...A Summary of “Crossing the Chasm” By Jonathan S. Linowes, Parker Hill Technology Geoffrey A. Moore, Crossing the Chasm, Marketing and Selling High-Tech Products to Mainstream Customer (revised edition), HarperCollins Publishers, New York, 1999 The high-tech marketing guru (and principle of The Chasm Group marketing consultants), Geoffrey Moore offers time tested insights into the problems and dangers facing growing software companies, and a blueprint for survival. This classic text (first published in 1991) is widely accepted as “the bible for bringing cutting-edge products to progressively larger markets.” For the benefit of the reader, while I do not presume to do justice to Moore's book, I attempt to summarize key points here: !" market is defined as A #"a set of actual or potential customers #"for a given set of products or services #"who have a common set of needs or wants, and #"who reference each other when making a buying decision The final point may be the least intuitive, but Moore says, "the notion that part of what defines a high-tech market is the tendency of its members to reference each other when making buying decisions-- is absolutely key to successful high-tech marketing." Many business plans are based on a traditional Technology Adoption Life Cycle, a smooth bell curve of high tech customers, progressing from Innovators, Early Adopters, Early Majority, Late Majority, and finally Laggards. In turn, this model becomes the foundation for...
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...CROSSING THE CHASM. Copyright © 1991 by Geoffrey A. Moore. All rights reserved under International and Pan-American Copyright Conventions. By payment of the required fees, you have been granted the non-exclusive, non-transferable right to access and read the text of this e-book on-screen. No part of this text may be reproduced, transmitted, downloaded, decompiled, reverse engineered, or stored in or introduced into any information storage and retrieval system, in any form or by any means, whether electronic or mechanical, now known or hereinafter invented, without the express written permission of PerfectBound™. PerfectBound ™ and the PerfectBound™ logo are trademarks of HarperCollins Publishers. Adobe Acrobat E-Book Reader edition v 1. October 2001 ISBN 0-06-018987-8 The original hardcover edition of this book was published in 1991 by HarperBusiness, a division of HarperCollins Publishers. 10 9 8 7 6 5 4 3 2 1 To Marie Contents PREFACE TO THE REVISED EDITION FOREWORD ACKNOWLEDGMENTS PART I Discovering the Chasm INTRODUCTION If Bill Gates Can Be a Billionaire 1 High-Tech Marketing Illusion 2 High-Tech Marketing Enlightenment PART II Crossing the Chasm 3 The D-Day Analogy v vi Contents 4 5 6 7 Target the Point of Attack Assemble the Invasion Force Define the Battle Launch the Invasion CONCLUSION Getting Beyond the Chasm About the Author Credits About the Publisher Front Cover Preface to the Revised Edition “Obiwan Kenobi,” says Sir...
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...Chapter Outline 7.1 Competition Driven by Innovation The Innovation Process 7.2 Strategic and Social Entrepreneurship 7.3 Innovation and the Industry Life Cycle Introduction Stage Growth Stage Shakeout Stage Maturity Stage Decline Stage Crossing the Chasm 7.4 Types of Innovation Incremental vs. Radical Innovation Architectural vs. Disruptive Innovation The Internet as Disruptive Force: The Long Tail Open Innovation 7.5 Implications for the Strategist Learning Objectives After studying this chapter, you will be able to: LO 7-1 Outline the four-step innovation process from idea to imitation. LO 7-2 Apply strategic management concepts to entrepreneurship and innovation. LO 7-3 Describe the competitive implications of different stages in the industry life cycle. LO 7-4 Derive strategic implications of the crossingthe- chasm framework. LO 7-5 Categorize different types of innovations in the markets-and-technology framework. LO 7-6 Explain the long-tail concept and derive its strategic implications. LO 7-7 Compare and contrast closed and open innovation.The beautiful leather-bound, multivolume set of books made a nice decorative item in many homes. In the early 1990s, when total sales for encyclopedias were over $1.2 billion annually, Encyclopedia Britannica was the undisputed market leader, holding more than 50 percent market share and earning some $650 million in revenues. Not surprisingly, its superior differentiated appeal was highly correlated ...
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...Implementing an Effective Change Management Strategy Neryl east PublIshed by IN assocIatIoN wIth Implementing an Effective Change Management Strategy is published by ark Group UK/EUROPE OFFICE ark conferences ltd Paulton house 8 shepherdess walk london N1 7lb united Kingdom tel +44 (0)207 549 2500 Fax +44 (0)20 7324 2373 publishing@ark-group.com NORTH AMERICA OFFICE ark Group Inc 4408 N. rockwood drive suite 150 Peoria Il 61614 united states tel +1 309 495 2853 Fax +1 309 495 2858 publishingna@ark-group.com ASIA/PACIFIC OFFICE ark Group australia Pty ltd Main level 83 walker street North sydney Nsw 2060 australia tel +61 1300 550 662 Fax +61 1300 550 663 aga@arkgroupasia.com editor evie serventi eserventi@ark-group.com head of content anna shaw ashaw@ark-group.com Managing director Jennifer Guy jguy@ark-group.com uK/europe marketing enquiries robyn Macé rmace@ark-group.com us marketing enquiries daniel smallwood dsmallwood@ark-group.com asia/Pacific marketing enquiries steve oesterreich aga@arkgroupasia.com IsbN: 978-1-907787-85-0 (hard copy) 978-1-907787-86-7 (PdF) copyright the copyright of all material appearing within this publication is reserved by the author and ark conferences 2011. It may not be reproduced, duplicated or copied by any means without the prior written consent of the publisher. arK1741 Implementing an Effective Change Management Strategy Neryl east PublIshed by IN assocIatIoN wIth Contents Executive summary...
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...development; and its importance in the development of risk management and quality improvement. Use this table as a graphic organizer to summarize the theoretical underpinnings and historical development of risk management and quality improvement. Historical Development (Name, Year) Founder of Event Nature of Development Importance to Development of Risk Management and Quality Improvement 1. The National Health care Quality Report, 2011 Agency for Healthcare Research and Quality The nature of the development is to monitor and control nationally the quality of care in the United States. These reports measure trends in effectiveness of care, patient safety, timeliness of care, patient centeredness, and efficiency of care. In the 20th century new chapters on care coordination, health system infrastructures are put into place. The reports present, in chart form, the latest available findings on quality of and access to health care. According to Priority areas for national action: Transforming health care quality (2003), the committee decided a framework would be useful in helping to identify potential candidates for the priority areas.The framework encompasses four domains of care, they are the following; Staying healthy (preventive care). Getting better (acute care). Living with illness/disability (chronic care). Coping with end of life (palliative care) (Priority areas for national action: Transforming health care quality, 2003). 2. Health People 2010, 2010 Department...
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...Healthcare Risk Control Risk and Quality Management Strategies 4 Executive Summary VOLUME 2 July 2009 Key Recommendations Assess current activities in risk management and quality improvement to evaluate their effectiveness in addressing overlap. Establish a structure to ensure that patient care activities are addressed in a coordinated manner involving risk management and quality improvement functions. Seek legal counsel to ensure that the structure for risk management and quality improvement activities maximizes legal protections granted by state and federal statutes while allowing for the flow of information. Align risk management and quality improvement plans with the strategic goals of the organization. Educate stakeholders on the role of risk management and quality improvement functions. Design systems to coordinate and streamline data collection, analysis, monitoring, and evaluation. Risk Management, Quality Improvement, and Patient Safety In the past, the risk management and quality improvement functions often operated separately in healthcare organizations and individuals responsible for each function had different lines of reporting—an organizational structure that further divided risk management and quality improvement. Today, risk management and quality improvement efforts in healthcare organizations are rallying behind patient safety and finding ways to work together more effectively and efficiently to ensure that their organizations deliver...
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...Standalone, Synergy and Premium Valuations II E. Integration Plan II Part 1 - The Rational of the Acquisition 1 1. Pfizer's Strategy 1 1.1. Pfizer Growth Strategy 2 2. Pfizer's Road Map 4 2.1. Pfizer's Acquisitions Rational 4 3. The strategy behind the acquisition 5 3.1. Acquisition Motives 5 3.2. M&A vs. Alliance 5 4. Target Identification 7 4.1. Protalix - an R&D Acquisition 9 5. Synergy Analysis 10 6. Standalone, Synergy and Premium Valuations 12 6.1. Market Value 12 6.2. Trading and Transaction Multiples Valuations 12 6.3. Discounted Cash Flow (DCF) Valuation 14 6.3.1. DCF Methodology and Assumptions 14 6.3.2. Summary of the Standalone and the Synergy DCF Valuation 15 6.4. Premium 16 6.5. Walk-away Price, Net Value Creation and Financial Feasibility 17 Part 2 - The Integration Plan 18 Bibliography 21 APPENDIXES 22 Appendix 1 - Pfizer's Executive Leadership Team 23 Appendix 2 - Pfizer's Organizational Structure Scheme 24 Appendix 3 - Five Forces Analysis for the Pharmaceutical Industry 25 Appendix 4 - Pfizer's PEST Analysis 27 Appendix 5 - Level of Competition Between the Acquirers & the Uniqueness of the Acquired Company 31 Appendix 6 - Acquisition Motives 33 Appendix 7 - Protalix Management and Board of Directors 35 Appendix 8 - Technology Adoption Lifecycle 36 Appendix 9 - Pfizer's SWOT Analysis 36 Appendix 10 - Protalix's Financials 38 Appendix 11 - About the Valuation Methods 40 Appendix...
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...promotions or corporate use. Special editions, including personalized covers, excerpts of existing books, or books with corporate logos, can be created in large quantities for special needs. For more information, contact Premium Sales at (212) 572-2232 or e-mail specialmarkets@randomhouse.com. Library of Congress Cataloging-in-Publication Data is available upon request. ISBN 978-0-307-88623-1 eISBN 978-0-307-88625-5 Printed in the United States of America Book design by Robert Bull Jacket design: TK Author photograph: TK 10 9 8 7 6 5 4 3 2 1 First Edition Rume_9780307886231_2p_all_r1.indd vi 3/17/11 11:46 AM CONTENTS ■ INTRODUCTION OVERWHELMING OBSTACLES 1 PART I GOOD AND BAD STRATEGY CHAPTER 1 GOOD STRATEGY IS UNEXPECTED 9 11 How Steve Jobs saved Apple • Business 101 is surprising • General Schwarzkopf ’s strategy in Desert Storm • Why Plan A remains a surprise CHAPTER 2 DISCOVERING POWER 21 David and Goliath is a basic strategy story • Discovering Wal-Mart’s secret • Marshall and Roche’s strategy for competing with the Soviet Union CHAPTER 3 BAD STRATEGY...
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...The Future of Nursing: Leading Change, Advancing Health http://www.nap.edu/catalog/12956.html Committee on the Robert Wood Johnson Foundation Initiative on the Future of Nursing, at the Institute of Medicine PREPUBLICATION COPY: UNCORRECTED PROOFS Copyright © National Academy of Sciences. All rights reserved. The Future of Nursing: Leading Change, Advancing Health http://www.nap.edu/catalog/12956.html THE NATIONAL ACADEMIES PRESS 500 Fifth Street, N.W. Washington, DC 20001 NOTICE: The project that is the subject of this report was approved by the Governing Board of the National Research Council, whose members are drawn from the councils of the National Academy of Sciences, the National Academy of Engineering, and the Institute of Medicine. The members of the committee responsible for the report were chosen for their special competences and with regard for appropriate balance. This study was supported by Contract No. 65815 between the National Academy of Sciences and the Robert Wood Johnson Foundation. Any opinions, findings, conclusions, or recommendations expressed in this publication are those of the author(s) and do not necessarily reflect the view of the organizations or agencies that provided support for this project. International Standard Book Number 0-309-XXXXX-X (Book) International Standard Book Number 0-309- XXXXX -X (PDF) Library of Congress Control Number: 00 XXXXXX Additional copies of this report are available from the National Academies...
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...issues of misperceptions in the link between mental health problems and violence. It will be argued that various factors contribute to violent behaviour while noting the limitations in studies which contribute to mental health labelling. A summary of the categorisation in positive and negative psychological health will be reviewed, followed by examining any relationship between violent behaviour and emotional well-being. A discussion of the academic findings around this relationship will be explored while identifying and discussing the various external factors that contribute to the risk of committing violence. There are two main organisations that have produced clarifications of mental disorders which are used throughout Western culture, Chapter V of the International Classification of Diseases (ICD-10) which was constructed by the World Health Organisation and the Diagnostic and Statistical Manual of Mental Disorders (DSM-S) constructed by the American Psychiatric Association; however concepts of mental disorder vary depending on culture and country. The World Health Organisation and National Surveys report there is no single agreement in the classification of mental illness and phrasing depends on the social, cultural, economic and legal context (Scheffler, 2002). There has been an inconclusive debate about the criteria for defining mental illness and which conditions should be included, however little evidence indicates clear differences between mental functioning and brain functioning...
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...Synopsis of Google Google is an iconic example of a multi-sided platform (searchers, advertisers, affiliates) with an impressive dynamic growth cycle based on innovations in products and processes. The business is based on a search algorithm developed by Brin and Page at Stanford in the late 1990s. The algorithm is an innovative approach to estimating the most “central” node in an enormous network, composed in Google’s case of websites indexed by keywords. The benefit of this approach, called Page Rank, is that it produces an ranking of sites determined by user behavior as opposed to by payments to the Google by advertisers. In theory, user determined rankings would be more useful and so was a critical selling point. The platform depends on the two-sided network externality between searchers and advertisers: the more companies that advertise, the more useful searching on Google will be; in turn, the more searchers on Google, the more companies will advertise. In addition, Google offered a lower cost per click (CPC) to advertisers than Overture (its main competitor), drawing more business. The combination of Page Rank, the lower CPC, and the two-sided externality was sufficient to launch the business. Then, Google developed two innovations that grew its advertiser base. First, it created a pricing model that adjusted the CPC by the predicted productivity of the ad based on its click-through-rate (CTR). More productive ads (whose actual to predicted CTRs were higher) cost...
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...Divergent Veronica Roth Dedication To my mother, who gave me the moment when Beatrice realizes how strong her mother is and wonders how she missed it for so long Contents Dedication Chapter One Chapter Two Chapter Three Chapter Four Chapter Five Chapter Six Chapter Seven Chapter Eight Chapter Nine Chapter Ten Chapter Eleven Chapter Twelve Chapter Thirteen Chapter Fourteen Chapter Fifteen Chapter Sixteen Chapter Seventeen Chapter Eighteen Chapter Nineteen Chapter Twenty Chapter Twenty-One Chapter Twenty-Two Chapter Twenty-Three Chapter Twenty-Four Chapter Twenty-Five Chapter Twenty-Six Chapter Twenty-Seven Chapter Twenty-Eight Chapter Twenty-Nine Chapter Thirty Chapter Thirty-One Chapter Thirty-Two Chapter Thirty-Three Chapter Thirty-Four Chapter Thirty-Five Chapter Thirty-Six Chapter Thirty-Seven Chapter Thirty-Eight Chapter Thirty-Nine Excerpt from Insurgent Chapter One Chapter Two Acknowledgments About the Author Back Ad Praise for Divergent Books By Veronica Roth Credits Copyright About the Publisher CHAPTER ONE THERE IS ONE mirror in my house. It is behind a sliding panel in the hallway upstairs. Our faction allows me to stand in front of it on the second day of every third month, the day my mother cuts my hair. I sit on the stool and my mother stands behind me with the scissors, trimming. The strands fall on the floor in a dull, blond ring. When she finishes, she pulls my hair away from my face and twists it into a knot. I note how calm she looks and...
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...at www.ideavirus.com. This version of the manifesto is current until August 17, 2000. After that date, please go to www.ideavirus.com and get an updated version. You can buy this in book form on September 1, 2000. This book is dedicated to Alan Webber and Jerry Colonna. Of course. Unleashing the Ideavirus 2 www.ideavirus.com STEAL THIS IDEA! Here’s what you can do to spread the word about Unleashing the Ideavirus: 1. Send this file to a friend (it’s sort of big, so ask first). 2. Send them a link to www.ideavirus.com so they can download it themselves. 3. Visit www.fastcompany.com/ideavirus to read the Fast Company article. 4. Buy a copy of the hardcover book at www.amazon.com/exec/obidos/ASIN/0970309902/permissionmarket. 5. Print out as many copies as you like. Unleashing the Ideavirus 3 www.ideavirus.com Look for the acknowledgments at the end. This is, after all, a new digital format, and you want to get right to it! The #1 question people ask me after reading Permission Marketing: “So, how do we get attention to ask for permission in the first place?” This manifesto is the answer to that...
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...0 Student name 0 Bongane Brian Mabaso 0 Master of Science (MTM) 0 GRADUATE SCHOOL OF TECHNOLOGY MANAGEMENT, 0 FACULTY OF ENGINEERING, BUILT ENVIRONMENT AND INFORMATION TECHNOLOGY, 0 UNIVERSITY OF PRETORIA 0 09 April 2012 0 Table of Contents 1 Abstract i Acknowledgements ii List of Figures iii List of Tables iv List of Acronymns/Definitions/Abbreviations v 1. Background to the research study 1 1.1. Introduction 1 1.1.1. Advantages of Terrestrial Microwave over Satellite 2 1.1.2. Digital Terrestrial Television value chain 4 1.1.3. Benefits of Digital Terrestrial Television to the consumer 5 1.1.4. Benefits of Digital Terrestrial Television to the broadcaster 5 1.1.5. Public broadcaster’s commercial activities 6 1.1.8 International Public Broadcasters 7 1.2. Historical development and current state of the industry 8 1.3 Technology standards (DVB-T set top boxes) 9 1.4 Research problem 11 1.5 Rationale for the study 11 1.6 Research objectives and/or research question/s 11 1.6.1 Problem statement 11 1.6.2 Research objectives 11 1.6.3 Research questions 12 1.6.4 Research hypotheses 12 1.7 Key attributes of the desired theory and derived models or methods 12 1.7.1...
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...Slovensky 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 [First Page] [-1], (1) Lines: 0 to 27 * 516.0pt PgVar ——— ——— Normal Page * PgEnds: PageBreak [-1], (1) 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 AUPHA/HAP Editorial Board Sandra Potthoff, Ph.D., Chair University of Minnesota Simone Cummings, Ph.D. Washington University Sherril B. Gelmon, Dr.P.H., FACHE Portland State University Thomas E. Getzen, Ph.D. Temple University Barry Greene, Ph.D. University of Iowa Richard S. Kurz, Ph.D. Saint Louis University Sarah B. Laditka, Ph.D. University of South Carolina Tim McBride, Ph.D. St. Louis University Stephen S. Mick, Ph.D. Virginia Commonwealth University Michael A. Morrisey, Ph.D. University of Alabama—Birmingham Dawn Oetjen, Ph.D. University of Central Florida Peter C. Olden, Ph.D. University of Scranton Lydia M. Reed AUPHA Sharon B. Schweikhart, Ph.D. The Ohio State University Nancy H. Shanks, Ph.D. Metropolitan State College of Denver * [-2], (2 Lines: 2 59.41 ——— ——— Normal * PgEnds [-2], (2 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 [-3], (3) Lines: 115 to 168 * 487.0pt PgVar ——— ——— Normal Page * PgEnds: Eject [-3], (3) AUPHA Health Administration Press 1 2 3 4 5 6 7 8 9 10 11...
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