HAMILTON E-NEWSLETTER
June, 2000

To develop a successful e-business strategy, start by looking in the mirror--at your key functions.
Rather than jump on "what's hot" in e-business applications, Hamilton recommends managers focus on their key functions in three main areas of their business--supplier links, internal links, and customer links. The best applications will quickly emerge.

In high-tech B2B, winning the Price and Performance war won't guarantee success...a brand's Promise of Value will.
Dr. Scott Ward, Professor of Marketing at Wharton and Hamilton faculty ally, transfers consumer packaged goods' ideas of the importance of brand to the high-tech B2B industry, arguing for a "promise-centric" managerial approach as opposed to the traditional product-centric approach.

Revenue opportunities may be burning on the altar of customer sacrifices.
Dr. Christopher Hart, another Hamilton faculty ally, argues that traditional thinking about "unmet customer needs" fails to acknowledge numerous sacrifices customers must go through to do business with a company--and costs a company revenue opportunities.  Dr. Hart is adjunct professor at University of Michigan Business School, and President of the Spire Group consulting firm.

Click on the headlines to view the full text of Hamilton's white papaer or the summaries of the two articles above.

---

To be added to our mailing list, please e-mail us at E-News@hamiltonco.com

Questions or comments? Please REPLY to this message or contact us by phone at 617-661-2000.