Case Study: Scalable Learning and Development Solutions for Cisco
Client: Cisco Systems
Scope: Global Virtual Training | Regional Outsourcing | Custom Programme Development
1. Virtual Training Rollout: Scaling Sales Capability Across Continents
Cisco undertook a company-wide initiative to embed the Integrated Selling Process (ISP)—a global sales methodology designed to unify tools, language, and opportunity management across all regions.
With over 6,000 employees needing immediate training, including 2,000 in Asia Pacific, Eastern Europe, the Middle East, Latin America, and Africa, Cisco turned to virtual training as the only viable solution.
Working closely with Cisco’s regional and global teams, a series of instructor-led virtual sessions were deployed using WebEx Training Centre. These sessions included:
- Live interactions through polling, whiteboards, breakout groups, and expert-led Q&A
- Tailored content for regional and language-specific contexts
- Post-session assessments to ensure retention and application
- Localised facilitation teams and technical producers to manage delivery
Impact:
âś” Rolled out across five continents in 48 business days
âś” Delivered in nine languages
âś” Saved Cisco over USD $13 million in training and travel costs
âś” Increased reach, reduced time per session, and improved learner engagement
2. Outsourcing Training for 25,000 Staff Across India and Asia
As part of a strategic shift, Cisco decided to move a significant portion of its global workforce to India, establishing a major regional headquarters in the process. With no existing leadership and development infrastructure in the region to meet the scale and urgency of training required, Cisco reached out to Chris Gaborit to lead the solution.
Together with Cisco’s stakeholders, Chris and his team:
Working closely with Cisco’s regional and global teams, a series of instructor-led virtual sessions were deployed using WebEx Training Centre. These sessions included:
- Conducted a learning needs analysis across roles and regions
- IDesigned and built a three-day, fully customised programme
- Partnered with specialist training vendors worldwide for advanced topics
- Built a regional calendar of events and established a “Cisco Training Team” of expert facilitators across Asia Pacific
- Set up end-to-end training administration and reporting systems
IOutcome:
âś” Over 25,000 employees and managers trained
âś” Created a sustainable, scalable, high-quality learning ecosystem
✔ Became a foundational component of Cisco’s successful regional expansion
3. Global Consulting Skills Course: A Bespoke Solution that Saved Millions
Cisco had previously been licensing an internal consulting skills programme from a US vendor—an expensive proposition given their workforce of over 100,000. Each licence and training engagement came at a high cost, running into thousands of dollars per participant.
Recognising the potential for both savings and greater internal alignment, Chris Gaborit proposed a new solution: develop a custom consulting skills course in-house that would reflect Cisco’s unique consulting culture and practices.
Chris and his team:
- Engaged internal subject matter experts to deeply understand Cisco’s internal consulting expectations
- Delivered the course at no development cost to Cisco, under the agreement that Chris’ team would retain the IP and run the course for a year across global regions
- Built a regional calendar of events and established a “Cisco Training Team” of expert facilitators across Asia Pacific
- Set up end-to-end training administration and reporting systems
IResults:
âś” Cisco replaced a costly vendor solution with an internally-aligned, high-impact programme
âś” Immediate cost savings in the hundreds of thousands of dollars
âś” Enhanced internal consulting capability across business units globally
Conclusion
These three landmark initiatives showcase a deep partnership with Cisco—built on trust, innovation, and results. From global virtual training to regional outsourcing and IP-generating course development, this collaborative approach delivered not only scalable solutions but long-term strategic value.