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Free White Papers/Articles and Presentations

Building the Consumer Connection: Or How to Succeed in High-Tech Retail (with Chris Abess), (November 2005)

Pricing Strategy and Execution: an overlooked way to increase revenues and profits (with Mike Simonetto), (November 2005)

Strategies for Mature Products (with Ken Hutt), (April 2005)

Launching New Products and Relaunching Failed Products: Services and Solutions Make More Sense

Customer Service Case: When co-creating value with customers goes wrong. (February 2004)

Value Leverage - Strategies for the resource constrained (October 2003)

Relaunching Failed Products 2003

"Managing the ecosystem for innovation" Review of Open Innovation by Henry Chesbrough, HBS Press, 2003

Selling Advanced Telecom Services WIth Business Cases to Telcos and xSPs (August 2002)

A guide to improving your sales success to network service providers such as telephone companies (ILECs, CLECs, xSPs) using business cases and various types of return measures.  This 25 page white paper addresses the issue of how to market, price and sell in the most difficult telecom market ever.

Table of Contents and Executive Summary of White Paper

Not the same old waltz Review of Who Says Elephants Can't Dance by Lou Gerstner, HarperBusiness, New York, 2002

Guerilla Marketing For High Tech Firms (March 2002)

Relaunching failed high tech products (March 2002)

White Paper Development: Increase your revenues by focusing upon client performance improvement (January 2002)

Increase your profits (January 2002)

Executing the plan? (December 2001)

After the recession, what? (December 2001)

Are you a good investment? (August 2001)

Bootstrapping a product launch (August 2001)

The end of an era in software - the birth of the solution channel (June 2001)

Drivers of high tech sales - a guide on how to grow your business (March 2001)

Improving Sales Performance: The Economics of High Tech Sales (2001)

Product Launch Checklist (2001)

Twelve Rules for Launch Success (2001)

Modeling Your Sales Strategies (2001)

Fixing Internet and Software Companies (January/June 2001)