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Copyrighted Material BINDEX 02/24/2011 15:11:30 Page 209 INDEX A PC maker to a commercial AD/Cycle, 46–47. See also IBM brand, 50–58 ADP, 144–145 Application service providers, Agilent Technologies, 181–182 138–140 Agillion, 109–110; as a Approachable solutions, 29–30; precursor to software as a cloud computing, 33–39; service, 103–104 Visual Basic, 32–33 AltaVista, xiii, 37 Arrogance, 8–9 Amazon.com: sneak attack Artificial intelligence, 114–115, strategy, 73–78 163–164 Amelio, Gil, 55 Asyst Technologies, Inc., 128 Andreessen, Marc, 63 Attachmate, 42 Android, 72,http://www.pbookshop.com 150. See also AT&T, 107; legacy products, Google 178–180; Unix, 117 AOL, 66 Apollo computer, 42 B AppExchange,COPYRIGHTED 150. See also Baan MATERIAL Software, 177 salesforce.com Ballmer, Steve, 66 Apple, Inc., xiii, 42–43, 44; and Barnes & Noble, 74 IBM, 167; iTunes App Store, BEA, 42 150; legacy products, Bechtolsheim, Andreas, 16–17, 182–184; transforming from 69 209 BINDEX 02/24/2011 15:11:30 Page 210 210 INDEX Benioff, Marc, 141, 143–145, Client/server computing, 146, 149–150 83–84, 88 Bennett, Rick, 146 Client/server market: gotcha Bezos, Jeff, 73–75 syndrome, 118–129; second Bina, Eric, 63 generation, 126–129; why it Bing, 71. See also Microsoft failed, 121–126 Biondi, Frank, Jr., 104 Cloud computing, xi, 151; Blindness to market realities, changing the way businesses 9–10 attract customers, 33–39; and BlueMountain.com, 107 Google, 72; managed service BookSense.com, 74 and application service Bricklin, Dan, 51 providers, 138–140; Brin, Sergey, 68, 69 outsourcing providers, 138; Broadband Sports, 104–105, overview, 134–137; time- 110 sharing service bureaus, Brooks, Fred, 158 137–138 Business solutions: creating, COBOL, 86–87, 88, 89 xvii; making solutions easy to Cognos, 42 adopt, 32–33; solving real Compaq, 42, 181 problems, 170. See also silver Competitors: dismissing bullet syndrome potential competitors, xix; Butterworth, Paul, 127 preparing to be your own http://www.pbookshop.comcompetitor, 95; strategizing C to fool complacent Capturing eyeballs, 102 competitors, xvi; Carnegie Mellon University, understanding, 77–78 114 Complacence, xix; strategizing Catalyst Corporation, 128 to fool complacent Centura, 93. See also Gupta competitors, xvi Technologies Complexity: without a clear Chambers, John, 44 business benefit, 38 Change, x–xi; perpetual, 195 Computer Associates, 85 Clark, Jim, 63 Computer magazine, 158 BINDEX 02/24/2011 15:11:30 Page 211 INDEX 211 Computer Solutions, Inc. customers find success, (CSI), 85, 86 81–82; knowing when to Constant Contact, 34–35 listen to, 186; making Conway, Craig, 146 customers a part of your Cooper, Alan, 32 success, xvi; making it easy Corel, 42 for them to get started, xvi; CRM. See customer relationship making it safe for them to do management business with you, 39; CSI. See Computer Solutions, remembering, 170; staying a Inc. (CSI) few steps ahead of, xvii Cullinet, 85 Customer fear: overcoming, D 153 DEC. See Digital Equipment Customer loyalty: gaining Corporation loyalty of customer’s Dell, Michael, 104, 146 individual employees, 82–83; Digital Equipment Google, 37 Corporation, 2–3, 10–16, Customer pain: focusing on, 30, 45; artificial intelligence, 81–82; following the pain, 114–115 192; paying attention to Dot-com era. See lemmings era customer problems, 109; Dynasty Technologies, planning to immediately 126–127, 128–129 address, xvii;http://www.pbookshop.com watching for in established markets, 153 E Customer relationship Ease of use, 38 management, 142, 144 EBay, 18–19 Customer trust: regaining, Edison, Thomas, 158 58 EDS, 42 Customers: and cloud Electronic mail, 135 computing, 33–39; Ellison, Larry, 146, 149 explaining technology to, 38; Emerging technology markets: getting to adopt new following blindly, 194 technology, 28–30; helping Engineering, 14 BINDEX 02/24/2011 15:11:30 Page 212 212 INDEX Enterprise resource planning, loyalty, 37; sneak attack 169, 176–177 strategy, 67–72 ESPN, 104 Google Mail. See Gmail Excite@Home, 105–108, 110 Gotcha syndrome, 113–114; Exodus Communications, 102 artificial intelligence, 114–115; client/server F market, 118–129; Failure: to adapt to industry inevitability of, 129–131; changes, 23; to be flexible, object orientation, 115–116; 24; to change, 179; failing open systems movement, often, xvi; to innovate on an 116–118 ongoing basis, 23–24; Guerrilla marketing, 149–150 learning from successes and Gupta, Umang, 90, 91 failures of earlier markets, Gupta Technologies, 82–84, 153; paying attention to 90–93 patterns of failure, 109. See also near death experiences H Fat client syndrome, 122–123 Hallmark, 135 First mover advantage, 114 Hardware: vs. software Flexibility, 24 development, 13 Focusing on the present, xix Hedger, Michael, 127 Forte, 126–128 Hewlett Packard (HP), 42, FoxSports.com, 104http://www.pbookshop.com167; legacy products, Frankston, Bob, 51 181–182 Fuzzy logic, 164 House, Patricia, 141 Hype: believing your own, xix G Hyperion, 42 Gerstner, Lou, 43, 47–49, 55 Gmail, 71. See also Google I Goals: making ultimate goals IBM, 42, 43, 51; changing obvious, 77 DNA, 44–50; and Metaphor Google: App Engine and Computer Systems, Android, 150; and customer 166–168; and silver bullet BINDEX 02/24/2011 15:11:30 Page 213 INDEX 213 markets, 169; skunkworks, Kindle, 75, 76. See also Amazon. 185–186 com IMail, 107 Knowledge: applying to new Industry changes: failure markets in inventive ways, to adapt to, 23 196 Inktomi, xiii, 37 Innovation, x–xi; embracing, L 195–196; failure to innovate Legacy products, 173–176; on an ongoing basis, 23–24; Apple, Inc., 182–184; innovating beyond satisfying AT180; enterprise resource customer needs, 94–95; and planning, 176–177; Hewlett the lemmings era, 99 Packard (HP), 181–182; Intel, 19; and IBM, 45 Microsoft, 180–181; Intellectual property: as a skunkworks, 185–186 necessity for survival, 57–58 Lemming mentality, 99 IntelliCorp, 169 Lemmings era, 97–103 Internet, the, 162–163 Linux, 118, 185–186 IPod, 56–57. See also Apple, Listening: knowing when and Inc. how to listen, 192–193; knowing when to listen to J customers, 186; to the Jacquard, Joseph Marie, marketplace, 58 158 http://www.pbookshop.comLitwack, David, 85, 86, 88, Java, 20, 128 89, 94 JD Edwards, 177 Lockheed Martin, 185 Jobs, Steve, 43, 50, 52, 53, Luck: defined, xii–xiii; elements 55–56; Apple’s acquisition of luck in the high-tech of NeXTSTEP, 182–183 world, xiv–xv; letting luck go to your head, 78; taking for K granted, xv Keeping it simple, 131 Lucky companies, xiii–xiv, Kertzman, Mitch, 85, 86, 88, 1–2 89, 94 Lyons, Michael, 128 BINDEX 02/24/2011 15:11:31 Page 214 214 INDEX M N Managed service providers, National Center for 138–140 Supercomputing Market changes: ignoring, Applications (NCSA), 63 14–15; imploding markets, Navision, 177 130–131 Near death experiences: coming Market share, 10 back from, 41–44. See also Marketing platform: developing failure; success for a technology, 154 Netscape: sneak attack strategy, Markkula, Mike, 51 62–67 McCarthy, John, 115, NetSuite, 102 137 Network File System (NFS), 18 McKenna, Regis, 50 NeXT, 53 McNealy, Scott, 22, 43 NeXTSTEP, 183 Medin, Milo, 106 Novell, 42 Metaphor Computer Systems, 166–167 O Microsoft, xiii, 2, 19; getting Object orientation, 115–116, customers to adopt new 164–166 technology, 28–29; and OfficeVision, 46–47. See also Google, 71; and IBM, 45; IBM legacy products, 180–181; Olsen, Ken, 10, 43 and Netscape,http://www.pbookshop.com 65–67; and Open source, 72. See also open silver bullet markets, 169; systems movement Windows, 53. See also Visual Open systems movement, Basic 116–118. See also open Mills, Steven, 49 source Mosaic, 63. See also Netscape Oracle, 42, 143 Moss, Frank, 103 Outdated products: destroying MS-DOS, 180–181 to make way for better Multi-tenancy, 140 products, xviii. See also legacy The Mythical Man-Month products (Brooks), 158 Outsourcing providers, 138 BINDEX 02/24/2011 15:11:31 Page 215 INDEX 215 P Siebel Systems, 141–143; Page, Larry, 68, 69 new approach to software, Palmisano, Sam, 49 145–147; overview, Papermaster, Steve, 103 140–141; remaining Patriot Partners, 167 competitive, 151–152; secrets PeopleSoft, 42, 177 of success, 152–154 Perspective: keeping, 170; Salesforce Software lacking, xix Environment, 148 Ping, pipe, and power, 139 SAP, 125 Pink, 167 Schwartz, Jonathan, 22 Planning: acting without proper Scott, Bruce, 91 planning, xix; for emerging Sculley, John, 43, 52, 53, technology to mature, 109 54 Platinum, 177 Sequoia Capital, 104 Politics, 186–187 Siebel, Tom, 141 PowerBuilder, 86, 92 Siebel Systems, 141–143 Powersoft, 82–90, 92–95, 143 Silver bullet syndrome: artificial Pragmatism, x–xi intelligence, 163–164; the Internet, 162–163; R navigating a silver bullet Red Herring, 165 market, 168–171; object Redpoint Ventures, 104 orientation, 164–166; Relationships:http://www.pbookshop.com building, overview, 157–162; Taligent, 194–195 166–168 Resting on your laurels, 193 Size, 15–16 Skunkworks, 185–186 S Smalltalk, 116 SAA, 46–47. See also IBM Smart: defined, xiii Salesforce.com, 102, 104; birth Smart companies, xiv of, 143–145; building an Sneak attack strategy, 62; ecosystem, 150–151; Amazon.com, 73–78; convincing customers to Google, 67–72; Netscape, adopt, 147–150; lessons from 62–67 BINDEX 02/24/2011 15:11:31 Page 216 216 INDEX Software Applications customers a part of your Architecture. See SAA success, xvi; making Software as a service, 33, 34, 36; individuals successful, 94; Agillion as a precursor to, overnight, xvii; Powersoft’s 103–104; and Google, 72. problematic success, 92–95; See also cloud computing thinking differently about Spindler, Michael, 54–55 success, 186; unsustainable, Sprinzen, Marty, 127 xix SPSS, 42 SugarCRM, 151 SQLBase, 91 Sun Microsystems, xiii, 2–3, 42, Stanford Digital Library 128; execution vs.
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