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Play Bigger
In today's world, it's no longer enough to create great new products; rather companies now must create whole new categories that destroy old ones. Uber created a new personal transportation category and destroyed taxis and limos. Salesforce.com created a new category of cloud-base sales automation, dethroning the old CRM industry. Airbnb, Workday, Tesla and Netflix are all winning by creating entirely new business categories that destabilise old ones. The category is the new strategy. The conclusion: If you want to build a legendary company, you need to design and build a legendary category at the same time, and dominate it over time. Your company needs to be a Category King. And if you don't design a Category King, you're creating a failure. Drawing on examples from within and beyond our own practice, PLAY BIGGER shows both entrepreneurs and established enterprises how to define, develop and rule a category over time.
Trade-Off
A Fresh and Important New Way to Understand Why We Buy Why did the RAZR ultimately ruin Motorola? Why does Wal-Mart dominate rural and suburban areas but falter in large cities? Why did Starbucks stumble just when it seemed unstoppable? The answer lies in the ever-present tension between fidelity (the quality of a consumer’s experience) and convenience (the ease of getting and paying for a product). In Trade-Off, Kevin Maney shows how these conflicting forces determine the success, or failure, of new products and services in the marketplace. He shows that almost every decision we make as consumers involves a trade-off between fidelity and convenience–between the products we love and the ...
Unscaled
'A thought-provoking look at the technology that is changing the world of business and the benefits, pitfalls, and challenges for society as a whole.' - Kenneth I. Chenault, former chief executive officer, American Express Company Throughout the twentieth century, technology and economics drove a dominant logic: bigger was almost always better. It was smart to scale up - to take advantage of classic economies of scale. But in the unscaled economy, size and scale have become a liability. Today's most successful companies - Uber, Airbnb, Amazon, Salesforce - have defied the traditional 'economies of scale' approach by renting scale instead of spending vast amounts of money building it. And a n...
Making the World Work Better
Thomas J Watson Sr’s motto for IBM was THINK, and for more than a century, that one little word worked overtime. In Making the World Work Better: The Ideas That Shaped a Century and a Company, journalists Kevin Maney, Steve Hamm, and Jeffrey M. O’Brien mark the Centennial of IBM’s founding by examining how IBM has distinctly contributed to the evolution of technology and the modern corporation over the past 100 years. The authors offer a fresh analysis through interviews of many key figures, chronicling the Nobel Prize-winning work of the company’s research laboratories and uncovering rich archival material, including hundreds of vintage photographs and drawings. The book recounts th...
The Maverick and His Machine
The first complete look at one of America's legendary business leaders This groundbreaking biography by Kevin Maney, acclaimed technology columnist for USA Today, offers fresh insight and new information on one of the twentieth century's greatest business figures. Over the course of forty-two years, Thomas J. Watson took a failing business called The Computer-Tabulating-Recording Company and transformed it into IBM, the world's first and most famous high-tech company. The Maverick and His Machine is the first modern biography of this business titan. Maney secured exclusive access to hundreds of boxes of Watson's long-forgotten papers, and he has produced the only complete picture of Watson t...
The Two-Second Advantage
What makes a great CEO, statesman, performer or sportsman is their ability to anticipate events before they happen... to predict where a business trend - even a football - is going a split second before anyone else. The Two-Second Advantage explores the science behind the ways our brains act as predictive machines and shows how you too can learn the skills to put yourself those vital seconds ahead of the competition. And now technology is becoming just as skilful - anticipating what customers want before they know, traffic jams before they occur, and snags even before the problems happen. Computers too are learning how to 'think' and help us be ahead. Success comes from predicting the future with the right information and the right help just a fraction before anyone else. So here's how to give yourself The Two-Second Advantage.
UnHealthcare
In UnHealthcare, Silicon Valley entrepreneur and investor Hemant Taneja and Jefferson Health CEO Stephen Klasko, along with writer Kevin Maney, make a provocative case for a new data-driven, cloud-based category of healthcare called "health assurance." The authors show how health assurance can be built using today's technology, how it will help us all stay healthier at less cost, and how data from health assurance services can help individuals and officials contain and manage deadly virus outbreaks such as Covid-19. More than just a thesis, UnHealthcare is a guide to how entrepreneurs, healthcare professionals, and policymakers can bring health assurance to the mainstream and finally develop a solution to America's healthcare debacle.
Category Creation
Lessons from HubSpot, Salesforce, Gainsight and Other Iconic Brands "The Uber of this" "The Salesforce of that" "It's like Instagram, but for..." There is no such thing as an original idea anymore – right? Actually, it turns out that the world’s most innovative companies have created so much more than just brand new products and technology. They've created entirely new market categories. The challenge is that successfully building new categories requires a perfect storm of luck and timing. Or does it? Category Creation is the first and only book on the topic written by executives and marketers actively building new categories. It explains how category creation has become the Holy Grail o...
New Rules for the New Economy
The classic book on business strategy in the new networked economy— from the author of the New York Times bestseller The Inevitable Forget supply and demand. Forget computers. The old rules are broken. Today, communication, not computation, drives change. We are rushing into a world where connectivity is everything, and where old business know-how means nothing. In this new economic order, success flows primarily from understanding networks, and networks have their own rules. In New Rules for the New Economy, Kelly presents ten fundamental principles of the connected economy that invert the traditional wisdom of the industrial world. Succinct and memorable, New Rules explains why these powerful laws are already hardwired into the new economy, and how they play out in all kinds of business—both low and high tech— all over the world. More than an overview of new economic principles, it prescribes clear and specific strategies for success in the network economy. For any worker, CEO, or middle manager, New Rules is the survival kit for the new economy.
Never Lose a Customer Again
Award-winning speaker and business consultant Joey Coleman teaches audiences and companies all over the world how to turn a one-time purchaser into a lifelong customer. Coleman's theory of building customer loyalty isn't about focusing on marketing or closing the sale: It's about the First 100 Days® after the sale and the interactions the customer experiences. While new customers experience joy, euphoria, and excitement, these feelings quickly shift to fear, doubt, and uncertainty as buyer's remorse sets in. Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel ne...
