Now in its fifth edition, Diffusion of Innovations is a classic work on the spread of new ideas. In this renowned book, Everett M. Rogers, professor and chair of the Department of Communication & Journalism at the University of New Mexico, explains how new ideas spread via communication channels over time. Such innovations are initially perceived as uncertain and even risky. To overcome this uncertainty, most people seek out others like themselves who have already adopted the new idea. Thus the diffusion process consists of a few individuals who first adopt an innovation, then spread the word among their circle of acquaintances—a process which typically takes months or years. But there are exceptions: use of the Internet in the 1990s, for example, may have spread more rapidly than any other innovation in the history of humankind. Furthermore, the Internet is changing the very nature of diffusion by decreasing the importance of physical distance between people. The fifth edition address

Inside the Tornado teaches a startling lesson. As markets change, the very skills that you've just perfected become your biggest liabilities, and if you can't put them aside to acquire new ones you're in for tough times. This is a challenging lesson to apply but Geoffrey Moore uses inspiring examples from market-leading firms to illuminate every dimension of managing a market-focused business strategy. All industries which rely on technology - not just computer hardware, software and telecommunications, but entertainment, publishing, broadcasting, banking, insurance,healthcare, aerospace, defence, utilities, pharmaceuticals, retail and pretty well every other type of industry - must learn to thrive Inside the Tornado.

The first book to deal with the problems of communicating to a skeptical, media-blitzed public, Positioning describes a revolutionary approach to creating a "position" in a prospective customer's mind-one that reflects a company's own strengths and weaknesses as well as those of its competitors. Writing in their trademark witty, fast-paced style, advertising gurus Ries and Trout explain how to: • Make and position an industry leader so that its name and message wheedles its way into the collective subconscious of your market-and stays there • Position a follower so that it can occupy a niche not claimed by the leader • Avoid letting a second product ride on the coattails of an established one. Positioning also shows you how to: • Use leading ad agency techniques to capture the biggest market share and become a household name • Build your strategy around your competition's weaknesses • Reposition a strong competitor and create a weak spot • Use your present position to its best advantag

<p><b>Turn Your Great Idea into a Thriving Business!</b></p> <p>“A guide that sets first-time entrepreneurs’ feet in the right direction.”<br> <b>Geoffrey Moore, author, <i>Crossing the Chasm</i></b></p> <p>“There are many books on entrepreneurship, but this is one of the few that will convert individuals to entrepreneurs.”<br> <b>Desh Deshpande, founder, Deshpande Center for Technological Innovation, MIT; chairman, A123 Systems; cochair, National Council for Innovation and Entrepreneurship</b></p> <p><b>About the Book:</b></p> <p><b><i>Are you among the many Americans who dream of starting a business but think you don’t know how? Help has arrived . . .</i></b></p> <p>For generations, Dartmouth College and the Tuck School of Business have influenced and driven global entrepreneurship. Dartmouth firsts include the world petroleum industry, technological breakthroughs like artificial intelligence and BASIC computer language, as well as popular products, such as the Nerf football and the

Comprehensive Answers to the "Why" of Wireless Mobility <p>In this unique guide, Cisco wireless expert Neil Reid incorporates best practices from some of the most complex and challenging wireless deployments in the industry and provides an insider's view of the "why" of wireless mobility. The book discusses the critical need for today's wireless networks and how these systems are integral to education, healthcare, manufacturing, and other industries. <i>Wireless Mobility</i> looks beyond the technology and costs of wireless implementations, focusing on the long-term strategic advantages enabled by wireless mobile networks.</p> <p><i>Coverage includes:</i></p> <ul> <li>How wireless networks are used to derive maximum value from business operations</li> <li>Insights on the value of mobility from a CIO's perspective</li> <li>The essential role of wireless mobility in enabling virtualization</li> <li>Value propositions of wireless mobility in education and healthcare</li> <li>How wireless

Customer Integration<br> <br> Attaining higher levels of customer delight, increasing the speed and efficiency in the product development process, and increasing profits are goals many managers are struggling to achieve. Customer Integrated Decision Making, or CIDM, is a process that will show managers how to reach these goals by integrating the customer into the decision-making process and incorporating the customer's wants and needs into the design of new products and services.<br> <br> Customer Integration: The Quality Function Deployment (QFD) Leader's Guide for Decision Making focuses on the complete CIDM/QFD process. The book details the reasons for using CIDM market identification techniques, and QFD idea generation methodologies, as well as some basic and advanced customer "choice" prediction approaches. This practical, structured, and replicable process will provide a company of any size with the tools to assure its teams' success as they move to become linked to the customer.

A practical guide to building products people love and can't put down.

This book is an example of a unique partnership of motivated, technical teammates and would-be competitors coming together to develop a real how to book on the Wireless Application Protocol (WAP). . . . The authors are all actively working in the wireless and Internet industry, on the front line, helping to develop and deliver services to customers using a new wireless Internet standard. . . . They have produced a WAP reference that will become required reading for anyone planning to create applications, author content, or deliver or deploy services to wireless devices. --From the Foreword by Gregory G. Williams, Chairman of the WAP Forum The mobile Internet builds on a radical shift in the way we work, play, and communicate, extending traditional Internet and Web services to wireless devices such as cellular phones and personal digital assistants (PDAs). This book is about the mobile Internet, the technology that powers it, and how to write content and applications for this new enviro

You?ve no doubt seen or heard talk of ?IT Doesn?t Matter? in the May 2003 issue of Harvard Business Review. It?s one of those rare pieces of Harvard-speak that will be heard around the world, the likes of which hasn?t been seen since HBR published Michael Hammer?s ?Reengineering Work: Don?t Automate, Obliterate!? in 1990. As Bob Evans of Information Week reported, ?Carr?s unshakeable belief [that IT is now a commodity] leads him to a conclusion that?s no doubt provocative, but also profoundly short sighted and dangerous.?Has IT has reached the Winter of its life as an enabler of competitive advantage? Or is it Springtime, the season of growth for forward-thinking companies like GE, Dell, Wal-Mart and others determined to dominate their industries in the decade ahead? Read Smith & Fingar's critical analysis-- then you decide.Smith & Fingar are authors of the landmark book, Business Process Management (BPM): The Third Wave. They posit that a new approach to business automation centered o

<p>In The Chasm Companion, The Chasm Group's Paul Wiefels presents readers with a new analysis of the ideas introduced in bestselling author Geoffrey Moore's classic books, Crossing the Chasm and Inside the Tornado, and focuses on how to translate these ideas into actionable strategy and implementation programs. This step-by-step fieldbook is organized around three major concepts: how high-tech markets develop, creating market development strategy, and executing go-to-market programs based on the strategy.</p>

<p><b>THE MARKET-PROVEN PRINCIPLES OF <i>SOLUTION SELLING </i>FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT</b></p> <p><b>The long-awaited sequel to <i>Solution Selling</i>, one of history's most popular selling guides</b></p> <p>Nearly 10 years ago, the influential bestseller <i>Solution Selling </i>literally rewrote the rules for selling big-ticket, long-cycle products. <i>The New Solution Selling </i>expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and <i>The New Solution Selling </i>incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:</p> <ul><li>A completely reva

Leverage AI to be a 10x Founder Today's most successful founders know that the startups that learn the fastest will win. In The Experimentation Machine, HBS professor, entrepreneur, and venture capitalist Jeffrey J. Bussgang reveals how AI is transforming the way startups find product-market fit and scale. Applying timeless methods and cutting-edge tools, Bussgang shows you how to turn your startup into an AI-powered experimentation machine-learning faster and building smarter with leaner teams. Join the new class of '10x Founders' who are building valuable companies faster than ever. Why founders who use AI will replace those who don't How to design, sequence, and rigorously run startup experiments Tools 10x Founders use to create superpowers and leverage How to scale your startup without growing headcount Redefining 'Product-Market Fit' for the AI Age

<p><b>Build better relationships and Sell More Effectively With a Powerful SALES STORY</b></p> <p>“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.”<br><b>—John Burke, Group Vice President, Oracle Corporation</b></p> <p>“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is <i>What Great Salespeople Do</i>. A must-read for anyone seeking to influence another human being.”<br><b>—Mark Goulston, M.D., author of the #1 international bestseller <i>Just Listen: Discover the Secret to Getting Through to Absolutely Anyone</i></b></p> <p>“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuad

<p>To get the full benefit of branding, companies must actually live the brands they sell. This approach is called integrated branding and it's not just a communications strategy. Companies must demonstrate to themselves and their customers that its brands are what the company is. The Brand and the company are inseparable, and that realization must pervade the entire organization, from new product development to human resource management. Integrated branding is a way of operating, an overall way of doing business, and a way to make certain a company's products are based on the right answers to two mutually reinforcing questions: What do customers value and what does the company do best in relation to what the customers want? The tools to accomplish these goals are called drivers. LePla and Parker show clearly and comprehensively how drivers work and how to apply them. Not just for marketing directors, strategy planners and executive policy makers will also find this to be an essential