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This narrative describes 1/The assessment of the actual situation of a customer portfolio; 2/The definition of the market penetration strategy; 3/The development of sales campaigns to deliver on the strategy; 4/The program management to deliver these campaigns; 5/Tactical considerations; and 6/Risks and obstacles the disruptor must manage to achieve a leadership position in the new market emerging from the adoption of a disruptive innovation. It uses Amazon Writing techniques making it ultra-compact (max. six pages) and hence requires some practice to digest it.


Stefan Herbert



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