April 2008 - Vol 9, Number 1

In this month's issue:

What Part of the Word “RECESSION” Don’t We Understand?

October 2007 - Vol 8, Number 4

Why On-Demand and Hosted Solutions Are Not the Same Thing

August 2007 - Vol 8, Number 3

The Collaboration Conundrum: Why Consensus-Based Organizations Struggle

May 2007 - Vol 8, Number 2

Don't Forget the Other "SaaS" Offerings

January 2007 - Vol 8, Number 1

Filling the Strategy Vacuum

How to Plan Effectively Across Multiple Time Horizons

December 2006 - Vol 7, Number 4

Revitalizing Growth in Mature, Commoditizing Markets

July 2006 - Vol 7, Number 3

1. The Problem with "Bubble-Up" Innovation
2. Case Study: Why it is Vital to Understand Customer Resistance to New Innovations
3. Dealing with The 'Black Box" Syndrome and "Meeting Hell"

May 2006 - Vol 7, Number 2

Meet the New CIOs

March 2006 - Vol 7, Number 1

1. “The Four D’s: Critical Segmentation Criteria for Targeting SMBs
2. The Problem of Being Careless with Important Words
3. Leadership and Strategy, Strategy and Leadership

December 2005 - Vol 6, Number 6

1. Innovation Strategies: The Power of the Deliberate Innovator
2. Clear as Mud - In the Land of Gobbledygook

October 2005 - Vol 6, Number 5

Reversing the Dismal Track Record of M&A in High-Tech

September 2005 - Vol 6, Number 4

Nine Adoption Risks that Deter Customers from Buying

June 2005 - Vol 6, Number 3

Quoting Prices to Prospects - How to Avoid Getting Tied Up in Knots

March 2005 - Vol 6, Number 2

1. Building a Coherent Business Case to Sell Your 'Solution'
2. Tale of the Tape: Email's Vicious Sting
3. Market Strategy: Twelve Common Misconceptions that Can Sink Your Company

January 2005 - Vol 6, Number 1

1. The Plight of the Midsized Tech Company
2. Comments on Recent M&A Activity

November 2004 - Vol 5, Number 5

Reviving the Lost Art of Managing Major Accounts

October 2004 - Vol 5, Number 4

1. Recent Buzz ...
2. Strategery!

June 2004 - Vol 5, Number 3

Outsourcing & Offshoring: A Primer

By Geoffrey Moore

May 2004 - Vol 5, Number 2

1. Defining the "Compelling Reason to Buy"
2. Ten Signs that Your Category and/or Company Has Crossed the Chasm
3. Selling to a CIO - In the Words of a Corporate CIO
4. Avoiding Google-sickness or Salesforce.com-itis
5. Reader Response to "Keep the Damned Product Behind Your Back!" Article

April 2004 - Vol 5, Number 1

1. In Enterprise Sales, Keep the Damned Product Behind Your Back!
2. The Meaning of Sun's Truce with Microsoft
3. The Unattainable Real-Time Enterprise (by Geoffrey Moore)

December 2003 / January 2004 - Vol 4, Number 12

1. What 2004 Promises for High-Tech: Return to Good Times, or a Slow Recovery?
2. Miscellaneous Topics

November 2003 - Vol 4, Number 11

1. The Mystery of Teams
2. The Top Ten 2004 Business/E-Commerce Trends (Survey by CEOnetworking)
3. What Makes Some Start-Ups Succeed?
4. Provocative Thoughts on Corporate Strategy and Governance
5. Buzzword Bonanza: A Word from the Nation's #1 Spokesman on Business Lingo

October 2003 - Vol 4, Number 10

Making Board Meetings Work

September 2003 - Vol 4, Number 9

1. Larry Ellison and Scott McNealy on the State of Oracle and Sun in the World
2. Why HP Will Continue to Lag Major Competitors, and May be Forced to Break Up

August 2003 - Vol 4, Number 8

Size Matters, but What About Strategy? Why Gorillas Find it So Hard to Keep Growing

July 2003 - Vol 4, Number 7

1. Latest Twists and Turns in the Oracle vs. PeopleSoft/J.D. Edwards Tussle
2. Darwinism, Innovation and the Maturing Tech Industry: Interview with Geoffrey Moore

1. “Gentlemen, Start Your M&A Engines!”
2. Strategic Implications of the Oracle/PeopleSoft/J.D. Edwards Triangle
3. Does Software Have a Future as a High-Growth Business?You Bet it Does!

1. A Conundrum in Many Companies: “Our Strategy’s Fine, But We’re Not Aligned!”
   
2. Who Should Be Accountable for the Sales Pipeline: The VP of Sales or CEO/COO?
   
3. Things to Love and Things to Hate About the High-Tech Business

The Strategic Value of Maintenance (Yes, I’m Serious!)

Almost universally, tech companies treat maintenance as an afterthought, and real customer satisfaction levels and revenues suffer as a result.  This article describes why maintenance contracts provide a strategic opportunity to fortify customer relationships and ramp up revenues, in addition to serving the tactical purpose of providing much needed cash during a general or company-specific downturn, when a real turnaround strategy becomes crucial.

1. Advice to Microsoft on Commodity Software (article by David Stutz, formerly of Microsoft
2. Observations on Dealing with Painful Challenges Facing Most Software Companies

February 2003 - Vol 4, Number 2

1. John Cleese on How to Sell Solutions - Why Intelligence Increases When We Think Less
2. Making the Yin & Yang of Product Management & Product Marketing Work Effectively(with particular reference to the challenge of crossing the Chasm into the Bowling Alley)
3. Reader’s Letter on the ASP vs. License Model Debate

January 2003 - Vol 4, Number 1

Snippet #1: Decisions Don't Wait - Andy Grove Interview


1. In High-Tech, Companies are Ephemeral but People Stick Around
   
   Snippet #2: Leadership Lessons from Colin Powell
   
   
2. What's the Right Marketing Resource Focus for Enterprise Software Companies?
   
   Snippet #3: Surprising Predictions for 2003 by Morgan Stanley's Chief Strategist
   
   
3. What to Do to Gain Credibility with IT Executives (interview: Toby Redshaw of Motorola)
   
   Snippet #4: Latest Bombast on the Battle Between Licensed and ASP Software Model

December 2002 - Vol 3, Number 12

1. Could We Be Seeing the End of Earnings Forecasts?
   
2. More Lessons Learned, by a Software-Company CEO…
   
3. The IT Spending Outlook: What Today's Economic Trends Mean for a High-Tech Recovery (article by Tom Kippola)
   
4. Memorable Words on the Disappointment of Not Attaining One's Goals…
   
5. Push vs. Pull Markets: Different Approaches to Scaling the Business

November 2002 - Vol 3, Number 11

1. A Contrarian's View of the Current Crisis of Investor Confidence
   
2. Managing the Transition from CEO-Only to CEO+COO in a Growing Tech Company
   
3. 'Just Shoot Me!': Managing the Services Function Inside a Products Company (article by Geoffrey Moore)

October 2002 - Vol 3, Number 10

1. Announcing the Winners: 'The Top 10 Irrefutable Signs that the Apocalypse Was Upon Us'
   
2. Corporate Politicians-The New Leadership Confluence (Article by James Strock)
   
3. Lessons on Accountability from the Football Field (Interview with Steve Young)
   
4. Jump-starting the Process of Re-energizing Your Company

September 2002 - Vol 3, Number 9

1. The Top Ten Irrefutable Signs that the Apocalypse Was Upon Us in Late 1999 Early 2000
   
2. Six Key Lessons for Dealing with the Downturn from Tech Company CEOs
   
3. A Powerful Idea to Align the Goals of Marketing and Sales in Enterprise Software Companies
   
4. Partnering Strategy for Strategic Initiatives vs. Business-as-Usual Programs

August 2002 - Vol 3, Number 8

1. Salem Witch Trials Redux: The Backlash Against Corporate Malfeasance
   
2. What Getting Real in Today's Environment Really Means
   
3. Marketing Programs for Times Like These

July 2002 - Vol 3, Number 7

1. Is There Any Way of Closing Deals in Today's Corporate Marketplace?
   
2. Price Discounting Article in June Edition: Additional Note and Reader Response

June 2002 - Vol 3, Number 6

1. Price Discounting: If You Really Have to Do It, Make Sure There's a Quid Pro Quo!
   
2. The Worst of Times, the Best of Times

May 2002 - Vol 3, Number 5

1. Stock Options, Corporate Governance and CEO Earnings: The Other Side of the Coin
   
2. Life Sciences, Genomics, and So On: A New Market for Enterprise Software?
   
3. A Core-vs.-Context Approach Lets Cisco Focus on Mission-Critical Tasks

April 2002 - Vol 3, Number 4

1. The Soap Opera Continues: HP vs. Hewlett is Looking Like Bush vs. Gore!
   
2. Hot Issues of the Day: From the Andersen Lynching to Expensing Stock Options
   
3. What Prevents Companies from Executing Their Strategies?
   
4. Choosing Between the Two High-Tech Organizational Model

March 2002 - Vol 3, Number 3

1. Tech Company Earnings: Getting a Handle on the Infamous "Visibility" Issue
   
2. Accelerating Sales in a Tough Environment: The Case of RightNow
   
3. Thirteen Reasons Why E-Commerce Initiatives Stalled in Large Companies

February 2002 - Vol 3, Number 2

1. The "You Thought You Had Problems?" Quote of the Month…
   
2. After Enron, Arthur Andersen, CSFB, et al - Will Investors Keep Faith in
   the Stock Market?
   
3. SeeCommerce & Qarbon: Accelerating Sales in a Tough Environment

January 2002 - Vol 3, Number 1

1. Timely Quotes, and Notable Comments on Current Affairs …
   
2. 2001 Snapshot and 2002 Outlook …
   
3. The Psychology of Market Development: Create an Epidemic or Chase Every Prospect
   
4. Early Market Competitive Advantage: Crimes and Misdemeanors in Project Pricing
   
5. Technology Company CEO: The Best Job in the World - or the Worst

December 2001 - Vol 2, Number 12

1. The Views of Warren Buffett on Investment vs. Speculation
   
2. Who is Your Competition?
   
3. A Reader's Commentary on the Future of High-Tech in the Post-9.11 World

November 2001 - Vol 2, Number 11

1. Call for Real-Life Cases: Deal "Accelerators" in Today's Marketplace
   
2. Crisis: A Natural State of Being for High-Tech Companies
   
3. Crossing the Chasm: Nailing the Second Bowling Pin Can Be Harder Than the First!

October 2001 - Vol 2, Number 10

1. The Events That Changed the World - and The Future Role of High-Tech
   
2. Return of a Business Revolutionary: Michael Hammer on the Internet and Other Matters
   
3. Web Services: Hype or Reality?

September 2001 - Vol 2, Number 9

1. CommunityB2B White Paper on "E-Business: Current Technology Trends"
   
2. Odds and Ends …. The HP-Compaq Deal, and Priceline's Turnaround
   
3. Collaborative Manufacturing: Enterprise Customers Describe their ROI

August 2001 - Vol 2, Number 8

1. Dammit, We Are in a Recession - Now Let's Find a Way Out of It!
   
2. Really Getting Back to Basics: Seven Key Strategic Questions
   
3. Using Site Audits to Accelerate Enterprise Purchasing Decisions

July 2001 - Vol 2, Number 7

1. E-Business Conferences: Vendors Sounding Upbeat
   
2. The Implications of Poor Governance in High-tech Companies

June 2001 - Vol 2, Number 6

1. Announcements and Upcoming Events
   
2. Leaders Are Expected to Transmit Certainty - Especially in Troubled Times
   
3. Collaborative Procurement from a Single Supplier's Viewpoint
   
4. e-STEEL: From B2B Exchange to Supply Chain Integration Software Provider

May 2001 - Vol 2, Number 5

1. Collaborative e-Business Applications: Key Adoption Dynamics
   
2. eMerge Interactive: Latest Status of the Business
   
3. Core Competencies: "Because We're Good Enough, We're Smart Enough …"
   
4. "…Yet We Have No Information on This": Thoughts from Peter Drucker

April 2001 - Vol 2, Number 4

1. Taking a Closer Look at the Benefits of Collaboration
   
2. B2B Exchanges: Total Insanity - or a Step in the Right Direction?
   
3. Back to Basics: At Last, Strategy's Back!
   
4. Internet Hindsight as Seen by Veterans: Mistakes Not to Be Repeated
   
5. International Operations: Key "Don'ts" and Key "Do's"

March 2001 - Vol 2, Number 3

1. TIBCO Software: One B2B Model for Successful Enterprise Sales
   
2. Back to Basics: Surviving the Ten Traps of Early Market Selling (Part II)
   
3. The Valuation Dance - 2001 Version
   
4. WorldRes: Creative Solution to Managing a RIF Plan

February 2001 - Vol 2, Number 2

1. Back to Basics: Surviving the Ten Traps of Early Market Selling (Part I)
   
2. Key Fallacies about the SME Marketplace
   
3. Of RIF Plans and Re-Invention: B2B Companies Under Pressure
   
4. Finally, Collaboration Gets Hot!

January 2001 - Vol 2, Number 1

1. Ten Events that Marked the Twentieth Century
   
2. Lessons Learned - from a B2B CEO
   
3. "Back to Basics" - Strategic Theme for 2001
   
4. Chasm Group Update: Expansion of the Firm's Practice into Communications and Networking

December 2000 - Vol 1, Number 8

1. Value Creation in Supply Chain Logistics: GZ4 Panel,
   Dec. 6
   
2. Crucial Mis-steps in B2B Sales Strategies
   
3. LifeCycle-based Enterprise Sales: The Key to Crossing the Chasm

November 2000 - Vol 1, Number 7

1. Core vs. Context: Crafting Service Level Agreements for the Internet Era
   
2. Critical Success Factors: Strategic Alignment in Internet Startups

October 2000 - Vol. 1, Number 6

e-Merge Interactive: First-Prover Advantage in Action

September 2000 - Vol. 1, Number 5

1. Why ASP Adoption is No Slam Dunk
   
2. Market Segmentation for E-Business: Industry Verticals vs. Target Markets
   
3. Value Chain Integrators: Upcoming Case Studies

August 2000 - Vol. 1, Number 4

1. Building Value: From Trading Exchanges to Collaborative Marketplaces
   
2. From Value Chains to Value Networks: Dealing with Your Customer's Customer
   
3. First-Prover Advantage: Metrics Model for Digital Marketplaces

July 2000 - Vol. 1, Number 3

1. Today's Ten "Proxies" for B2B Success
   
2. Transaction Satisfaction - Key Liquidity Metrics for Crossing the Chasm
   
3. Brick and Mortar Blueprint for Internet B2B Commerce - A Contrarian View

June 2000 - Vol. 1, Number 2

1. Time for a Rethink: The Hype is Over - What's Next?
   
2. From First Mover to First Prover - Creating Liquidity in B2B Net Markets
   
3. Further Note on ISM's - Which Ones Will Succeed?
   
4. How European Net Market Makers Can Succeed Against U.S. Based Competitors?

May 2000 - Vol. 1, Number 1

1. Five B2C Proof Points for B2B Net Markets
   
2. Guilt by Association: Why B2B stocks won’t emulate the B2C meltdown
   
3. Independents vs. Incumbents – “If you can’t beat ‘em, join ‘em – then beat ‘em!”