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

Strategy versus Grand S ...

It is a general rule that a strategy will fail against the competitor who can master a grand strategy. The reason is that a strategy is composed of one vector where its single focal point is more fragile when e ... See more

R&D is your future, SG& ...

In general, robbing SG&A to invest in R&D promotes growth in a healthy technology company. Doing the opposite robs growth. ... See more

IBM’s Design For Manufa ...

15 Jun 2007

Why does IBM have a semiconductor group when the biggest advancements in computing power are coming from architectural innovation these days and the lighting to the end of the Moore’s Law Tunnel keeps getting d ... See more

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 to ... See more

Leading is a top line f ...

The greatest industry leaders are invariably remembered for their ability to grow revenues, not manage costs. The reason is ... ... See more

Sales and Marketing sho ...

When the two are combined, the strategic parts of marketing often get short shrift. This often leads to feature-oriented product development which is almost always a disaster. At the same time, sales should h ... See more

Faster learning cycles: ...

Want to improve RoR (Return on R&D)? Faster learning cycles are probably the biggest reason why the best development teams regularly out-innovate their competitors. Faster learning cycles are far more important ... See more

It is an error to place ...

If you put marketing under sales it will become its slave, losing all vision. Under either, marketing will be driven to be totally tactical, its strategic role eliminated. Sales will focus marketing on the ad ... 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