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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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

Tunneling through a com ...

Tunneling through a competitor’s pricing walls is a very effective strategy. AMD successfully used this to gain share in the microprocessor market. It starts with carefully examining the existing market struc ... See more

Segment products and ma ...

One of the greatest problems in marketing is effectively communicating the differences between products so that they are clear in the customer’s minds. Pricing provides one of the most effective ways to do thi ... See more

Advertise your company’ ...

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

Product marketing and d ...

Product marketing and development should be close enough to account management and corporate marketing to provide support. ... See more

Monetization - The firs ...

When does the innovation clock start: With the idea, with the first paper, with the first alpha tool, or who’s first to create value? ... 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

Partnering only happens ...

The difference between partnering and purchasing is that partnering can only happen when both parties see their future as mutually interdependent. In contrast, purchasing can occur anytime the seller has a prod ... See more

Operations, account man ...

15 Jun 1988

Operations, account management, corporate marketing, and product marketing & development are worthless without each other. They need the flexibility to support each other when issues arise ... See more