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The Spider in the Information Web Professor Soumitra Dutta INSEAD University of California-Berkeley

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Page 1: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

The Spider in the

Information WebProfessor Soumitra DuttaINSEAD

University of California-Berkeley

Page 2: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

A craze

Page 3: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Changing

Perceptions

Page 4: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author
Page 5: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Net-Explosion“Five years ago, my chief technology officer

was talking about multiple data lines into the

home and putting switches, routers and hubs

into each room. I laughed and said that only

nerds are ever going to do that. And he said,

John, you’re are going to be a nerd faster than

you think. A year and a half later I had my house

wired with switches, routers, hubs and

multiple data lines”

John Chambers, CEO, Cisco

Page 6: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

“We are heading into an era where everyone will be using technology. This is the first time in the history of the world that we can do this ona worldwide scale.

We are entering an amazing period.”

Michael Dertouzos

Director, MIT Lab for Computer Science

Keynote to Electronic Commerce World, Philadelphia, Jan. ‘99

A fundamental right?

Page 7: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Do you want

emotions?

Page 8: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

bridge 1 bridge 2 bridge N

server 1 server 2 server N

distributor 1 distributor 2 distributor N

application application application application application

ethernet

Page 9: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Devices

&

Networks

are becoming

Page 10: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Do you want to be

Wired?

Page 11: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author
Page 12: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

“a billion people connected to

a million e-businesses by a

a trillion devices….”

CEO IBM

Pervasive

Page 13: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Convergence

Page 14: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author
Page 15: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Big

The

Page 16: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Global

&

Local

Page 17: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

With the samepartners

Page 18: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Dream

the

Leverage

the

Page 19: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Dance

faster

than the

music

Page 20: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

with a

personal

touch

Page 21: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

HighTouch

&

Page 22: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Where does our

Professional

lives end..

and personal

lives start?

Page 23: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

We are

living

in a world

full of

Confused?

Headache?

Page 24: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

rulesDifferent

Balance

Out-of-Box

Learning

Exploring

no

absolute

rights no

security

Page 25: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

on

business

models

Page 26: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Leadership

the

from

Page 27: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

“If we did not have a CEO as truly committed

to the Internet as Michael, it would never have

been as easy as it has been for Dell [to move

on the Net]. Web business is taken very

seriously within Dell and all senior managers

have had to buy into it. Dell's goal is to

generate 50 per cent of sales on-line by the

year 2001. To help accomplish this, all

managers have Web-related targets.”

VisionCommitment&

Aine O'Dywer of Dell Europe

Page 28: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Fast

Flexible

&

Page 29: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Hyper-kinetic

Bandwith

deprivation?

Page 30: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

think

Re

Page 31: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Working

acrossSilos

Reengineerprocesses

Page 32: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

NetworkingPower of

Page 33: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Knowledge

needs

to be

distilled

& managed

mined

Page 34: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Co-operation

with

partners

customers

Page 35: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author
Page 36: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author
Page 37: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

No place to

hide

Embrace

the

Page 38: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

The best way to

predict the

future is to help

create it!

Page 39: The Spider in the Information Web - EphMRA...soumitra.dutta@insead.fr sdutta@haas.berkeley.edu Title Competing in the Marketspace: Strategic Marketing and Customer Relationships Author

Doomed

torepeat

Itself

History?