TCG Advisors - Business Transformation, Inovation and Growth Strategy Consulting

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

May 2006 - Vol 7, Number 2

In this Issue:

Meet the New CIOs

March 2006 - Vol 7, Number 1

In this Issue:

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

December 2005 - Vol 6, Number 6

In this Issue:

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

October 2005 - Vol 6, Number 5

In this Issue:

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

September 2005 - Vol 6, Number 4

In this Issue:

Nine Adoption Risks that Deter Customers from Buying

June 2005 - Vol 6, Number 3

In this Issue:

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

March 2005 - Vol 6, Number 2

In this Issue:

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

January 2005 - Vol 6, Number 1

In this Issue:

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

November 2004 - Vol 5, Number 5

In this Issue:

Reviving the Lost Art of Managing Major Accounts

October 2004 - Vol 5, Number 4

In this Issue:

Recent Buzz ...
Strategery!

June 2004 - Vol 5, Number 3

In this Issue:

Outsourcing & Offshoring: A Primer
By Geoffrey Moore

May 2004 - Vol 5, Number 2

In this Issue:

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

April 2004 - Vol 5, Number 1

In this Issue:

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

December 2003 / January 2004 - Vol 4, Number 12

In this Issue:

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

November 2003 - Vol 4, Number 11

In this Issue:

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

October 2003 - Vol 4, Number 10

In this Issue:

Making Board Meetings Work

September 2003 - Vol 4, Number 9

In this Issue:

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

August 2003 - Vol 4, Number 8

In this Issue:

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

July 2003 - Vol 4, Number 7

In this Issue:

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

June 2003 - Vol 4, Number 6

In this Issue:

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

May 2003 - Vol 4, Number 5

In this Issue:

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

April 2003 - Vol 4, Number 4

In this Issue:

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.

March 2003 - Vol 4, Number 3

In this Issue:

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

February 2003 - Vol 4, Number 2

In this Issue:

John Cleese on How to Sell Solutions - Why Intelligence Increases When We Think Less
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)
Reader’s Letter on the ASP vs. License Model Debate

January 2003 - Vol 4, Number 1

In this Issue:

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

In this Issue:

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

November 2002 - Vol 3, Number 11

In this Issue:

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

October 2002 - Vol 3, Number 10

In this Issue:

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

September 2002 - Vol 3, Number 9

In this Issue:

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

August 2002 - Vol 3, Number 8

In this Issue:

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

July 2002 - Vol 3, Number 7

In this Issue:

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

June 2002 - Vol 3, Number 6

In this Issue:

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

May 2002 - Vol 3, Number 5

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

June 2001 - Vol 2, Number 6

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

e-Merge Interactive: First-Prover Advantage in Action

September 2000 - Vol. 1, Number 5

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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

In this Issue:

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!”

On the nature of inertia:

"An object at rest tends to stay at rest and an object in motion tends to stay in motion."
Sir Isaac Newton,
First Law of Motion