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Perpetual Marketing [Paperback]

Patrick Perugini (Author)
5.0 out of 5 stars  See all reviews (2 customer reviews)


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Book Description

December 22, 2001
High-technology markets are in a constant state of motion and transition — a perpetual motion — driven by a wide variety of technological, competitive, economic, and regulatory forces. For technology marketers, this can either be a source of eternal frustration or perpetual inspiration.

Perpetual Marketing introduces an innovative methodology called the Market Maturity Matrix™ that helps technology-based product and service companies understand, predict, and capitalize on transitioning markets. It combines marketing strategy and tactical best practices into a disciplined approach that brings renewed credibility and confidence to marketing decisions and plans.

Perpetual Marketing dives into technology markets with original insight and provides a refreshing look at how to create and sustain market advantage. It uncovers the secrets of the pros and, in doing so, unlocks your potential to take your marketing and your company to a whole new level.


Editorial Reviews

From the Inside Flap

"The Market Maturity Matrix was comparable to insight I received from professors at a Kellogg Graduate School of Management executive session at Northwestern University." Noboru Ogawa, Executive Vice President of Sales and Marketing, Hitachi Telecom

"This model was very insightful and instrumental in helping us make some key decisions about our future." Steve Yager, President and CEO, Artemis International

"The Market Maturity Matrix provided the framework upon which we could build our marketing strategies for current and future product offerings." Cindy Skerjanec, Director of Marketing Communications, Rogue Wave Software

"The Market Maturity Matrix adds discipline to an otherwise dubious process of marketing planning. We found it to be enlightening and invaluable to our market positioning, messaging and even budget allocation... It is quite a powerful tool." Jeff DeLazaro, Director of Worldwide Sales, Zolo Technologies Inc.

About the Author

Patrick Perugini has been in technology marketing for the last fourteen years. He has held senior marketing and product management positions with several leading international companies including Artemis International, Funk Software, Gores Technology Group, Wang Software, and Winchester Systems. Patrick is the creator of the Market Maturity Matrix™ and co-creator of the Marketing Scorecard™. Through his insight and perspective, he has earned the respect of industry executives and helped numerous prominent technology companies capitalize on emerging market opportunities. Patrick adds a new dimension to marketing's role in setting corporate strategy and helping companies focus and prioritize their resources and efforts. Patrick holds a Bachelor of Science degree in Marketing from Babson College.

Jeff Wiss is a 20-year veteran of technology marketing. He has successfully implemented marketing and sales programs for a wide variety of consumer and business-to-business products and services, as well as commercial World Wide Web sites. Jeff has been consulting to technology companies on market strategy, product and service introductions, and positioning and messaging for over 13 years, including work with such prominent companies as webMethods and Borland/Inprise. Jeff has also headed some of the most successful product launches in the technology industry, including the introduction of Dr. Solomon’s Software, Rand McNally TripMaker, and The Far Side Computer Calendar. He brings a wealth of experience, insight, and focus to company and product positioning, messaging, market development, and channel planning.


Product Details

  • Paperback: 176 pages
  • Publisher: Richards-Stallman Publishing Company (December 22, 2001)
  • ISBN-10: 0971589704
  • ISBN-13: 978-0971589704
  • Product Dimensions: 8.4 x 5.4 x 0.6 inches
  • Shipping Weight: 8.8 ounces
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Best Sellers Rank: #3,605,654 in Books (See Top 100 in Books)

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1 of 1 people found the following review helpful:
5.0 out of 5 stars Most pragmatic approach to high-tech marketing there is, November 18, 2002
This review is from: Perpetual Marketing (Paperback)
Marketing gurus Patrick Perugini and Jeff Wiss have developed a completely repeatable process for achieving success in high-tech markets. This book offers a blue print of what to do when (and why) in order to get early market success for a new product and how to innovate in marketing as the market evolves. There's more to it in this book than most books of its kind: practical steps, tools and guidelines that will lead you through the four phases of their marketing lifecycle model. I highly recommend this book for people who are looking for more science in their marketing.
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0 of 2 people found the following review helpful:
5.0 out of 5 stars Eureka! I've found a really useful Marketing & Sales Book, February 15, 2002
By 
"cross333" (Boulder, CO USA) - See all my reviews
This review is from: Perpetual Marketing (Paperback)
BOOK REVIEW FOR PERPETUAL MARKETING
(The Right Marketing at the Right Time)
by
Patrick Perugini with Jeff Wiss

This is a path-breaking and landmark publication for any organization interested in enhancing their marketing endeavors in order to attain faster and better results. It is the first time that as a reader I felt truly engaged in an interactive process with the authors. They asked me to answer 15 questions and calculate a score. As a test of repeatability, I asked my marketing colleague within our institution to do the same, and she obtained independently the exact same score (2.2) which placed us clearly in the Solutions Phase II quadrant of the Service Lifecycle. From there it was a simple matter to go to the templates on pp. 115-129 to obtain a ready-to-implement immediately set of vital, mission critical marketing and sales tactics.

Having read many marketing books, this is the first one that began to approach a scientific paradigm for me. It contains plausible and reasonable theoretical models for several realistic, empirically based situations-e.g., products vs. services. It definitely has a high-tech spin, but I believe it has wider and more general relevance and application opportunities.

For the layperson I think the next edition of this book could be enhanced by including a definitive glossary of important marketing terms (jargon) at the back of the book. I found myself seeking clarification of exact connotations of "parity plus one," "customer touch points," and so forth.

Overall, buying and perusing this book which only recently (January 2002) became widely available is a high value-added proposition where the probable returns are orders of magnitude greater than the modest purchase price. I can't help but wonder how many failed companies could and should have been saved if they truly understood and applied the revolutionary content contained in this short (159 pp.) eye-opener. I recommend it without qualification to anyone and everyone who has ever been puzzled by the marketing maze.

Perpetual Marketing is a comforting North Star with associated, detailed charts to make it easier to navigate the dangerous waters of today's dynamic global marketplace with more confidence and less fear of the unknown.

Book Reviewed by,
Larry R. Cross, Ph.D.
EI President/ CEO
Boulder, Colorado
February 14, 2002

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Inside This Book (learn more)
First Sentence:
Albert Einstein once defined insanity as, "doing the same thing over and over again, and expecting different results." Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
product lifecycle curve, complete service solutions, service lifecycles, channel maturity, key market indicators, market lifecycles, service solution providers, reseller partners, commodity phase, market phase, buyer characteristics, technology marketers, service business models, market maturity, complementary applications, product lifecycles, application expertise, market entry strategies, right marketing, target market segments, competitive parity, market stage, embedded technology, domain expertise, complementary services
Key Phrases - Capitalized Phrases (CAPs): (learn more)
Market Maturity Matrix, Perpetual Marketing, Market Movers, First Adopters, Technology Movers, Service Lifecycle Phase, Iridium Satellite, Cobalt Networks, Application Service Providers, Digital Subscriber Line, Market E-motions, Markets Change, Perpetual Motion, Product Amazon
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
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