Institute for the Study of Business Markets (ISBM)
Smeal College of Business
The Pennsylvania State University
Webinar: Double Loop Marketing™: The New Online Strategy to Build Brand Awareness, Accelerate Demand & Generate Leads
Presenter: Christian Sarkar, Founder – Double Loop Marketing LLC
When: Wednesday, October 11, 2006
Time: 1:00pm EDT
Free One-Hour Web Event
Description: Double Loop Marketing™ is an emerging online strategy. The “Double Loop” approach requires a company to first develop “mind share” by building a company sponsored site that offers genuinely useful information and advice to consumers in the subject matter areas most relevant to their products. This is the first loop of the firm’s interaction with customers. Only after such a site achieves credibility among its community of visitors can the company, in the second loop of customer interaction, try to convert that “mind share” into “wallet share.”
Double Loop Marketing™ can yield surprising results – often 10 times the number of qualified sales leads generated by conventional advertising and marketing approaches.
In this webinar you’ll learn:
– Where to start: are you positioned in the right ecosystem?
– What is “Double Loop Marketing™?”
– Who is using it: surprise, it’s not just high-tech companies
– How it’s being used: case studies (B2B) from companies using “Double Loop Marketing™”
– The results: comparisons of effectiveness between traditional online advertising and double Double Loop Marketing™
– Barriers to execution: what separates success from failure?
– It’s not about technology: how blogs, RSS, and mobile applications play a role but are not the defining elements of Double Loop Marketing™
Sign up here >>
How Software Platforms Revolutionize Business
From HBSWK –
“You can’t see them, but we’ve all used “software platforms” over the last few decades, whether they are embedded in the Windows operating system, a cell phone, or game machine. In a new book, the authors term software platforms “invisible engines that have created, touched, or transformed nearly every major industry for the past quarter century.”
“Think of software platforms as ring leaders of ecosystems in which a few or many companies can participate to reach users. These core products, like Windows, for example, offer software services that can be used as the basis for independent developers to build new features. The cell phone has become a lucrative platform for more than handset makers—also in on the party are makers of digital cameras, music services, and organizer software.
“Not only are existing industries being transformed and sometimes toppled by software platforms, but new industries are also springing up around them; witness the multibillion-dollar ringtone business.”
Yup. Read the article here >>
It’s all about building digital business platforms…
The New Yale MBA: Value and Values?
Hey! Have they been reading Doug Smith?
The new MBA curriculum at Yale takes a major step (on paper at least) in the right direction…
Now will this become a trend or an anomaly?
Von Hippel: Democratizing Innovation
I meant to do this quite some time ago, but it slipped my mind (like most things). So here it is: a free download of Democratizing Innovation by MIT’s Eric Von Hippel.
The table of contents:
1 Introduction and Overview
2 Development of Products by Lead Users
3 Why Many Users Want Custom Products
4 Users’ Innovate-or-Buy Decisions
5 Users’ Low-Cost Innovation Niches
6 Why Users Often Freely Reveal Their Innovations
7 Innovation Communities
8 Adapting Policy to User Innovation
9 Democratizing Innovation
10 Application: Searching for Lead User Innovations
11 Application: Toolkits for User Innovation and Custom Design
12 Linking User Innovation to Other Phenomena and Fields
Here’s why I keep going back to this book:
“Firms can make a profitable business from identifying and mass producing user-developed innovations or developing and building new products based on ideas drawn from such innovations. They can gain advantages over competitors by learning to do this better than other manufacturers. They may, for example, learn to identify commercially promising user innovations more effectively that other firms. Firms using lead user search techniques … are beginning to do this systematically rather than accidentally—surely an improvement. Effectively transferring user-developed innovations to mass manufacture is seldom as simple as producing a product based on a design by a single lead user. Often, a manufacturer combines features developed by several independent lead users to create an attractive commercial offering. This is a skill that a company can learn better than others in order to gain a competitive advantage.”
The CMO’s Challenge: Profiting from Proliferation
How We Eat – an example of the new segmentation the nerds at McKinsey would have you think about. Very interestink!

And here’s how the profits stack up by the segments:

Lots more interesting stuff from their e-book.
John Hagel on Mastering New Marketing Practices
Just read it.
JH3 sure makes you think, doesn’t he?
The Self-Managing Employee
This innovative approach to team or group management comes to us from Taco Bell.
Yes, that Taco Bell.
Read all about it in HBSWK.
In my opinion, it is white-collar, Harvard-educated management types that won’t be able to adapt to this. Proof point – how many self managed teams are there at IBM Global Services or McKinsey, for that matter?
Martin Sorrell Doesn’t Get It
The Internets is not just another new media.
And Sorrell should know better.
I must say I’m stunned by his ignorance. It’s not TV. Not even close. If you want Internet strategy, based on Sorrell’s view, I would not talk to these people:
– Grey Global Group
– Ogilvy & Mather Worldwide
– Young & Rubicam
– JWT
– Hill & Knowlton
– Ogilvy Public Relations Worldwide
– Burson-Marsteller
– Cohn & Wolfe
– Mediaedge:cia
– Mindshare
– MediaInsight
– Maximize
Step down Sorrell. No wonder you guys at WPP and Co. don’t have a clue.
Dimitar Vesselinov: The World 2 Come
The World 2 Come is a wonderful blog by Dimitar Vesselinov from Plovdiv, Bulgaria.
Dimitar has a knack for finding really cool stuff on innovation and soccer! For example, see his entry: Marissa Mayer on Innovation at Google and his Event of the Month – you guessed it, the FIFA World Cup!
Go check it out >>
Math, Science, and Social Mobility
Why do some people climb up the social ladder while others stay put? What personal characteristics account for the fact that some people “get ahead” in life and others fall behind?
Here are three contending theories of social mobility >>
In my opinion, there is still a lot to be said for putting your shoulder to the wheel. In this case, the wheel happens to be math and science.
I know from personal experience that even not-so-bright kids get pretty good at physics and calculus if they get put through an Indian style education.
This is something we don’t understand in the West, because we have lost our capacity for heavy lifting – both as a society and as individuals.
Who needs to think? If the Lord wanted us to learn science, calculus would be included in the Bible, etc.
Unfortunately, America seems to be slacking off big time. Apparently, we’re turning into a nation of massage therapists, according to GE’s Immelt. 🙂
Thoughts?
Immelt on Leadership
Emory’s Kelly Bean tells us about Jeffrey Immelt’s 5 traits of GE’s growth leaders:
1. External focus
2. Imagination and creativity
3. Clear thinking and decisiveness
4. Inclusiveness
5. Deep domain expertise
It’s all about creating leaders for tomorrow, not today.
Seems like Immelt is not quite optimistic about the US these days. Here’s what he told Fareed Zakaria
“More people will graduate in the United States in 2006 with sports-exercise degrees than electrical-engineering degrees… So, if we want to be the massage capital of the world, we’re well on our way.”
Ouch. Please read Zakaria’s How Long Will America Lead the World?.
Here’s a quick byte:
There are some who see the decline of science and technology as part of a larger cultural decay. A country that once adhered to a Puritan ethic of delayed gratification has become one that revels in instant pleasures. We’re losing interest in the basics—math, manufacturing, hard work, savings—and becoming a postindustrial society that specializes in consumption and leisure.
Creation Nets: A Global View from JH3+JSB
On his blog, John Hagel III talks about the emergence and growth of creation nets.
Question: What is a creation net?
Answer: forms of open innovation that involve sustained relationships across large numbers of participants collaborating together to create new knowledge across traditional institutional boundaries.
Read the working paper – Creation Nets: Harnessing the Potential of Open Innovation>>
The Meaning-Driven Business
Does your business have meaning? A purpose beyond the purpose of making money?
See Guy Kawasaki’s “Art of the Start” clip below (hat-tip to Dominic Basulto from businessinnovationinsider.com)
Funny thing – we must find a way to do what we love, or we are wasting our lives:
Dr. K. Anders Ericsson’s research on performance suggests that when it comes to choosing a life path, you should do what you love — because if you don’t love it, you are unlikely to work hard enough to get very good. Most people naturally don’t like to do things they aren’t “good” at. So they often give up, telling themselves they simply don’t possess the talent for math or skiing or the violin. But what they really lack is the desire to be good and to undertake the deliberate practice that would make them better…
– from the NYTimes article by the Freakonomics nerds – read the article at soccer blog >>
Blogger Becomes CEO at Sun
Jonathan Schwartz gets his day in the Sun!
Scott McNealy’s still around, but Schwartz now gets a chance to lead.
“Scott has a short haircut,” says Schwartz. “And unless he pulls something out that mandates it as a part of my employment contract, I’m keeping my haircut.”
Here, on his blog, Schwartz meets Brazil’s Lula to discuss the World Cup which starts in 45 days, 14 hours and 56 minutes. Any tips for Bruce Arena, Jonathan? Be sure to send them on to our soccer blog!
I wonder what the first post as CEO will be? Let’s hope he doesn’t stop blogging… my guess is he’ll be the CEO to change the landscape of corporate communications – using his blog!
Womenomics: The Business Value of Women
Question: What would happen to the world if the CEOs of ExxonMobil, the NY Times, Wal-Mart, GE and Microsoft were all women?

The Economist tells us that women are now the most powerful engine of global growth. Apparently over the past decade, the increased employment of women in developed economies has contributed much more to global growth than China has.
Listen to this:
Making better use of women’s skills is not just a matter of fairness. Plenty of studies suggest that it is good for business, too. Women account for only 7% of directors on the world’s corporate boards—15% in America, but less than 1% in Japan. Yet a study by Catalyst, a consultancy, found that American companies with more women in senior management jobs earned a higher return on equity than those with fewer women at the top. This might be because mixed teams of men and women are better than single-sex groups at solving problems and spotting external threats. Studies have also suggested that women are often better than men at building teams and communicating.
To make men feel even worse, researchers have also concluded that women make better investors than they do. A survey by Digital Look, a British financial website, found that women consistently earn higher returns than men. A survey of American investors by Merrill Lynch examined why women were better at investing. Women were less likely to “churn” their investments; and men tended to commit too much money to single, risky ideas. Overconfidence and overtrading are a recipe for poor investment returns.
Is anybody listening?
I posted about this a while back: Advice to Women who would be CEOs: “Stay away from HR”
I usually think of “business-women” in two camps – the toady – a conservative woman who moved up the ranks by reinforcing the stereotypes (eg. Kay Bailey Hutchison) or – the trailblazer – a talented woman who created her own way despite the barriers and obstacles thrown in her way by the good-old boys (eg. Anita Roddick).
Of course some people in certain parts of the world still think of women as property. Is it a coincidence that our problems with terrorism stem from these same places?
The World’s Most Innovative Companies
The Boston Consulting Group and BusinessWeek tell us that these are the 100 most innovative companies in the world:
Rank Company
1 Apple
2 Google
3 3M
4 Toyota
5 Microsoft
6 General Electric
7 Procter & Gamble
8 Nokia
9 Starbucks
10 IBM
11 Virgin
12 Samsung
13 Sony
14 Dell
15 IDEO
16 BMW
17 Intel
18 eBay
19 IKEA
20 Wal-Mart
21 Amazon
22 Target
23 Honda
24 Research In Motion
25 Southwest
26 Porsche
27 Genentech
28 Cisco
29 Nike
30 Motorola
31 DaimlerChrysler
32 Infosys
33 Ryanair
34 Pixar
35 SonyEricsson
36 Whole Foods
37 Capital One
38 Tesco
39 Danone
40 BP
41 PepsiCo
42 Hewlett Packard
43 Disney
44 jetBlue
45 W.L. Gore & Associates
46 Skype Technologies
47 FedEx
48 Bang & Olufsen
49 Renault
50 L’Oreal
51 ExxonMobil
52 Siemens
53 Johnson & Johnson
54 Shell
55 Pfizer
56 Singapore Airlines
57 Nissan
58 DuPont
59 Zara
60 TiVo
61 Yahoo!
62 Macquarie Bank
63 Audi
64 Harley Davidson
65 Progressive Insurance
66 Volvo
67 Philips Electronics
68 ING Bank
69 Nestle
70 Boeing
71 Matsushita Electric Industrial
72 easyJet
73 UPS
74 Coca-Cola
75 Cirque du Soleil (tied)
75 McKinsey (tied)
75 Woolworths (tied)
78 Hutchison Telecommunications
79 Salesforce.com
80 ACS
81 ITC
82 Time Warner
83 Danaher
84 Costco Wholesale
85 LG Electronics
86 bankinter
87 Amgen
88 Caterpillar
89 Accenture
90 SAP
91 SK Telecom
92 Home Depot
93 LVMH
94 Gap
95 Unilever
96 Goldman Sachs
97 John Deere & Co.
98 Whirlpool
99 Entel
100 McDonald’s
To me this makes no sense. This is in fact a list of the world’s most innovative dinosaurs. Massive companies which are still able to create value using new ideas. But these companies (w/ the exception of IDEO and a few others) are NOT at the forefront of innovation. Rather, that honor belongs to small companies, often at the periphery, which introduce the dinosaurs to these innovations.
Furthermore, innovation is relative, and needs to be measured in the industry or marketspace of the company. IDEO is more innovative than McDonald’s in absolute terms, but what really matters is how innovative McDonald’s is against its competitors.
What I enjoyed was the cover story:
Today, innovation is about much more than new products. It is about reinventing business processes and building entirely new markets that meet untapped customer needs. Most important, as the Internet and globalization widen the pool of new ideas, it’s about selecting and executing the right ideas and bringing them to market in record time.
In the 1990s, innovation was about technology and control of quality and cost. Today, it’s about taking corporate organizations built for efficiency and rewiring them for creativity and growth. “There are a lot of different things that fall under the rubric of innovation,” says Vijay Govindarajan, a professor at Dartmouth College’s Tuck School of Business and author of Ten Rules for Strategic Innovators: From Idea to Execution. “Innovation does not have to have anything to do with technology.”
Here’s an article from Tom Davenport on the types of innovation. I think it helps make the point that product innovation is just one type of innovation.
Another great insight comes to us from John Hagel, who talks about the limits of western thinking in his critique of Gary Hamel‘s latest thinking. Hagel tells us to focus on understanding the continuous management innovations across enterprises that are emerging in Asia.
Question: How does one link innovation to brand? to shareholder value? to sustainability? Branding, design, eco-imagination. They’re all linked…
Microsoft: A Dinosaur?
The Economist:
The pressure Microsoft is facing in its core businesses is similar to one confronted by IBM—another firm that was once synonymous with computing. At the beginning of the 1990s IBM had to face up to the shift from a computing world dominated by mainframes to one dotted by personal computers. In this new world hardware became a low-margin commodity and Microsoft’s operating system took the privileged position. Today, Microsoft still dominates the PC market. But like IBM before it, today’s giant knows that its position is under threat.
and
So Microsoft now plans to graft subscriptions, downloadable add-ons and advertisements on to its core products. Again, it portrays this as an opportunity to open up new revenue streams, rather than a defensive tactic. “There are three ways to pay for anything in this business: ads, transactions and subscriptions,” says Craig Mundie, one of Microsoft’s chief technology officers. “You’ll see the company offer a full range of different ways to buy our product.” The difficulty will be getting the timing right, so that new products do not undermine existing cash cows.
For now, however, too many Microsoft managers are still measured by their success with yesterday’s business model—selling boxes of software. Microsoft is still formulating its response to the rise of online software. As one former Microsoft executive explains: the company’s problems are not just technical but organisational. “It has a vision but not a roadmap; it can see the peaks but doesn’t know how to cross the foothills to get there.”
C’mon Gates! Show us what MS can do – get funky! You guys are too big, too top-driven, too reactive… Unleash your employees! Start leading! Let’s see some disruptive innovation from within…
Read the article>>
Rules for Innovators?
From the Talentism blog, a great list for wanna-be innovators:
(1) Innovation starts with “And”
(2) Not Just Smart, But Always Focused
(3) Make Sure You Have the “No But” Critic in the Room
(4) Build Crappy Prototypes Fast
(5) Don’t Listen To Customers, Watch Them
(6) If It’s Right, Change It
(7) Sell it Like you Play It
(8) Iterate ‘Till You Drop
(9) Appoint One Person Bad Cop and Follow Their Command
(10) Innovation Is About Learning, not Genius
Here’s one more:
(11) Constancy of Purpose!
Vinod Khosla’s Eco-imagination
From my other favorite, the Economist:
A lesson he [Vinod Khosla] learned from India, he says, is that one has to think big: “Unless you influence the lives of at least a million people, it simply doesn’t matter.”
And:
“Mr Khosla is particularly enthused by “cellulosic” ethanol, a highly efficient way of making fuel from agricultural waste. President Bush touted this new technology in his recent state-of-the-union speech, suggesting that it may come to market in six years. In typically impatient form, Mr Khosla wants to halve that gestation period. Anyone who spends time with him is liable to be hit with his well-researched but mind-numbing PowerPoint presentation on ethanol—unveiled with the affection that some men reserve for pictures of their grandchildren.”
But this is not a joke, guys. It’s the next wave of capitalism- natural capitalism, as some call it.
Wake up Amrica. It is time.
Again:
“It is easy to dismiss this enthusiasm as the irrelevant obsession of a rich hobbyist or the harmless utopianism of a capitalist who has made his pile. But the big oil companies are certainly not taking Mr Khosla lightly. The oil industry is funding a lavish counter-campaign to his ballot initiative called “Californians Against Higher Taxes”. Perhaps the best reason to take Mr Khosla seriously is that his professional success and Republican leanings mean that he has the ears of powerful people. He has been making the rounds, from the White House and Capitol Hill to the World Economic Forum at Davos and the TED conference (a big annual gathering for top venture capitalists), banging the drum for ethanol. Before Larry Page, Google’s co-founder, attended a recent TED conference in Monterey, California, he was sceptical about ethanol. After hearing Mr Khosla, he decided to help fund the cause. “When have you ever seen greens, farmers and guys like me and Larry on the same page?” demands Mr Khosla.”
Read the article >>
The BBC as a Global Online Brand
“The BBC is both an entrepreneurial anomaly and an illustration of the importance of branding on the internet. It has received considerable financial backing – from a government- mandated licence fee rather than venture capitalists. But its growth stems mostly from the reputation the BBC has earned through its old-media activities in radio and television.” writes the FT.
Darn right. The BBC has done what Rupert Murdoch could not (and would not) – it has become the online brand for trusted news, blowing away the pathetic efforts of the CBS, ABC, NBC, and FOX.
Why? Because the BBC is truly more fair and balanced. And it has something no American network has- constancy of purpose.
Read the article >>
PS- The other global British success story is the good old Economist.
The Idea Ecosystem
How’s this for an idea –
“An internal market where any employee can propose that the company acquire a new technology, enter a new business or make an efficiency improvement. These proposals become stocks, complete with ticker symbols, discussion lists and e-mail alerts. Employees buy or sell the stocks, and prices change to reflect the sentiments of the company’s engineers, computer scientists and project managers – as well as its marketers, accountants and even the receptionist.”
Idea marketplaces are happening now at Rite-Solutions and InnoCentive, according to Here’s an idea: Let everyone have ideas, an article in the IHT:
The next frontier is to tap the quiet genius that exists outside organizations – to attract innovations from people who are prepared to work with a company, even if they don’t work for it. An intriguing case in point is InnoCentive, a virtual research and development lab through which major corporations invite scientists and engineers worldwide to contribute ideas and solve problems they haven’t been able to crack themselves.
InnoCentive, based in Andover, Mass., is literally a marketplace of ideas. It has signed up more than 30 blue-chip companies, including Procter & Gamble, Boeing and DuPont, whose research labs are groaning under the weight of unsolved problems and unfinished projects. It has also signed up more than 90,000 biologists, chemists and other professionals from more than 175 countries. These “solvers” compete to meet thorny technical challenges posted by “seeker” companies. Each challenge has a detailed scientific description, a deadline and an award, which can run as high as $100,000.
“We are talking about the democratization of science,” said Alpheus Bingham, who spent 28 years as a scientist and senior research executive at Eli Lilly & Company before becoming the president and chief executive of InnoCentive. “What happens when you open your company to thousands and thousands of minds, each of them with a totally different set of life experiences?”
InnoCentive, founded as an independent start-up by Lilly in 2001, has an impressive record. It can point to a long list of valuable scientific ideas that have arrived, with surprising speed, from faraway places. In addition to the United States, the top countries for solvers are China, India and Russia.
It’s all about your company’s innovation ecosystem. Do you have one? How do you build one? How do you participate in the ecosystem which exists already?
Branding in Asia: Interview with Martin Roll
I recently interviewed Martin Roll, the founder and CEO of VentureRepublic, a leading strategic advisory firm out of Singapore. Roll is the author of the ground-breaking bestseller Asian Brand Strategy: How Asia Builds Strong Brands.
Here are his 10 steps to building an Asian brand:
1. The CEO needs to lead the brand strategy work
2. Build your own model, as not every model suits all
3. Involve your stakeholders including the customers
4. Advance the corporate vision
5. Exploit new technology
6. Empower people to become brand ambassadors
7. Create the right delivery system
8. Communicate!
9. Measure the brand performance
10. Adjust relentlessly and be ready to raise your own bar all the times
For details, read the interview at the Zyman Institute of Brand Science website >>
Jonathan Schwartz on Open Source
“…fighting against things like open source is, in a way, fighting gravity.”
in this article on Always-On >>
Bratz vs. Barbie: The Power of Strategic Innovation
In her book – The Power of the Purse: How Smart Businesses Are Adapting to the World’s Most Important Consumers – Women, Fara Warner describes how the MGA’s Bratz line of brash, but fashionable, dolls toppled Mattel’s Barbie — by focusing on consumer behavior.

Says Warner:
– Don’t allow personal history or preconceived ideas of women — in this case, young girls — to overshadow insight from consumers.
– Read, listen, and respond to correspondence from consumers — not their parents. MGA used this strategy to create a line of boy Bratz.
– Consider the consumers’ whole world, not just the time when they are using the product. This strategy was used to expand Bratz beyond dolls and clothes.
– Move with consumer trends, not industry timelines. MGA creates new clothing lines for its dolls every three to six months, not just once a year.
Read this chapter — Toppling Barbie: Bratz Predict the Future — from her book.
The Bratz example serves as a powerful reminder that companies like Mattel cannot afford to rest on their laurels, but need to selectively forget the past, as Vijay Govindarajan would say.
Fara has also started a blog. Her introductory post is here.
Maybe there’s a place for an environmental girl doll one of these days — perhaps a Jane Goodall do-good activist doll? I mean why do toy companies focus on girls, malls and fashion? All right, I know the answer… it was a rhetorical question.
The Time is Now for “Narrowcasting”
According to the NYTimes:
“In the last six months, major media companies have received much attention for starting to move their own programming online, whether downloads for video iPods or streaming programs that can be watched over high-speed Internet connections.
“Perhaps more interesting — and, arguably, more important — are the thousands of producers whose programming would never make it into prime time but who have very dedicated small audiences. It’s a phenomenon that could be called slivercasting.”
The web has always been a narrowcasting medium.
More from the article:
Discovery Communications, which has been a master of the current system, creating 15 different cable channels including Animal Planet and Discovery Health, is now exploring even more specialized services over the Internet. One will be introduced tomorrow for $9.95 a month. It will offer 30,000 video clips excerpted from its library of documentaries and other educational programs to help grade school and high school students with their homework. In the future, other services will offer content focused on narrow topics in travel, science and health.
Discovery, Mr. Hendricks says, is in a good position to create such services because of its large archive. “We have a wealth of programming just related to cancer, just related to Alaska and so on,” he said.
In addition to offering Internet distribution, Discovery will start to broadcast some of these programs late at night on its regular channels and encourage people to record them, he said.
To be sure, there are doubters. “I’ve never been a believer that we should create channels for all these niches like beach volleyball,” said John Skipper, a senior vice president of ESPN, a unit of the Walt Disney Company. “They just don’t pencil out. Because if you have 12,000 people, you can’t afford to do it. And if you can’t afford to do it, you can’t make any money on it.”
One reason that ESPN has shied away from this sort of niche programming, he said, is that its brand stands for a level of high-quality visual production that would be difficult for small channels to afford. Indeed, ESPN has been investing millions of dollars to produce programs in high-definition formats.
But reticence by some big media companies is making room for independent programmers to explore all sorts of niches.
Hmmm. ESPN doesn’t get it… perhaps Steve Jobs will wake them up.
Here’s the article in full>>
Carr’s Sixth Force: Public Interest (Are you listening, Wal-Mart?)
Since we’ve been talking about Wal-Mart this week, I figured we should look at the big picture. Nicholas Carr’s article on the 6th force (take that, Michael Porter!) is a good start:
“What’s the greatest strategic challenge facing Wal-Mart today? It’s not competition from other retailers. Although the world’s biggest merchant certainly keeps a close eye on rivals like Target and Best Buy, its domination of the industry seems secure for the time being. It’s not pressure from suppliers. Wal-Mart has most makers of consumer packaged goods at its beck and call. And it isn’t the whims of buyers. Shoppers show little desire to abandon their favorite store and its dirt-cheap prices.
No, Wal-Mart’s biggest worry today is the public interest.”
Great insight:
“As the experiences of Wal-Mart and other companies reveal, this traditional approach ignores the changing nature of the public interest and its expanding influence over companies’ financial results. The public does not want a company’s charity. It wants a chunk of its profits. The public interest, in other words, now expresses itself as an economic interest — the public has become an active competitor in the struggle to seize the bounties of the marketplace. As a result, the way businesses think about strategy needs to change. If a company clings to the old assumptions, it may be putting its future at risk.”
I don’t think the public wants “a chunk of its profits” tho; I think the public wants businesses to be fair- fair to the community and country it is in. Think economic justice. Not just social justice.
Read Carr’s essay >>
PS – Does your company have an active ecoimagination?
Nicholas Carr: The Editor beats the Wisdom of the Crowd
Nicholas “IT Doesn’t Matter” Carr talks about human editors versus algorithms in his post, “The editor and the crowd“:
“As the comparison of Memeorandum and Slashdot shows, the software-mediated crowd is a poor replacement for a living, breathing, thinking editor. But there are other things that the crowd is quite good at. The crowd tends, for instance, to be much better than any of its members at predicting an uncertain future result that is influenced by many variables. That’s why stock market indexes beat individual money managers over the long run. It’s easy to understand why. First, there are limits to the ability of any single individual to understand the complexities in how a large number of variables change and influence one another over time. Second, every individual’s thinking is subject to idiosyncracies and biases – some conscious, some not. The crowd aggregates all individuals’ knowledge about variables while balancing out their personal biases and idiosyncracies. It’s not the “wisdom” of crowds that makes crowds useful, in other words; it’s their fundamental mindlessness. What crowds are good for is producing average results that are not subject to the biases and other quirks of human minds.”
and
“That’s also why search engines work pretty well with algorithms (until, at least, they begin to be gamed by individuals using their minds): They produce the result that best suits what the average searcher is looking for. You don’t want generally used search engines to reflect individual biases. Indeed, one of their main jobs is to filter out those biases – and revert to the average.”
But, says Carr:
“But that’s also why algorithms don’t work very well as editors. With an editor, you don’t want mindlessness; you want mindfulness. A good editor combines an understanding of what the audience wants with a healthy respect for the idiosyncracies of his own mind and the minds of others. A good editor doesn’t aim to provide a bland “average result”; he wants to wander widely around the average, at times even to strike out in the opposite direction altogether. The mindless crowd filters out personality along with idiosyncracy and bias. The mindful editor is all about personality.”
I couldn’t agree with Carr more. And that’s why one of my latest projects is 100% human powered; powered by personality. I could have used software and algorithms to do the heavy lifting, but decided in favor of people. Thanks Nick!
Googlespace vs. Microsoft: Will they call it G-office?
Here we go. Says Red Herring:
“In an overt challenge to Microsoft, search giant Google said Thursday it had acquired Writely, an online word processing tool, for an undisclosed amount.
“Writely, a project of Upstartle, functions much like Microsoft Word but in a web browser. The online environment allows for collaboration between multiple authors and the benefit of someone else hosting your document.”
I wrote about this a while back… wonder why is Microsoft just sitting there milking dead cows like Office?
Marc Benioff of salesforce.com says: “It demonstrates that on demand is the death knell of Microsoft. Google is firing a shot directly into the heart of Microsoft Office.”
What can you do with Writely?
According to the website:
You can:
– Upload Word documents, OpenOffice, RTF, HTML or text (or create documents from scratch).
– Use our simple WYSIWYG editor to format your documents, spell-check them, etc.
– Invite others to share your documents (by e-mail address).
– Edit documents online with whomever you choose.
– View your documents’ revision history and roll back to any version.
– Publish documents online to the world, or to just who you choose.
– Download documents to your desktop as Word, OpenOffice, RTF, PDF*, HTML or zip.
– Post your documents to your blog.
The next question is: will it be free? ad-supported? free basic, paid premium-version??
C’mon Gates. You know what to do. Just kill Office, now- before Google kills it for you.
The Innovation Mindset: A Checklist
David Maister asks:
How well does your firm stack up against these behaviors and states of mind?
– New challenges are eagerly, continuously sought out.
– The firm and its people never rely on momentum for their success, but are always seeking to build new capabilities.
– Compared to key competitors, the people in the firm are distinguished by a superior, burning passion to get somewhere new.
– The firm emphasizes and requires adaptability, flexibility, and responsiveness as key virtues.
– The firm’s strategies are created through continued and repeated experimentation.
– The firm is markedly superior in creating (not just hiring for) energy, excitement, enthusiasm, drive, determination, passion, and ambition.
– Service offerings, locations, and operating units are repeatedly assessed against the three key criteria: Do the people in the firm find this exciting? Are we making money? Are we doing something special that others are not doing?
– There is a restless refusal to accept “It’s OK.” People never settle, never give up, never coast.
– The firm sustains energy and investment actions both when things have gone badly and when things are going relatively well.
– The firm does not judge its performance by the levels of its accomplishments, but by the “relative incline”: whether or not it is improving relative to competitors on the characteristics it has chosen to compete on.
– Management is held accountable for its ability to create and sustain drive, enthusiasm, passion, ambition, commitment, and excitement, and instills these things in the individual members and groups that make up the organization. Managers who cannot do this are replaced.
Be honest! Read the entire article: “It’s Not How Good You Are, It’s How Much You Want It” >>
Chris Trimble: Building Innovation Ecosystems
The rate at which new ideas are generated is directly related to the effort invested in enriching social networks.
Says Chris Trimble in his Fast Company column:
“Entrepreneurs believe in the power of networking. Many are very good at it. They become good because they recognize that most people with interesting notions usually have only one piece of a puzzle. Often unexpected combinations of ideas, or chance meetings of people with complimentary perspectives, ignite genuine breakthroughs.
“Aspiring innovators from large companies are handicapped in the networking game — not because they lack skill, but because of the nature of their jobs. Once a business is proven and profitable, the name of the game is to make operations as efficient as possible. Employees at all levels are pulled into ever more specialized roles. Repeated tasks are joined together by rigorously documented processes. As a result, each manager’s web of connections increasingly mirrors the way today’s work is organized. Most connections are with managers with closely related specialties, who share similar perspectives, shaped by the demands of the same customers.”
There is one other point Chris – I call it the “closing of the corporate mind”. It’s not just about people being comforatble with the status quo. It’s about people hiring and surrounding themselves with their own kind. A tribal thing, perhaps? So the desis hang out with the desis, the Chinese with the Chinese, the Hicks with the Hicks, the golf-playing execs with other golf-playing execs, repugs with repugs, etc.
And as your colleague VG says, travel!
Trimble also mentions the “vast differences between communication networks and trust networks. Communication networks are the kind that are useful at the front-end of the innovation process because they enable the sharing of ideas. The back-end of the innovation process depends on trust networks, which require much heavier investments in time, energy, and goodwill.
Still boils down to people and trust, people! Put a value on that Mr. CFO Bean-Counter!
Building a Digital Business Platform
For over five years now I’ve been working on the problem of how companies can build a community for prospective customers. The question I asked myself was:
How can we get customers to collaborate with the company/companies to co-create products and services that benefit everyone involved?
I had some long discussions on this with John Hagel and the late John Rheinfrank. Here’s what we were thinking:

[click to enlarge]
Any suggestions?
Open Source Collaboration: The Flu Wiki
The purpose of the Flu Wiki is to help local communities prepare for and perhaps cope with a possible influenza pandemic. This is a task previously ceded to local, state and national governmental public health agencies. Our goal is to be:
– a reliable source of information, as neutral as possible, about important facts useful for a public health approach to pandemic influenza
– a venue for anticipating the vast range of problems that may arise if a pandemic does occur
– a venue for thinking about implementable solutions to foreseeable problems
This is how the Internet is democratizing society… collaborative problem-solving in public health. Public health is too important to leave to the bureaucrats… Remember Katrina?
See their avian influenza outbreak maps.
This level of detailed information is what we want from our public institutions, but you can bet we won’t get it- for several reasons- political, economic, and sadly, policy.
Weep, Deming, Weep: Why US Automakers Can’t Learn
Is Deming crying?
It seems like the US Auto industry is intent on destroying itself. See for example, Doug Smith’s “Removing The Deck Chairs From The Titanic”. Smith says:
“GM still doesn’t ‘get it’ when it comes to the value side of it’s products. As previously noted, GM invested heavily in product design and manufacturing flexibility — that is, the capacity to move quicker to provide new products. It can now bring 15 new products to market quicker than ever before. And, what are the deck chair managers doing with this flexibility. 13 of the new products will be re-designs of full size SUVS.”
Aaargh…
What is wrong with these people? What happened to Deming’s 14 points? It was Deming who said: “If you want to ruin a company, send it American management”…
So what’s going on? IndustryWeek‘s John Teresko talks about the Toyota Way, and asks two questions:
1) How does Japan’s leading automaker keep getting better?
2) What keeps competitors from emulating that performance?
While U.S. manufacturers in many sectors have used practices from the Toyota Production System (TPS) to boost performance substantially since the mid-’80s, they have used it improperly, experts say. Instead of embracing TPS as an overarching philosophy, they have used it piecemeal as a toolbox. These companies’ leaders must revive their strategies to mimic Toyota’s in order to compete, which means reversing the popular notion that lean and other TPS-derived concepts are tools to be used selectively to achieve departmental milestones.
Read the whole thing. Look for this fun quote: “cost reduction is not a strategy unless you want to commoditize or go out of business.”
P.S.- For those of you who have forgotten Deming, here are his 14 points:
1. Create constancy of purpose toward improvement of product and service, with the aim to become competitive and to stay in business, and to provide jobs.
2. Adopt the new philosophy. We are in a new economic age. Western management must awaken to the challenge, must learn their responsibilities, and take on leadership for change.
3. Cease dependence on inspection to achieve quality. Eliminate the need for inspection on a mass basis by building quality into the product in the first place.
4. End the practice of awarding business on the basis of price tag. Instead, minimize total cost. Move toward a single supplier for any one item, on a long-term relationship of loyalty and trust.
5. Improve constantly and forever the system of production and service, to improve quality and productivity, and thus constantly decrease costs.
6. Institute training on the job.
7. Institute leadership. The aim of supervision should be to help people and machines and gadgets to do a better job. Supervision of management is in need of overhaul, as well as supervision of production workers.
8. Drive out fear, so that everyone may work effectively for the company (see Ch. 3).
9. Break down barriers between departments. People in research, design, sales, and production must work as a team, to foresee problems of production and in use that may be encountered with the product or service.
10. Eliminate slogans, exhortations, and targets for the work force asking for zero defects and new levels of productivity. Such exhortations only create adversarial relationships, as the bulk of the causes of low quality and low productivity belong to the system and thus lie beyond the power of the work force.
– Eliminate work standards (quotas) on the factory floor. Substitute leadership.
– Eliminate management by objective. Eliminate management by numbers, numerical goals. Substitute leadership.
11. Remove barriers that rob the hourly worker of his right to pride of workmanship. The responsibility of supervisors must be changed from sheer numbers to quality.
12. Remove barriers that rob people in management and in engineering of their right to pride of workmanship. This means, inter alia, abolishment of the annual or merit rating and of management by objective.
13. Institute a vigorous program of education and self-improvement.
14. Put everybody in the company to work to accomplish the transformation. The transformation is everybody’s job.
Who Won the Superbowl Ad Contest? Let the Brains Decide…
So who won this year’s Superbowl ad-wars?
This year, at the UCLA Ahmanson-Lovelace Brain Mapping Center (don’t you love that name), Marco Iacoboni and his group used functional magnetic resonance imaging (fMRI) to measure brain responses in a group of subjects while they watched the Super Bowl ads. The way fMRI works is relatively simple: different levels of cerebral blood oxygenation have different magnetic properties. Moreover, changes in blood oxygenation correlate with changes in neural activity. Thus, without using any contrast agent, fMRI can measure how much brain areas are activated during sensory, cognitive and motor experiences.

According to the brain-waves, “the overwhelming winner among the Super Bowl ads is the Disney – NFL ‘I am going to Disney’ ad. The Disney ad elicited strong responses in orbito-frontal cortex and ventral striatum, two brain regions associated with processing of rewards. Also, the Disney ad induced robust responses in mirror neuron areas, indicating identification and empathy. Further, the circuit for cognitive control, encompassing anterior cingulate cortex and dorsolateral prefrontal cortex, was highly active while watching the Disney ad. We consider all these features positive markers of brain responses to the ad. In second place, the Sierra Mist ad, activated the same brain regions but less so than the Disney ad.”
Great. Disney? Give me a break. That said, I know someone (a famous business guru) who is visiting Disney this week, so maybe the ad worked after all!
Here’s the one I picked as the winner. (Doug Smith agrees!) >>
Anyway, read all about the brain wave theory of advertising effectiveness here >>
Gary Hamel on Management Innovation
Gary Hamel’s back. This time he’s looking at “management innovation” in his latest HBR article titled – “The Why, What, and How of Management Innovation.”
A management innovation, says Gary Hamel, creates long-lasting advantage when it meets at least one of three conditions:
1. It is based on a novel principle that challenges the orthodoxy
2. it is systemic, involving a range of processes and methods
3. it is part of a program of invention, where progress compounds over time
Few companies have been able to come up with a formal process for fostering management innovation, says Hamel. The biggest challenge seems to be generating truly unique ideas. (No duh!)
Hamel gives us three examples of management innovation:
1. Harnessing employee intellect at Toyota.
2. Building a community at Whole Foods.
3. Growing great leaders at GE.
This time Hamel doesn’t mention Enron… (like he did in his first edition of Leading the Revolution) 🙂
So what is management innovation?
A management innovation can be defined as a marked departure from traditional management principles, processes, and practices or a departure from customary organizational forms that significantly alters the way the work of management is performed. Put simply, management innovation changes how managers do what they do.
And what do managers do? According to Hamel, managerial work includes:
• Setting goals and laying out plans
• Motivating and aligning effort
• Coordinating and controlling activities
• Accumulating and allocating resources
• Acquiring and applying knowledge
• Building and nurturing relationships
• Identifying and developing talent
• Understanding and balancing the demands of outside constituencies
Says Hamel:
“In a big organization, the only way to change how managers work is to reinvent the processes that govern that work. Management processes such as strategic planning, capital budgeting, project management, hiring and promotion, employee assessment, executive development, internal communications, and knowledge management are the gears that turn management principles into everyday practices. They establish the recipes and rituals that govern the work of managers. While operational innovation focuses on a company’s business processes (procurement, logistics, customer support, and so on), management innovation targets a company’s management processes.”
And:
“A systematic process for producing bold management breakthroughs must include:
1. Commitment to a big management problem
2. Novel principles that illuminate new approaches
3. A deconstruction of management orthodoxies
4. Analogies from atypical organizations that redefine what’s possible”
Not too bad, eh? But how does one get managers to overcome their fear of failure? Most leaders in the Fortune 500 did not get to the oxygen-deprived board room on their talent for risk taking. I feel most got there for NOT taking risks, but rather for simply obeying orders and executing well on given tasks. Hamel does not address this problem, which I believe plagues all (ok, 99%) large companies.
While Hamel looks for management innovation, I’m still looking for innovative managers (now that’s an oxymoron).
Still, this is an article worth reading twice. And Hamel is back. I can’t wait to read the “forthcoming book.”
Almost forgot, Hamel also gives us a toolkit (a powerpoint slide set) you can download here >>
One last thing:
Hamel lists a dozen of the most noteworthy management innovations from 1900 to 2000.
1. Scientific management (time and motion studies)
2. Cost accounting and variance analysis
3. The commercial research laboratory (the industrialization of science)
4. ROI analysis and capital budgeting
5. Brand management
6. Large-scale project management
7. Divisionalization
8. Leadership development
9. Industry consortia (multicompany collaborative structures)
10. Radical decentralization (self-organization)
11. Formalized strategic analysis
12. Employee-driven problem solving
Adds Hamel:
“Losing out are Skunk Works, account management, business process reengineering, and employee stock ownership plans. There are more recent innovations that appear quite promising, such as knowledge management, open source development, and internal markets, but it’s too early to assess their lasting impact on the practice of management.”
The Intelligent Economy: The Business Analytics Blog
Britton Manasco and I have just launched a new blog on business intelligence, analytics & performance. We’ve both been toying w/ the idea for some time (over a year, in my case) and the time seems right to go for it.
We’ve named the blog “Intelligent Economy” because that’s what this movement is about.
When I took a sabbatical many years ago to teach Math to highschool kids, I used to think “Mathematics is God’s language.” Now, increasingly, it is also the language of business.
Britton’s done a great job explaining the context in his post “Friends, Romans, Catalysts, Lend Us Your Ears – and Your Minds.”
I think it’s going to be a fun journey. And if you’ve got some brilliant analytical research you need to share with the rest of the, drop us a line.
Stupid Research: The Importance of Being Pretty
Here we go again. Wired has a story on The Importance of Being Pretty.
They’re talking about your website.
Says Wired: “Internet users can give websites a thumbs up or thumbs down in less than the blink of an eye, according to a study by Canadian researchers. In just a brief one-twentieth of a second — less than half the time it takes to blink — people make aesthetic judgments that influence the rest of their experience with an internet site.”
The study in question comes to us from Dr. Gitte Lindgaard, a psychology professor at Carleton University in Ottawa. She’s the “NSERC/Cognos Industrial Research Chair in User-Centred Design” at Carleton.
No one mentions the report title, but I believe it’s this one: “Attention web designers: you have 50 milliseconds to make a good first impression”, Behaviour & Information Technology, 25, 115-126, Lindgaard, G., Dudek, C., Fernandes, G. & Brown, J., 2005.
In the study, researchers discovered that people could rate the visual appeal of sites after seeing them for just one-twentieth of a second. These judgments were not random, the researchers found — sites that were flashed up twice were given similar ratings both times.
“Unless the first impression is favorable, visitors will be out of your site before they even know that you might be offering more than your competitors,” said Lindegaard.
But the results did not show how to win a positive reaction from users, admitted Lindgaard. “When we looked at the websites that we tested, there is really nothing there that tells us what leads to dislike or to like.”
And while further research may offer more clues, she said the vagaries of personal taste would always be a limiting factor. “If design were reducible to a set of principles, wouldn’t we find an awful lot of similar houses, gardens, cars, rooms?” said Lindgaard. “You’d have no variety.”
This study is just another example of lab-myopia. It’s dangerous. And detrimental to real-world business performance. Lindgaard doesn’t get it.
The real question is: how many people who come to your website do something you want them to do – buy something, opt-in, download a whitepaper, join a discussion, etc. The question is NOT if you have a pretty site, but: “How effective is your site?”
I’m not the only one turned off by this type of stupidity:
– Gerry McGovern: “It is unquestionably true that people are highly impatient on the Web. However, it is hard to understand how people can get an impression of a website in one twentieth of a second, when most webpages takes several seconds to download. (Laboratory conditions are not the same as real-life conditions.) Function and visual appeal do not have to be in conflict. However, it is clear that the websites that are making the most money are focusing much more on function than visual appeal. What would be the value of asking people to rate the visual appeal of Ryanair.com, Aerlingus.com, eBay.com, or Yahoo? We need to be careful about the questions we ask because they could lead us down the wrong path.
– Jakob Nielsen: It’s a dangerous mistake to believe that statistical research is somehow more scientific or credible than insight-based observational research. In fact, most statistical research is less credible than qualitative studies. Design research is not like medical science: ethnography is its closest analogy in traditional fields of science. User interfaces and usability are highly contextual, and their effectiveness depends on a broad understanding of human behavior. Typically, designers must combine and trade-off design guidelines, which requires some understanding of the rationale and principles behind the recommendations. Issues that are so specific that a formula can pinpoint them are usually irrelevant for practical design projects.
Online, form without function is a disaster.
And that’s why I get mad at “lab-researchers” like Lindgaard.
Design Korea: Interview with Lee Kun Pyo
From BusinessWeek:
“Over the past decade, Korea’s Samsung Electronics has transformed itself from a copycat producer of uninspiring goods into one of the world’s top consumer-electronics brands. Much of that transformation is due to a shift in power at the company from engineers to designers. Samsung’s rebirth has inspired other Korean companies to place a greater emphasis on design — in fact, it has energized the country’s design community.”
An interview with Lee Kun Pyo, director of the Human-Centered Interaction Design Laboratory at the Korea Advanced Institute of Science & Technology on the changes sweeping Korean design >>
What I found interesting:
“Koreans traditionally don’t articulate what they’re doing beforehand. They’re very contextual. Of course they do customer research and product planning and user-centered design and so on. But they quickly arrive at solutions, then look at the solution to find any further problems. Some might say that’s unsystematic, but it’s really very dynamic. And it works well for products with a short lifecycle, like mobile phones or MP3 players.”
and
“Things are changing. In the past, product planning was done by marketing people who would choose product concepts by statistics, and engineers would present the structural requirements. The designers always lost the game. But now the head of Samsung’s mobile division asks the designer to make a mockup and throws it to the engineer and says, “Make it.” The opportunity has been handed over to the designers.”
and
“Korea has 230 design schools — more than America.”
hmmm…
Social Networking: The Strength of Internet Ties
The internet helps maintain people’s social networks, and connects them to members of their social network when they need help. 60 million Americans have turned to the internet for help with major life decisions. These are the findings of a new report from the Pew Internet & American Life Project.
Summary of findings:
1. The internet helps build social capital.
2. The internet plays socially beneficial roles in a world moving towards “networked individualism.”
3. Email allows people to get help from their social networks and the web lets them gather information and find support and information as they face important decisions.
4. The internet supports social networks.
5. Email is more capable than in-person or phone communication of facilitating regular contact with large networks.
6. Email is a tool of “glocalization.” It connects distant friends and relatives, yet it also connects those who live nearby.
7. Email does not seduce people away from in-person and phone contact.
8. People use the internet to put their social networks into motion when they need help with important issues in their lives.
9. The internet’s role is important in explaining the greater likelihood of online users getting help as compared to non-users.
10. Americans’ use of a range of information technologies smooths their paths to getting help. Those with many significant ties and access to people with a variety of different occupations are more likely to get help from their networks.
11. Internet users have somewhat larger social networks than non-users. The median size of an American’s network of core and significant ties is 35. For internet users, the median network size is 37; for non-users it is 30.
12. About 60 million Americans say the internet has played an important or crucial role in helping them deal with at least one major life decision in the past two years.
13. The number of Americans relying on the internet for major life decisions has increased by one-third since 2002.
14. At major moments, some people say the internet helps them connect with other people and experts who help them make choices. Others say that the web helps them get information and compare options as they face decisions.
Source: Jeffrey Boase, John B. Horrigan, Barry Wellman, Barry, and Lee Rainie. The Strength of Internet Ties. Washington, DC: Pew Internet & American Life Project, January 2006.
Wise companies will look at this report carefully, and figure out ways to use this social power of internetworking.