recentpopularlog in

jerryking : geoffrey_moore   6

Darwin and Demon: Innovating within Established Enterprises
July-August 2004 | HBR | Geoffrey A. Moore

Innovation comes in many forms--products, processes, marketing, business models, and more. Which kind should you be pursuing? It depends where are you in your product category's life cycle.
innovation  HBR  product_launches  taxonomy  life_cycle  market_windows  sales_cycle  Geoffrey_Moore  intrapreneurship  product_category  new_categories 
december 2012 by jerryking
In a Downturn, Provoke Your Customers
March 2009 | HBR | by Philip Lay, Todd Hewlin, and Geoffrey Moore

The downturn is making it tougher than ever to make a sale. The companies you serve are slashing budgets. Senior executives—
not the managers you’ve traditionally dealt with—are now the decision makers. But you can motivate those executives to allocate funds for your offering—by using provocation-based selling:
• Identify a critical problem facing your customer—one so ominous that, even in a downturn, it will find the money to address it.
• Formulate a provocative view of the problem—a fresh perspective that frames the problem in a jarring new light.
• Lodge your provocation with an executive who has the power to approve the solution you’re proposing. To win support,convey the magnitude and intractability of the problem—without putting him on the defensive.
boldness  economic_downturn  fresh_eyes  Geoffrey_Moore  HBR  howto  pain_points  perspectives  problems  problem_solving  provocations  selling_the_problem  recessions  sales_cycle  selling  solutions 
august 2012 by jerryking
Innovate, Yes--But Where?
03.13.06 | Forbes | by Rich Karlgaard. "Today’s bestseller
list on management bursts with innovation-themed titles. Two I’ve read
and recommend are Geoffrey Moore’s Dealing With Darwin: How Great
Companies Innovate at Every Phase of Their Evolution and Vijay
Govindarajan and Chris Trimble’s 10 Rules for Strategic Innovators: From
Idea to Execution." Startups, I think, hold the best cards when it
comes to two types of innovation: technology and price. But incumbents
also have ample areas in which they can innovate. Consider these
examples: Cost Innovation, Logistics Innovation, Design Innovation,
Line-Extension Innovation, Data-Analysis Innovation,
innovation  howto  Rich_Karlgaard  Geoffrey_Moore  data_mining  design  branding  logistics  Vijay_Govindarajan  books  start_ups  costs  taxonomy 
october 2009 by jerryking

Copy this bookmark:





to read