The Technology Leaders: How America's Most Profitable High-Tech Companies Innovate Their Way to Success / Edition 1

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After a decade of downsizing and restructuring, most American businesses have cut about all the costs they can. Managers are coming to realize that from now on long-term health will depAnd on growth achieved through competitive, rapid-fire product innovation and the successful market entry of those products. But many lack the expertise to put their organizations on that golden path to success.Fortunately, there are a number of companies that can point the way-companies that excel in innovation and realize remarkable growth and profits as a result. They are the technology leaders, and in this thoroughly researched work, author Peter Cohan shares their strategies for success and provides practical guidance to those in other industries who strive to build companies that can compete and win in today's high-growth markets.Drawing on more than fifteen years of consulting experience'and on in-depth interviews with top executives and analysts-Cohan takes an up-close look at twenty of America's leading high-tech companies. Using lively examples from such forward-thinking corporations as 3M, Microsoft, Merck, and Hewlett-Packard, he reveals how these giants 'innovate their way to success' through the fast-cycle introduction of products that captivate customers, penetrate markets, and generate capital and insight in ways that lead to ever-expanding levels of innovation and achievement.In no-nonsense language, Cohan explores the mental models that enable technology leaders to adapt to rapidly changing markets-assets that set these leaders above competitors. He outlines and explains a framework for success based on the four sources of advantage that drive their superior performance: entrepreneurial leadership, open technology, boundaryless product development, and disciplined resource allocation. He details new ways to structure and manage organizations, processes, and alliances so businesses can increase their levels of innovation and get competitive products to market

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Editorial Reviews

From the Publisher
?Peter Cohan has managed to look beyond the trAnds and fads thatsteer so many consultants and business observers and capture afundamental fact: Understanding your customers and quicklyresponding to their changing needs with real value is the mostessential ingredient of long-term business success. Nowhere is thismore evident today than among the companies that have becomeleaders in our most technology-intensive industries. The TechnologyLeaders explores the reasons these companies have risen above thecrowd in the world's most intensely competitive markets.? —MichaelC. Ruettgers, president and CEO, EMC Corporation

• Hey, business executives! Wake up! Stop the off-site planningmeetings, tear up the strategic plan, and buy everyone in yourcompany a copy of this book. With Cohan's crisp description of the'success cycle' and his cold slap-in-the-face reality of ?bettingunder uncertainty,' you'll rethink every decision after you putdown this page-turner.? —Kevin R. Compton, general partner,Kleiner Perkins Caufield & Byers

• With a forceful and engaging style, Cohan describes what makestechnology companies like Hewlett-Packard so successful. The bookis full of practical insights illustrated with fresh examples. Anyexecutive aspiring to market leadership should read The TechnologyLeaders.? —Dean O. Morton, retired executive vice president, COOand director, Hewlett Packard Company

• Peter Cohan has created a powerful tool for anyone working in thearena of creating great products from technology. By carefullydissecting the approaches taken by a wide series of strong andsuccessful companies, he has distilled a great deal of usefulwisdom. I enthusiastically recommAnd this new addition to theentrepreneurial literature.? —Robert J. Saldich, former presidentand CEO, Raychem Corporation

• Peter Cohan is an outstanding manager with a keen eye for value.His book gets behind the numbers of some of America's mostprofitable high-tech companies. With a clear and engaging style, hepresents a framework that investors can use to pan for gold intoday's flood of high-tech investment opportunities. If you want topick tomorrow's winners, read this book!? —Peter S. Laino,director of development, K-III Communications Corporation

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Product Details

  • ISBN-13: 9780787910723
  • Publisher: Wiley
  • Publication date: 7/18/1997
  • Series: Business and Management Series
  • Edition description: 1 ED
  • Edition number: 1
  • Pages: 193
  • Product dimensions: 6.34 (w) x 9.65 (h) x 0.80 (d)

Meet the Author

PETER S. COHAN is president of Peter S. Cohan & Associates, amanagement consulting firm headquartered in Marlborough,Massachusetts. Specializing in both strategy and investmentconsulting, his clients include global leaders in thetelecommunications, on-line information services, computernetworking, biotechnology, pharmaceuticals, and oil servicesindustries. Cohan received his MBA degree from the Wharton School.

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Table of Contents

PrefaceThe Author
1. The Technology Leaders and Their Sources of Advantage:- Thedynamics of technology-intesive industries- Implications of CEOs,chief technology officers, and others- Twenty technolgy leaders-Four sources of advantage that drive leaders' success- Linkage withreturn innovation
2. Entrepreneurial Leadership- Effective leadership- Winningculture- Topteam players- Decentralized decision making-Entrepreneurial incentives- CEO change agAnda
3. Open Technology I: Managing the Core- Indentify coretechnologies- Value core technologies- Focus on leverage-pointtechnologies- Partner or acquire to close the capability gap- CEOchange agAnda
4. Open Technology II: Syndicating the Noncore- Indentifyingnoncore technologies- Syndicating noncore technologies: Outplacing-Syndicating noncore technologies: Outsourcing- Managing externalpartnerships
5. Boundryless Product Dvelopment I: Running Fast Teams- Buildingcross-functional teams- Deploying project plans- Involving earlyadopters- Using prototypes- Product supply- CEO change AgAnda
6. Boundryless Product Development II: Creating ProductDevelopment- The value triangle- Understanding customer needs-Choosing product attributes- Managing technologies and othercapabilities- Connecting the corners of the value triangle: Anexample from 3Com
7. Disciplined Resource Allocaton- Principles of betting onR&D- A method for managing the R&D portfolio- Captureportfolio learning- Construct portfolio grids- Develop phasedproject plans- Estimate cash flows- Build project decision trees-Calculate portfolio value- Manage resource allocation-Conclusion
8. The Innovation Scorecard- Return on Innovation- Leadership-Technology- Product development- Resource allocation- CEO changeagAnda
9. Thoughts About the Future- General business landscape

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