Aggression is part of deal: Cisco's Jackson

Incumbent Cisco Australia and New Zealand managing director Gary Jackson makes no apologies for his company's aggressive approach to winning deals.

Recently Cisco's competitors, particularly Cabletron, have spoken out at Cisco's practice of cutting prices in order to secure contracts.

"We will do everything in our power not to lose anything," Jackson said. "I make no apologies for that.

"I also know for a fact a number of occasions where it's been said we undercut everybody.

"We've won several of these deals where we were not the lowest in price and we've had to do some aggressive thing to even get close to others," Jackson said.

Jackson will take over as Asia/Pacific director for Cisco's service provider line of business from the middle of next month. He has spent almost three years at the helm of Cisco Australia/New Zealand.

"I have this view that every two and a half to three years you should be tackling something different, preferably within the company you're at if you're enjoying yourself," Jackson explained.

"I don't think it's easy to continue to drive a team enthusiastically if you're doing the same thing for long periods."

Jackson said the Asian role was a "really good opportunity", and Cisco's service provider business was the most significant line within the company. He will be responsible for increasing Cisco's business with the region's telcos and ISPs, aiming to be number one over competitors Lucent and Nortel within the next two to four years.

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