After the negotiation on Cisco's side ended, Liu Xun stayed in San Francisco and did not go back, and now he is the major shareholder, but he needs to be responsible for many things, and he can't let it go, besides, let go of this cornucopia of the future, Liu Xun doesn't dare to do this.

Cisco's original chairman was Valentine, who now traded most of his shares to Liu Xun and has resigned as chairman to replace him with Morgridg, who is also the chief executive officer, and Chambers is still the senior vice president.

After the contract was signed, Liu Xun officially controlled 54% of Cisco's shares and attended Cisco's internal meeting for the first time.

Of course, when it comes to the meeting, in fact, only Liu Xun, Morgeridge and Chambers participated, Lena and Valentine, although they own a total of 10% of Cisco's shares, but from now on, they will no longer interfere in the daily management of Cisco, and the voting rights of that part of the shares will also be entrusted to Liu Xun.

The contact with Cisco's two current professional managers is unusually relaxed and pleasant, Liu Xun, who understands the future, naturally knows that these two people have a very high level and can lead Cisco to finally take off, of course, his more than ten years of experience can also provide a lot of guiding advice to the two, in some key places, it can always make the two suddenly bright, and, with his experience, it can also make Cisco take fewer detours, so these two people are also very admirable to Liu Xun, will not despise Liu Xun because of his age, but feel that they need to learn a lot from Liu Xun. Every time they talk, the two always feel that they have benefited a lot.

This kind of conversation has been going on between the three of them for three days, and there has been a profound discussion on the future development of Cisco.

Most of the time, the opinions of the three are the same, except for the repurchase of shares from the public stock market, which has not been understood by Chambers and Morgerich, these two have to admit that whether it is vision or courage, or business philosophy, there is a big gap between the two compared to Liu Xun, so most of the time, Liu Xun's words they only agree, Liu Xun can always say a lot of reasons that make them have to be convinced.

But on the repurchase of shares, the two of them think that there is no need for this, listing and financing, originally to obtain development funds, but now they want to use money to buy back shares, which is somewhat inappropriate, and Liu Xun does not seem to be able to say a convincing reason. Of course, this is to use Liu Xun's money to buy, and the two of them don't agree and have no other way, so they can only say that they will try their best to buy.

Liu Xun's hidden thoughts in his heart naturally won't tell these two people, and it is estimated that if they say it now, the two of them won't believe that Cisco can really surpass Microsoft. Since Cisco's current development does not require so much cash flow, it is better to buy back shares, even if Cisco needs money, Liu Xun can also mobilize funds from China.

It is necessary to communicate with Morgeridge and Chambers, although Liu Xun is now the largest shareholder of Cisco, but he is not ready to stay in the United States for a long time to manage Cisco, Cisco's daily management is to be handed over to these two generals, he is at most to say something from a high position, specific and micro things, Liu Xun does not think that he will be more proficient than professional personnel.

In the past three days, it is considered to be Cisco's plan for the whole year of 92 years given, Cisco's shares have just undergone huge changes, people's minds have changed, and now the most important thing is stability, the general direction of 92 years, roughly or stable operation, occupy more markets.

Liu Xun dispelled Moggerich's last doubts, not only did not sweep him out of the way as the CEO, but let him serve as the chairman.

In the future, Mogridge wrote this section in his autobiography, and regarded Liu Xun as the biggest Bole in his life's career.

In fact, in terms of management style, there is a big difference between Morggerich and Chambers, but the two have a good personal relationship and can cooperate very tacitly.

Cisco didn't have a five-year plan in Morgridge's time, and Moggerich and Liu Xun said, "We only make one-year plans, and we are 80 to 90 percent sure that we can reach them, and we will change the plan appropriately according to the specific situation, in short, everything has to be careful!" ”

Mogridge may be half-joking, half-serious, when he says this, because caution is not what a company at the forefront of IT should do, and it does take courage to admit that he is cautious. But Liu Xun agrees with this sentence, and Chambers also thinks it makes sense. Mogridge's management style is also less like that of the CEO of a large company (and never in a large company), more like a workshop owner. Of course, Cisco is not a big company at the moment, so Liu Xun thinks that it may need managers of a small company.

After an in-depth exchange with Moggerich, Liu Xun also sighed, fortunately there is Mogrich, otherwise, if it was unrealistic from the beginning, maybe Cisco, the future giant ship, would have run aground.

Since coming to Cisco in '88, Morgaridge has created a very tightly knit management team, and the will of this management team is the will of Morggerich, which can manage all aspects of Cisco's operations, which sounds really a bit dictatorial. Morggerich also established Cisco's organizational framework, he divided Cisco into production, customer support, finance, human resources, IT, sales, product planning and R&D eight departments, Liu Xun nodded secretly, as far as he knows, Cisco's eight departments, except for the last two departments were later dispersed due to the expansion of product lines, the division has been continued as a core organizational form to the present.

Another distinctive feature of Mogridge is frugality, in other words, a bit of "picking", and this "quality" is most easily reflected in some small companies. But Moggerich can't be blamed for this, because he has never been wealthy before, and he always works for companies that are in financial difficulty. He never wore fancy suits, his suits often came from the grocery store, and he himself was not ashamed of such things, but was proud of them. He is even more economical in some other small places, and his "stinginess" in life is almost unacceptable. Valentine, Cisco's first chairman, said Morgeridge was the only president he knew who was more stingy than himself.

Valentin once smiled and commented on Mogridie with Liu Xun, "I'm already very stingy, but someone actually reminded me that if you eat with him, don't let him order wine." I've always followed this advice. Of course, Valentine jokingly said this, in fact, he was also trying his last effort to hope that Liu Xun could keep Mogridge.

He didn't know that Liu Xun didn't plan to fire Mogridg in the first place. Liu Xun admires Moggerich, who completely transplanted his personal thrifty habits to the company and made Cisco accept this concept from top to bottom.

Of course, although Moggerich is frugal, he has never been stingy in the direction of the company's development, and even a little extravagant. When Cisco first purchased the office, it employed only 10 people, and now it has more than 800 employees. Moggerich had just suggested to Liu Xun that he would agree to buy a 50-acre property in North San Jose. In fact, he had proposed this proposal to the board of directors before, but it was rejected by most of the board members, but Liu Xun was approving at the moment.

The discussion with Morgeridge made Liu Xun's understanding of Cisco more in-depth, and he knew that Cisco had never advertised its products before 1992, and its product sales staff obtained orders by relying on two mouths.

Now we all have a certain understanding of routers and other network equipment, but in the early nineties, people at that time knew very little about routers, Cisco wanted to open up the network market, must contact those customers' technical personnel.

Therefore, Liu Xun put forward a suggestion, "I think we need to promote our products through certain channels on the one hand, such as buying advertising space in professional magazines and newspapers. Secondly, we need to recruit a large number of technical salespeople, even ordinary salespeople, before going out to pull orders, we also need to let them receive a period of technical training. We have to understand that although our sales method is very special, our customers, when they make decisions, they still take into account the suggestions of our technical personnel, because they are the ones who actually use the product, and if the sales personnel are not very tech-savvy, how can they communicate with those technical personnel? ”

Liu Xun's proposal was naturally agreed by the two, in fact, even now, salespeople who understand technology have a great advantage compared with salespeople who don't understand technology.

"Of course, this method is not without flaws, for the time being, it is still feasible, we recruit technical sales personnel can communicate with customers by phone or face-to-face interviews, so that more customers know about our products. However, this method also has disadvantages, it can operate normally in the case of few customers, but with the growth of customers, it is difficult to meet the requirements of customers, we can not recruit so many technical sales personnel, of course we cannot hire too many engineers to do this, so we must use the Internet, widely use the Internet. ”

"Using the Internet?" Chambers was slightly strange.

"In fact, if you look closely at Cisco's history, you can see that since Cisco was founded in 1984, the Internet has been the foundation of our customer relationships and sales strategies, and the Lena couple sold their 'garage' routers through the first wires of the Internet. However, at present, the Internet transmits files via FTP, sends and receives e-mails, and customers can download software upgrades from the Internet. That's why we've built a database of bug reports on our website, so customers can solve some of the most common problems on their own......"

Listening to Liu Xun's eloquent talk, Mogridge and Chambers knew that Liu Xun was not only proficient in operation and management, but also knew a lot about technical things, and some things were not something that laymen could say casually. They didn't know that Liu Xun was desperately making up for this knowledge during this time, and he was also sorting it out in his head in combination with the memories of his previous life.

The exchange between the three of them is three days, during these three days, most of the three of them spent discussing, in addition to setting the plan for the whole year of 92, the three of them also discussed the future development of Cisco, Liu Xun said a word, so that Mogridge and Chambers, the two non-technical managers, greatly agreed.

"There was once a great businessman who said that we can't beat all our opponents, but we can buy them and make them part of who we are, or we can be part of it," Liu said. On Cisco, I think the same applies to us, we are in the field of network hardware supply, maybe some of our technologies are not the best, but we can acquire the research results of other companies, and we want to establish our position in the field of hardware supply. ”

In fact, Liu Xun's sentence, in fact, is Amazon's business model, a few years later established Amazon, is adhering to this seemingly peculiar business philosophy, in the industry is booming, they in the field of e-commerce, has always been, unbeatable opponents, mergers and acquisitions of their own business, some people in the industry believe that Amazon will become the second general, GM is because of the large-scale mergers and acquisitions and decline, but until 2012, Amazon in the field of e-commerce, is still booming.

As for Cisco, the path it will take in the future is similar to that of Amazon in some places, which is to make itself a giant in the industry through the right mergers and acquisitions.

From the first M&A case of Cisco's acquisition of Crescendomunications for $89 million in 93, Cisco has embarked on a continuous path of mergers and acquisitions, to Cisco's $3.2 billion acquisition of Webexmunications, a leading provider of network video conferencing services, Cisco's merger and acquisition has never stopped, which has also allowed Cisco to always have the most advanced technology and the most complete products in the field of Internet hardware supply.

Of course, in order to do this and succeed, there are also many prerequisites, such as strong financial backing, such as the digestion of the enterprise itself, etc., and the current Cisco, in the field of Internet hardware supply, as the first system company with network solutions, its products may have shortcomings, but better than any other product, good even the previous management team internal discord can not destroy him, which has laid the foundation of Cisco's technical position and market, at the same time, is the field of Internet hardware supply, Even if Cisco's current market capitalization is only $650 million, in this era, it is definitely a behemoth, with a financial base for mergers and acquisitions.

On this point, Morgeridge and Chambers have surprisingly the same views, neither of them has communicated on this issue before, but after Liu Xun brought it up, the performance of the two was surprisingly the same, and they both thought that this was the way for Cisco to take off in the future, and these two people admired Liu Xun more and more. Of course, they didn't know that Liu Xun was an afterthought at best.