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The Rules of Victory James Gimian and Barry Boyce

Among the many case studies in The Rules of Victory by James Gimian and Barry Boyce ( www.shambhala.com) is the story of salesforce.com, which “entered into a relatively uncontested mark et – what the Sun Tzu calls ‘unpeopled ground’ – with a new model and business proposition.” The company grew rapidly, solidified its position as the market leader, and proved both the value of the market for on-demand access to software and its ability to exploit that market, the authors explain. They, however, caution that if salesforce.com clings to the original upstart mentality of the earlier phase, “the market’s perception of the company as the industry leader might very well be undermined and its options for future success diminished.” Valuable lessons.

D. Murali

http://BookPeek.blogspot.com

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