Cisco delivers innovative software-defined networking, cloud, and security solutions to help transform your business. Way back in 1996,when it wanted to add another level to its direct sales force. This caused resentment among the existing salespeople, thinking their sales would be hindered because everybody would be sharing the same pie. So, Cisco created more pies. They created a three-tier sales force, where different products, based on complexity, were sold by salespeople in each tier. Each salesperson could concentrate on its area and become experts in those products. The result was more products were sold and Cisco left competitors in the dust.

Cisco wanted to be more productive but channel members were not happy, what is this concept< how it should be handled by Cisco?