand its product offerings, enter new markets, and enhance its

technological capabilities. This can help the company maintain its competitive edge and

strengthen its market position.

 Threats:

1. Intense competition: Cisco operates in a highly competitive industry, with rivals like

Huawei, Juniper Networks, Arista Networks, and Hewlett Packard Enterprise (HPE)

offering similar products and services. Intense competition can lead to pricing pressures,

reduced market share, and lower profit margins.

2. Rapid technological changes: The technology industry is characterized by rapid

innovation and evolving customer needs. Cisco must continuously invest in R&D and

adapt to new technologies to stay relevant and maintain its competitive edge. Keeping up

with industry trends could ensure the company retains its market position.

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 Description of the new Servitization Strategy

Cisco employs various servitization strategies to go beyond simply selling hardware and

software, instead offering comprehensive solutions and value-added services to its B2B

customers. These strategies can be broadly categorized into two main approaches:

I. Use-oriented Servitization:

This approach focuses on providing services that complement the use of Cisco products and

create additional value for customers. Examples:

 Managed services: Offering ongoing monitoring, maintenance, and troubleshooting

of Cisco products, ensuring optimal performance and reducing the workload on

customer IT teams. This could include network management, security management, or

collaboration platform management.

 Professional services: Providing expertise in designing, implementing, and managing

solutions that integrate Cisco products with other technologies. This could involve

network design and deployment, security solution consulting, or collaboration

platform configuration.

 Training and support: Offering training programs for customers on effectively using

and managing Cisco products, maximizing their functionality and achieving desired

outcomes.

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 II. Result-oriented Servitization:

This approach shifts the focus from selling products to selling outcomes achieved through

those products. Examples:

 Outcome-based pricing: Instead of selling products at a fixed price, Cisco could offer

pricing models based on achieving specific business outcomes for the customer. This

could involve offering a "network uptime guarantee" or a "collaboration platform

adoption guarantee."

 As-a-service model: Offering Cisco products as a service (XaaS), where customers

pay a subscription fee for access to the products and associated services. This

eliminates upfront capital expenditure for the customer and simplifies budget

management for Cisco. Examples include Network-as-a-Service (NaaS), Security-as-

a-Service (SaaS), and Collaboration-as-a-Service (CaaS).

Benefits of these servitization strategies:

 Increased customer value: By offering additional services beyond the physical

product, Cisco can create a more compelling value proposition for

customers, justifying premium pricing and fostering stronger customer relationships.

 Recurring revenue streams: Servitization can generate recurring revenue through

subscriptions, managed services, and support contracts, providing more predictable

and stable income compared to one-time product sales.

 Differentiation from competitors: By focusing on outcomes and offering

comprehensive solutions, Cisco can differentiate itself from competitors solely

offering hardware and software, attracting customers seeking a more holistic approach

to their technology needs.

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Challenges of servitization:

 Requires a shift in mindset: Implementing servitization requires a cultural shift

within Cisco, moving from a product-centric to a service-centric approach.

 Developing service capabilities: Building the necessary expertise and infrastructure

to deliver high-quality services effectively can be challenging.

 Managing service complexity: Designing and managing complex service offerings

that integrate hardware, software, and expertise requires careful planning and

execution.

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 Go-to-Market strategy for the new Servitization

This chapter is aimed at developing a marketing strategy for the new service. It focuses on

developing a marketing plan that includes the marketing mix and how it can be used to market

the new services.

I. Ideal Customer Profile (ICP):

While the initial ICP provides a good starting point, consider segmenting your audience

further to tailor messaging and marketing efforts:

 Manufacturing: Focus on companies with large production lines and strict time

management requirements. Highlight efficiency gains and cost savings.

 Education: Target schools and universities emphasizing security and student

management. Emphasize streamlined attendance monitoring and improved learning

environments.

 Healthcare: Focus on hospitals and clinics emphasizing patient safety and staff

accountability. Promote secure access control and real-time insights into staff activity.

 Government Agencies: Target agencies prioritizing security and data

privacy. Emphasize secure data storage and compliance with local regulations.

II. Value Proposition Differentiation:

Within each segment, identify additional differentiators beyond the core value proposition:

 Manufacturing: Offer integrations with existing production management systems for

seamless data flow.

 Education: Provide features like parental notifications and student performance

analysis based on attendance data.

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 Healthcare: Offer integrations with hospital management systems and advanced

access control functionalities for restricted areas.

 Government Agencies: Guarantee adherence to specific data privacy regulations and

offer customizable reporting features.

III. Pricing Strategy Refinement:

 Consider offering volume discounts for larger deployments or multi-year

subscriptions.

 Tailor pricing tiers to address the specific needs and budgets of each customer

segment.

 Develop bundled packages combining cameras, software, and installation services

for a complete solution.

IV. Promotion Strategy Expansion:

 Develop co-branded marketing campaigns with relevant industry partners.

 Organize webinars and workshops showcasing the benefits of the system and

addressing specific customer concerns.

 Leverage customer testimonials and case studies from successful Moroccan

deployments.

 Utilize influencer marketing by partnering with local industry experts to promote the

solution.

V. Sales and Distribution Channel Optimization:

 Train and incentivize partners on the features and benefits of the system.

 Develop a robust onboarding and support program for new customers.

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 Offer localized training materials and support resources in Arabic.

 Consider offering financing options to make the solution more accessible, especially

for smaller businesses.

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 Conclusion

Finaly, the report offers a comprehensive analysis of Sisco, a leading company in the camera

industry, focusing on its B2B product line and servitization strategies. Through a combination

of research methods, including company data analysis and market research, the report delves

into Sisco's background, product offerings, and market positioning. It discusses in detail

Sisco's selected B2B product, particularly its features, target market, and strategic

significance, with a specific focus on the Moroccan market. Utilizing frameworks like SWOT

and Porter's Five Forces, the report evaluates the strengths, weaknesses, opportunities, and

threats associated with the B2B product. Furthermore, it outlines Sisco's servitization

strategies, which include offering value-added services and outcome-based solutions to

enhance customer value and generate recurring revenue streams. Finally, the report provides a

go-to-market strategy for the new servitization, covering aspects such as ideal customer

profiles, pricing strategies, promotion strategies, and sales and distribution channel

optimization.

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