Strategy Competition

Get Tilt: Shifting Your Strategy from Products to Customers PDF

By Niraj Dawar

ISBN-10: 1422187179

ISBN-13: 9781422187173

Shift your method downstream.

Why do your clients purchase from you instead of out of your opponents? when you imagine the answer's your enhanced items, imagine again.

Products are very important, after all. for many years, companies sought aggressive virtue nearly completely in actions relating to new product production. They gained by way of development greater factories, by means of discovering more cost-effective uncooked fabrics or hard work, or by way of bobbing up with extra effective how one can flow and shop inventory—and through inventing intriguing new items that opponents couldn't replicate.

But those assets of aggressive virtue are being irreversibly leveled by means of globalization and expertise. this present day, rivals can swiftly decipher and set up the recipe to your product’s mystery sauce and use it opposed to you. “Upstream,” product-related merits are swiftly eroding.

This doesn't suggest that aggressive virtue is a specific thing of the prior. fairly, its middle has shifted. As advertising professor Niraj Dawar compellingly argues, virtue is now came upon “downstream,” the place businesses have interaction with consumers within the marketplace.

Tilt may also help you seize the worldwide nature of this downstream shift and its profound implications to your approach and your company. With bright examples from worldwide, ranging throughout industries and sectors, Dawar indicates how businesses are reorienting their concepts round shopper interactions to create and trap specified price. And he demonstrates how, in contrast to product-related virtue, this worth is cumulative, always development over time.

In an more and more customer-centered international market, allow Tilt function your advisor to transferring your process downstream—and reaching enduring aggressive advantage.

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Extra resources for Tilt: Shifting Your Strategy from Products to Customers

Example text

In other words, the focus of his attention and analysis would tilt from the upstream to the downstream. But Arkwright’s enthusiasm aside, businesses are not that flexible. Like a phantom limb or a deceased patriarch, the long-dismantled, shuttered, and offshored factories continue to haunt strategic discourse long after they are gone. Companies continue to be obsessed with volume (and volume measures such as market share), with the development and protection of new products (rather than markets and customers), and with the utilization of production capacity rather than the customer base.

Part 2, “The Perch: Mapping Market Networks,” takes a big-picture perspective on the market and shows how businesses can harness and channel information flowing through marketplace networks to reduce customers’ costs and risks and create lasting competitive advantage. We will see why a perch over a network of customers, suppliers, competitors, and partners is a unique competitive asset. I will show how some businesses are mining bits of information coursing through their marketplace networks like slivers of gold, assembling large vaults of data bullion that offer fresh, new views of the market, unprecedented ways of creating value for customers, and means of building sustainable competitive advantage.

25 or in the park for $2, the 700 percent price premium in the park reflects the value that resides in the how. This incremental value is created in the downstream activities of the firm—in its interactions with the marketplace. In this instance, the 700 percent is such a significant increase that, in comparison, upstream exercises to reduce the materials, manufacturing, or inventory costs of each can of cola cannot produce anything comparable. The sort of supply-chain efficiency that made Walmart so dominant, in contrast, provides between 2 and 5 percent in cost savings.

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Tilt: Shifting Your Strategy from Products to Customers by Niraj Dawar


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