Instant advantage.com : winning strategies for the online economy

Title:

Personal Author:

Kirchoff, Steve

Publication Information:

Upper Saddle River, N. J. : Prentice Hall, 2000

ISBN:

9780130179081

Subject Term:

Electronic commerce

Business enterprises -- Computer network resources

Success in business

Added Author:

Mendonca, Stephen

Available:*

Library	Item Barcode	Call Number	Material Type	Item Category 1	Status
Searching... PSZ JB	30000004981894	HF5548.32 K57 2000	Open Access Book	Book	Searching... Unknown
Searching... PSZ KL	30000004981886	HF5548.32 K57 2000	Open Access Book	Book	Searching... Unknown

Lawyer and bluesman Monty Collins is used to defending murderers#151;and occasionally investigating murders himself#151;but he's never come up against anything like the case of Reinhold Schellenberg, a world-renowned German theologian who has been found dead on the altar of an old church in Halifax, Nova Scotia, on Saint Cecilia's day. The controversial priest, once a top insider in the Vatican, was known to provoke strong feelings in Catholics of all ideological stripes, andnbsp;now those feelings have overflowed with horrifying results. At least Monty knows where to look for clues; his friend Father Brennan Burke has just opened a choir school at the church, and the students provide an international cast of suspects#151;including a flamboyant Sicilian priest, an eccentric English monk, a disgruntled American, a Vatican enforcer, a church lady with a history of violence, and, most perplexing of all, a police officer from the former East Berlin.

Author Notes

STEVE KIRCHOFF is Vice President of Strategic Marketing for Compaq Computer Corporation's Solutions and Services Group (ESSG), responsible for Compaq's Internet computing vision, alignment of products and solutions, and ESSG business partner and marketing strategies. A native of Indiana, Kirchoff holds a Bachelor's degree in Business and Finance, and a Master's degree in Business Administration.

STEPHEN MENDONCA is a technology marketing professional with an extensive background in the computer industry and higher education. He entered Compaq in 1997, after a long career at IBM. At Compaq, he is responsible for creating strategic e-initiatives that will yield market differentiation and customer value. He holds graduate and postgraduate degrees in philosophy, communications, and English literature.

Introduction	p. xv
Acknowledgements	p. xxi
Part 1 Turning Business Inside Out: Disruptions and Opportunities	p. 1
1 The Internet, Convergence, and a New Inflection Point	p. 3
A New Paradigm	p. 6
The Emergence of a New "Total Economic Value" Model	p. 7
Customer-Driven Economic Value	p. 9
In-Depth Understanding of Customers	p. 10
Bloemenveiling Aalsmeer--the Netherlands	p. 11
The Online Economy: Threat or Opportunity?	p. 12
New Strategies for New Times	p. 12
Change or Die	p. 13
New Rules of Engagement	p. 14
Rule 1 Address the Big Picture	p. 14
Rule 2 Be Guided by the Customer's Proposition	p. 14
Rule 3 Reinvent Your Enterprise	p. 14
Rule 4 Build an Enterprise.com	p. 15
Rule 5 Create an Infrastructure Blueprint	p. 15
Beyond Re-Engineering	p. 16
Begin with Questions	p. 17
2 Disruptive Changes and New Opportunities	p. 19
Disruptions Create Opportunities	p. 19
Disruption #1 New Financial Dynamics	p. 20
Disruption #2 Power Shifts from Sellers to Buyers	p. 20
Disruption #3 Self-Help Drives New Business Models	p. 21
The Changing Dynamics of Buying and Selling	p. 21
Disruption #4 Shifting Supply Chain Boundaries	p. 22
Disruption #5 New Paradigms of Value	p. 23
Disruption #6 Diminished Advantage of Mass Production	p. 23
Disruption #7 New Measure of Time	p. 24
Disruption #8 An End to Global Boundaries	p. 24
Disruption #9 Changing IT Deployment Strategies	p. 25
Disruption #10 New Inflection Points in Computing	p. 25
Three Major Internet Trends	p. 26
The "Nirvana" of Computing	p. 26
Internet-Driven Standards	p. 26
The Internet is the New Platform for Services Innovation	p. 27
The Future is Here: the Internet's Impact	p. 28
3 The Online Economy: New Rules, Players and Growth Areas	p. 31
Unusual Alliances are Succeeding	p. 32
Virtually Integrated Alliances	p. 33
Small and Large Enterprises Compete in the Same Markets	p. 34
The Rise of E-Mediaries	p. 34
The Internet Increases Efficiencies and Lowers Costs	p. 35
Business Opportunities Across Industries	p. 35
Turning an Old Industry on its Head	p. 36
Crossing Global Boundaries	p. 37
Hot Growth Areas in a $3 Trillion Industry	p. 38
1. Business-to-Business	p. 38
2. Business-to-Consumer	p. 41
3. Consumer-to-Consumer	p. 41
The Online Economy Impacts Organizational Structure	p. 42
Increasing Demands on it Systems	p. 43
The Online Economy: More Than Pretty Websites	p. 44
Part 2 Strategies for Instant Advantage in the Online Economy	p. 47
4 The Agile Enterprise	p. 49
Five Strategies for Gaining Instant Advantage	p. 50
A Framework for Assessing Online Advantage--Achieving Excellence	p. 51
Strategy #1 Seize Market Opportunities	p. 52
Guideline 1 Look at the Whole Economy	p. 53
Automobiles and Auctions	p. 54
Guideline 2 Monitor Online Change Indicators	p. 55
Mass Customization	p. 58
Changing Rules of Competition	p. 59
IT Advances Fuel Online Economy	p. 60
Guideline 3 Define Your Role and Relevance in the New Online Economy	p. 61
Lessons to Be Learned	p. 62
IT Implications	p. 62
5 The Importance of Customer Management	p. 63
Strategy #2 Become Your Customer's Advocate	p. 63
A Customer Value Proposition Change	p. 64
Customer Demands: Speed and Control	p. 64
Provide Customers with the Ultimate Shopping Experience	p. 66
Rule 1. Excel at Each Stage of the Customer Buying Cycle. Build Relationships	p. 67
Branding is More Important than Ever	p. 67
Rule 2. Match Your Processes with Customers' Expectations	p. 70
Rule 3. Empower Customers to Help Themselves	p. 71
Rule 4. Help Your Customers Succeed	p. 72
A Shift in Customer Power	p. 73
Priceline.com's Pioneering Business Model	p. 73
The Internet Empowers Customers	p. 73
New Paradigms	p. 74
NonStop Service	p. 74
Integrating Business and IT Strategies	p. 75
The Internet Equals Mission Critical	p. 76
Seamless Enterprise	p. 76
Strategic Thinking	p. 76
6 Reinvent Your Enterprise	p. 79
Strategy #3 Reinvent Your Enterprise	p. 79
Reinvention in the Digital Economy	p. 81
Reinvention Begins with the Right Target	p. 82
Reinvent to Build New Relationships	p. 83
Create A Value Network Instead of Optimizing the Supply Chain	p. 84
Delivering Value to Customers	p. 86
Drive E-Efficiencies and Effectiveness	p. 86
E-Innovate: Create New Services and E-Commerce	p. 87
Excel in Building Relationships with E-Marketing, E-Sales, and E-Support	p. 88
The New World of E-Marketing	p. 89
The Ubiquitous Online Marketplace	p. 90
E-Marketing and Customer Loyalty	p. 90
E-Selling	p. 92
1. Sales Infrastructure	p. 92
2. Sales Process	p. 93
3. Sales Tools	p. 95
E-Support	p. 95
Relationship Management Tools	p. 96
Building Lasting Online Relationships	p. 97
The Reinvention of Best Western International to Gain Instant Advantage	p. 98
IT Blueprint for Unlimited Growth	p. 98
Speedy Response Means Customer Satisfaction, More Bookings	p. 99
Leveraging Web Technology	p. 100
Enterprise-wide Mail and Messaging; Secure Intranet Access	p. 100
Comprehensive Change Equals Instant Advantage	p. 101
7 Setting the Stage for Action	p. 103
Strategy #4 Integrate Business and It Strategies	p. 103
Retain Key Customers/Increase Customer Loyalty	p. 105
Challenges to Integrating IT and Business Strategies	p. 106
Design Tools for Enterprise Integration	p. 107
Getting Online, On Time	p. 107
Ceos Drive the Transformation	p. 108
Strategy #5 Create An E-Infrastructure Blueprint	p. 109
Comments on the Chart	p. 111
The Net Imperative	p. 113
Charles Schwab Meets the Online Challenge	p. 114
Change: Seeing the Handwriting on the Wall	p. 114
Balancing Risks and Rewards	p. 115
The Deployment: "Lightning and Thunder"	p. 115
Part 3 Best Practices in the Digital Economy	p. 117
8 Transition to an E-Business	p. 119
It/Business Integration: The New Baseline	p. 119
Resources and Tools	p. 121
E-Resource Categories	p. 121
Standards-Based Online Infrastructure	p. 123
An Example of an Architecture Blueprint	p. 124
Key Technical Attributes of an Online Infrastructure	p. 124
Connectivity	p. 124
Interoperability	p. 124
Networked Applications Support	p. 124
Manageability	p. 125
Scalability	p. 125
Designing Your Website	p. 126
Content Management	p. 128
Application Integration	p. 128
Intranet Solutions	p. 131
Managing Your Intranet	p. 132
Extranets	p. 132
Guidelines for Developing an Extranet	p. 133
E-Commerce Technologies	p. 133
E-Commerce Deployment	p. 134
Enterprise Portals	p. 137
Key Capabilities of Portals	p. 138
E-Applications	p. 138
Management and Security	p. 139
Security Solutions	p. 140
Storage Architecture	p. 142
Storage Advances	p. 143
Storage Pooling/Virtualization	p. 144
The Future Storage System: Open SAN	p. 144
A Strategy for the Internet Future	p. 145
9 Building Your E-Company	p. 147
Transforming the Enterprise	p. 147
E-Business Cuts Costs	p. 149
Drivers of the Internet Economy	p. 149
The New Online Model	p. 151
Challenges of E-Business	p. 152
Internal Enterprise Perspective	p. 152
External Enterprise Perspective	p. 155
Product Engineering and Development	p. 156
IT Values in the 24/7 E-Business Environment	p. 157
Critical Dimensions of E-Business	p. 157
E-Commerce in A Global Village	p. 158
The New Customer Proposition	p. 159
Solution Building Blocks--(Get "Up and Running" Faster)	p. 160
Platform Integrity	p. 161
Networked System Architecture (Design it to Last)	p. 161
Agile Architecture	p. 162
Distributed Server Architecture in the E-Business Environment	p. 162
Storage Architecture for Today's E-Business	p. 163
Involve Professional Services on Your Team	p. 163
The Dream Team	p. 164
Insurepoint: A Case Study	p. 164
Microsoft and Compaq Team Up to Provide Revolutionary Tools	p. 165
Benefits	p. 166
"No User-Visible Failure--No Business Disruptions"	p. 167
Part 4 Internet Pioneers	p. 169
10 Online Stories of New and Established Enterprise Players	p. 171
Robert Rodin, Ceo and President, Marshall Industries	p. 171
Beyond Linear Thinking	p. 173
Transformation of the Supply Chain	p. 173
Action Versus Extinction	p. 173
The Global Online Economy	p. 174
Bob Davis, Ceo, Lycos, Inc.	p. 175
Disruptions and Opportunities	p. 176
Speed is of the Essence	p. 178
Anne Perlman, President and Ceo, Moal	p. 179
E-Auctions and New Paradigms	p. 180
Reassessing Total Economic Value	p. 181
New Tools for the Digital Economy	p. 181
The Internet Creates Level Playing Fields	p. 182
Jim Sachs, Chairman and Ceo, Softbook Press	p. 183
'Be' Your Customer	p. 184
In the Footsteps of Fred Smith: Looking Beyond the Surface	p. 185
A Global Online World	p. 185
11 New Players Lead the Online Revolution	p. 187
Amazon.com Revolutionizes Customer Service	p. 187
Mass Customization	p. 188
Enhanced International Language Capabilities	p. 189
Priceline.com's Pioneering Business Model	p. 189
Keeping the Doors Open	p. 190
Compaq Out Front	p. 191
More Bang for the Buck	p. 191
Drugstore.com, Inc.	p. 192
IT Integration for Uninterrupted Performance	p. 192
Creating an E-Infrastructure Enterprise Blueprint	p. 193
Autobytel.com Revolutionizes Selling and Buying Automobiles	p. 193
Expanding Customer Horizons	p. 194
4 Million-Plus Customers	p. 194
Pioneers Create a Motley Fool	p. 195
Netgrocer.com's Online Shopping Cart Revolutionizes Food Industry	p. 196
Groceries on the Net: Instant Advantage	p. 197
E-Commerce Pioneers Around the World	p. 198
12 Established Players Concede Nothing to Dot.com Companies	p. 203
It's Everyone's Internet: A Trucking Company Excels	p. 203
"Technology is the Future of our Company	p. 204
Competitive Advantage	p. 205
A Visit with 21st Century Truckers	p. 206
Digital Satellite Communications	p. 207
Integration of Business and IT Strategies	p. 207
Barnes and Noble Stays on Top With Barnesandnoble.com	p. 208
24/7 E-Business	p. 208
The 24/7 It Team	p. 209
24/7 Availability and Growth	p. 210
The Big Test	p. 211
Bank of America Offers E-Retailing Bundle	p. 211
Old Line Asia Pacific Companies Join The Digital Economy	p. 212
South China Morning Post	p. 212
The Hong Kong and China Gas Company, Ltd. (or Towngas)	p. 213
Alltel Uses the Internet As Leverage to Maintain Market Leadership	p. 214
Scalability for Internet Growth	p. 214
Availability 24/7	p. 215
Clients Aren't What They Used to Be	p. 215
Lexis-Nexis--Information at the World's Fingertips	p. 216
Creating an Internet Niche	p. 217
A Clear Compaq and Microsoft Message	p. 218
Solutions at Internet Speeds	p. 219
Internet-driven Opportunities	p. 219
Epilogue	p. 221
Is Increased Profitability A Realistic Expectation?	p. 221
Winners and Losers	p. 222
Execute, Check, Fix And Plan	p. 223
Collaborative E-Commerce	p. 224
A Final Word	p. 226
Glossary	p. 227
Bibliography	p. 235
Index	p. 239

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