Cisco's Goodwin: Virtualization, Cloud Driving New Channel Opportunities - Supply Disruptions: Progress Made, but Not Solved
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LW: A lot has been made out of that over the last six months in terms of
your ability to deliver products, either a result of a lack of raw materials or
a supplier coming up short. Has Cisco resolved that issue, and what has it done
in terms of making sure that your partners don't experience that same
disruption going forward?
KG: This has been a big one for our partners. The recovery happened sooner
and much more quickly than we thought it would. It accelerated a much higher rate
than we thought it would. So that was on the demand side. On the supply side,
quite frankly, the suppliers have gotten very good at ramping down capacity
very quickly, and a downturn takes longer to ramp it back up. We got out of
sync there, and we have been working hard to recover. We have made dramatic
progress. We're not out of the woods on all of the products, but we are
continuing to work hard on it.
LW: Have you readjusted your forecasting?
KG: We have done a lot with our forecasting. It's difficult, but where we
had to get better was being able to be more granular in our forecasting down to
the product levels. We started to recover from a product availability
standpoint. Some products continued to suffer because we kind of missed the
forecast on those specific products. We've put a lot more rigger in place to
not only do the macro-forecasting, but to really be more accurate down at the
product and skew level.
LW: Did the supply chain disruptions have an effect on the gray market?
Did it cause a shift into the secondary or unauthorized channels?
KG: That's one where it's hard to distinguish the hype versus the reality.
There were clearly some gray marketers out there positioning their ability to
deliver products that had challenges, but how successful they really were in
doing that could be questioned. We haven't seen a significant uptake. There's
been a little bit of hype, but we haven't seen a significant uptake or upturn
in gray marketing associated with that.
