A Closer Look Into Cisco's GTM Strategies With Sree Chadalavada
Key Takeaways
- Subscription Selling Is a Behavior Change: Selling subscriptions isn't just a pricing change—it forces sellers and customers to rewire how they think about value, renewals, and ongoing outcomes.
- Customer Experience Is the Product: Sree argues that in a subscription world, the experience customers have post-sale is more important than the initial transaction—churn is the new lost deal.
- Hardware-to-SaaS Is a GTM Re-Platforming: Cisco's pivot to DNA Center required a complete GTM rebuild: new pricing, new metrics, new comp plans, and new sales motions, not just a new product.
- Sales and Customer Success Must Operate as One: The handoff between sales and success is the most common point of failure—Sree builds them as one motion, not two functions.
- Lead with Outcomes, Not Features: Even in deeply technical sales like networking, customers buy outcomes—uptime, security posture, operational efficiency—not technical specs.
- Skin in the Game Builds Trust: Sree references Nassim Taleb's principle: GTM leaders who carry quota and revenue ownership earn more credibility than those who don't.
- Adapt Before the Market Forces You: Cisco's hardware business was strong, but Sree saw the subscription wave early—proactive GTM transformation beats reactive.
Key Topics
We are approaching a cloud-based world where everything is turning digital. How does the go-to-market strategy change? How do companies like Cisco adapt to new and different business strategies? Learn more about the process of GTM with the Head of GTM Strategies at Cisco, Sree Chadalavada. Before working with Cisco, Sree has worked with Gartner, a global research and advisory firm, in various roles for over 14 years.
Now with Cisco, Sree is leading the GTM for their DNA Center. Catch Sree in this interview with your host, Vijay Damojipurapu, about how to market a subscription-based model and other business strategies. Discover why customer experience should come first when it comes to product strategy. Learn everything you need to know about GTM today!
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GTM TEAMS
You already have a motion. It’s not fully working at your current stage.
Fix the motion before you scale it.
FOUNDERS
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Make it repeatable before you hire into it.
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