Weinman - Digital disciplines: attaining market leadership via the cloud, big data, social, mobile, and the internet of things

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Copyright 2015 by Joe Weinman. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data

Weinman, Joe, 1958

Digital disciplines: attaining market leadership via the cloud, big data, social, mobile, and the internet of things / Joe Weinman.

pages cm. (Wiley CIO series)

Includes index.

ISBN 978-1-118-99539-6 (hardback) ISBN 978-1-119-03988-4 (ePDF) ISBN 978-1-119-03987-7 (ePub) 1. Internet marketing. 2. Leadership. 3. Customer services. I. Title.

HF5415.1265W4525 2015

658.872dc23

2015018222

COVER DESIGN: WILEY

COVER IMAGE: ISTOCK.COM/PETAR CHERNAEV

Dedicated to Mom and Dad

Marketplace success is much sought after, but hard to achieve. In most industries, only a handful of firms manage to outperform the majority of their contenders. Their shining results make them stand outin terms of customer appeal, financial results, or growth prospects. Yet even they are subject to decline in a turbulent world where customer power and buyers' demands are mounting relentlessly.

Attaining market leadership is no sinecure. This was already evident some 20 years ago in the research that led to my coauthored book The Discipline of Market Leaders, a #1 bestseller that was published in 18 languages. The fundamental and lasting truth exemplified by the market-leading companies featured in that work, as well as the many outperformers I have studied since, is that they succeeded by not being all things to all people. Instead, they developed and honed the discipline to deliver unsurpassed value to particular customer segments on just those dimensions most pertinent to these customerssuch as best total cost, best solutions, or best products. On top of that, they recognized the imperative to provide better value year after year in order to sustain their appeal to ravenous and switch-prone customerswhether through faster, cheaper, and better offerings, special treatment, or otherwise.