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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Develop products on nee ...

Then, wants and features will drop out. Don’t confuse the two. A need can be identified because it is always associated with a benefit the customer receives when it is fulfilled. In the case of marketing t ... See more

Tech Business Strategy ...

Most confuse the two and in reality I doubt there is any formal definition for marketing. In military circles the definition is clear... I believe that this definition works well for business with some modific ... See more

Sell yourself, your com ...

When it comes to big ticket capital items, the customer is not just buying a product, they are making a long-term commitment with you and your company. If the product doesn’t work, their career will be on the ... See more

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

Budgets and risk avoida ...

If you think back to the days when today’s giants were small, the focus was not on budgets, but on growth through innovation. Risk and innovation must be managed, but don’t make the mistake of over-managin ... See more

Elephants can innovate

Does real innovation only occur in small companies? Not true: here are some big companies that have shown how to innovate. ... See more

Always give product or ...

Naming can be an important factor in achieving market success or it can lead down the path to market failure. This is because the customer usually encounters the name first in the decision path to learn more a ... See more

Confuse the customer wi ...

Never believe that naming is trivial. It’s the first thing people must remember before they decide to buy. That alone makes it one of the most important things an executive must do. For if they can’t rem ... See more

Risk versus Uncertainty ...

Risk is when an outcome’s probability is known. Uncertainty is when an outcome’s probability is unknown. Know which is which before you weigh your decisions ... 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