Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (HarperCollins Publishers, August 2000)

Inside the Tornado: Marketing Strategies from Silicon Valley’s Cutting Edge (Harper Business, July 1999)

The Gorilla Game: Picking Winners in High Technology (HarperCollins Publishers, October 1999), coauthored with Paul Johnson and Tom Kippola

Contact

Moore can be reached through The Chasm Group at or 650 312-1940.

Chunka Mui

E-business

Claim to Fame

Mui’s best-seller, Unleashing the Killer App, coauthored with Larry Downes, was the first book to lay out the technology and economics of digitization and offered a set of design principles for creating "killer apps." Mui also consults on changing market dynamics.

Words of Wisdom for Today’s Business Executives

"A huge percentage of the economy is connected to the Internet, comfortable with it and prepared to use it for conducting business. Rather than going after small niche markets, large companies should be targeting their core markets [on the Internet]. Rather than creating entrepreneurial carve-outs, they should be reinventing their core businesses."

Q&A

What are some common misconceptions held about killer apps?

Mui: The biggest misconception is that you build one and you’re done. You really need to have a mechanism for continuous improvement. It just gets harder after each one.

Who is the most influential person in the new economy?

I think there are three. Gordon E. Moore, he was there so early and so dead-on in his formulation of Moore’s law. Ronald Coase, the Nobel prize-winning economist who explained the concept of transactive costs. And Bob Metcalfe, who explained why networks get big fast and why the Internet came to dominate closed networks.

What is the biggest change that the Internet has brought to business?

The Internet has made the information about the businesses and products more valuable than the products themselves.

Curriculum Vitae

Senior partner with Diamond Technology Partners

Executive editor for Context magazine

Member of the State of Illinois’ VentureTECH advisory committee

Book

Unleashing the Killer App: Digital Strategies for Market Dominance (Harvard Business School Press, 1998)

Contact

For speaking or consulting information, contact Mui at cmui@diamtech.com.

Joseph B. Pine II

Mass customization and the emerging experience economy

Claim to Fame

Pine’s first book, Mass Customization: The New Frontier in Business Competition, which won the 1995 Shingo prize for excellence in manufacturing research, established him as an authority on mass customizing products. His acclaimed book The Experience Economy: Work Is Theater & Every Business a Stage introduced the concept of the experience economy.

Words of Wisdom for Today’s Business Executives

"Ignore the hype. There’s no such thing as an ’information economy.’ As Stewart Brand likes to say, information wants to be free. It’s only when you turn it into informational goods, information services or informing experiences that customers will value it enough to pay you money. And today, customers value experiences much more than they do rapidly commoditizing goods and services."