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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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

Problems are markets an ...

One of the biggest mistakes companies make in product development is in not understanding this principle. You see it all the time, with marketing professionals foolishly referring to their product as a solution ... See more

Power projection in you ...

Power projection must be a fundamental part of your company’s strategy ... 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

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

Forecasting is essentia ...

Forecasting is as much a philosophy of time and space as it is a series of methodologies. Understand the philosophy and you will understand how to forecast better, which methods to choose in different situatio ... See more

The stock will take car ...

15 Jun 1988

This is something our industry’s marketing legend, Bob Graham, used to say whenever his people got worried about their company’s stock taking a dive. I was reminded of it when I heard Jack Dempsey, Twitter’s CE ... 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

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

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