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 competitor, 95; strategizing C http://www.pbookshop.com 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; watching for in http://www.pbookshop.comE established markets, 153 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. vision, Project, 68 16–24 Start-up companies: challenging Super Bowl, 98 the legacy product of a Survival of a company in market incumbent, 174–175; trouble: factors for, 43–44 embracing, 195–196; taking Sustainable companies, xx start-ups seriously, 186 Sybase, 93. See also Powersoft Strategy: Amazon.com sneak attack, 73–78; assuming T market leaders will support Taligent, 166–168 strategy, 109; creating a long- Team Developer, 91 term and well-thought-out Technology: being objective strategy, 108;http://www.pbookshop.com to fool about your own technology, complacent competitors, xvi; 131; creating a plan for Google sneak attack, 67–72; emerging technology to making strategy changes, 58; mature, 109; explaining to Netscape sneak attack, 62– customers, 38; focusing on 67; sneak attack, 62 value to the customers, not Studying markets, 193–194 on value of the technology, Success: flaunting initial success, 195; making it approachable, 77; learning from successes 29–30; most sophisticated and failures of earlier technology doesn’t always markets, 153; making win, 93–94 BINDEX 02/24/2011 15:11:31 Page 217

INDEX 217

Technology industry, 2–3; Visual Basic, 32–33. See also getting customers to adopt Microsoft new technology, 28–30 Telecommunications Act of W 1996, 106 Wal-Mart: and Amazon.com, Time-sharing service bureaus, 74–75 137–138 Wang, An, 3–5, 8 Tivoli, 42 Wang Laboratories, 44, 45; Troubled companies: survival believing its own marketing, of, 43–44 2–10 Tucci, Joe, 44 Watts, James, 158 Webshots, 107 U Workstations, 16 Unify, 93. See also Gupta Wozniak, Steve, 50, Technologies 52 Unisys, 42 Unix, 117, 118 X Unsustainable success: Xerox, 52, 53 characteristics of, xix Xerox PARC, 115–116

V Y VisiCalc, 50–51. See also Apple, Yahoo, 37 Inc. http://www.pbookshop.comYahoo! Sports, 104 Vision, 48 Visix: overly complicated Z technology, 30–32 Zoho, 35, 151 BINDEX 02/24/2011 15:11:31 Page 218

http://www.pbookshop.com