Competition never sleeps

Summary : It is a basic principle of tactical awareness that the competition never sleeps. You must assume that they are always trying to find areas of competitive advantage and working to reverse any areas of competitive disadvantage. During the eighties, the ascent of Japan's semiconductor equipment industry was accompanied by high customer satisfaction with their tools and general dissatisfaction with tools made by western suppliers...

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Pricing is a function o ...

Pricing of undeveloped products is one of the biggest issues for companies in high technology. They typically revolve around should one price to cost or value, which is really a marketing question which assume ... See more

High-tech business stru ...

High-tech business structure is fundamentally different from the B-School classics. The old style of business was split into three primary areas... he style for a modern Tech business splits it into four areas. ... See more

The Three Traits of Gre ...

When I think back on the best leaders I have ever had the pleasure to know there are three basic traits they all had that enabled them to grow their companies. First and foremost was clarity of purpose. Second, ... See more

Narratives – not earnin ...

It is a strategic error to focus too closely on the more predictable control of quarterly earnings results, while providing a stale narrative for where future earnings growth will come from. Earnings are just t ... See more

It’s all about good man ...

During the late eighties execs had to sit through lectures about the superiority of Japanese management. After sitting through one, Jim Morgan, of Applied Materials replied ... ... See more

Look like a duck: How I ...

Look like a duck: cool and collected on the surface, while paddling hard underneath. But never stop paddling, or you will be a sitting duck. ... See more

Advertise your company’ ...

You will never get ink from a magazine to burn mind share with your company’s name... ... See more

If you apply classical ...

It’s not that classical marketing is totally ineffective. But it is only marginally so. The reason is that classical marketing is what tech-marketing gurus refer to as the fluff part of marketing. It appeals ... See more

More on principles and ...

The underlying principles and purpose of their leaders govern the outcome of all businesses. ... See more

SALES versus MARKETING

"SALES is persuading the Customer to WANT what we HAVE. MARKETING is being sure we HAVE what the Customer NEEDS, (now and in the future)." — Peter Hanley ... See more