6 AM Pacific

The Nature of Switching - Implications

In my last post I described a framework to understand how individuals make switching decisions. Using this framework, let’s examine its implications for marketers of technology.

At the most basic level the framework says that to maximize the chances of switching you should maximize Switching Benefits, minimize Switching Costs and make Research and Trial really easy.

Maximize Switching Benefits

If there isn’t a compelling feature or two in your product that will get a large percentage of your target user base to check out your product, it won’t work. When you introduce a product, it is more important to focus on the Switching Benefits than on lowering the Sacrifice. If the Switching Benefits aren’t there, you won’t get enough people into Research & Trial. If the Switching Benefits are there but the Sacrifice is somewhat high, at least you’ll get the trials and perhaps some early adopters to switch. You might also get some parallel runs, where users use both products for a while. But most importantly, you will get feedback.
More »

The Perfect Notebook

One of the few old world habits that I stubbornly stick with is writing with a fountain pen. I don’t write nearly as much as I type, but when I do, l like the feel of a good ink nib against paper. It helps me think better, or so it seems. More »

Big Pharma vs Nature

I read an article about something interesting that I now can’t seem to find on the internet. The article was about a study conducted by some Indian doctors that indicated that wheat grass juice can reduce transfusion requirements in Thalassemia patients. A paper on the subject in Indian Pediatrics from 2004 is what I was able to google.

One of the (many) problems with modern day drug discovery system is that it is driven completely by a template that provides no incentives to discover naturally found active ingredients with therapeutic properties. Discovering new drugs is an expensive process requiring tens of millions as investment before the drug can be commercially exploited. Most drug candidates don’t make it. If you amortize the cost of these failed drugs over the few successful ones, the costs multiply rapidly. The entire edifice of the pharma industry rests upon the ability of companies to successfully exploit a successful drug through patent protected pharmaceuticals. The problem with naturally found active ingredients is that a patient can get the cure without buying the pill. More »

Company of One

The English word company means “A group of persons”. I would surmise then that the business entity “company” got its name because it comprised of a group of persons engaged in a common business purpose.

An individual can start and run a company all by herself. There is nothing new about that. What is however changing is just how much that company can achieve with a small team. A few individuals can create a company with millions of dollars in revenues and tens of millions of dollars of value. More »

Joost - Internet TV for Real

I got an invite for Joost and tried it out yesterday. It rocked.

Joost, for those who haven’t heard about it yet, is basically internet TV. Full screen, high(er) quality, mainstream TV content streamed to your computer over broad band. The guys behind it are Janus Friis and Niklas Zennström, the same duo that did Kazaa and Skype. With their backgrounds you have to take Joost seriously.

And it doesn’t disappoint. Yesterday, I downloaded the beta version of the client software and settled down to try it out. My verdict - this was vastly superior to any other video on the internet and ‘acceptable’ when compared to regular TV. Every program started with a few seconds of rickety video but once the buffering kicked-in, it was smooth sailing from there on. More »

Don’t Believe Everything You Read

On May 16, Engadget, a blog on consumer electronics, posted breaking news that Apple’s iPhone and Leopard OS were going to be delayed. This was based upon an internal Apple email that they had been able to lay their hands on.Within a few minutes, AAPL had lost 3% off its market cap. Techcrunch has a blow by blow account here. Paul Kedrosky has another interesting take on the episode here.

My interest in this episode is in connecting it with other recent developments in text analysis based algorithmic trading to see what this might augur for the future. More »

The Napsterization of Sell-Side Research

Cross-posted on the Gridstone Blog.

Candace Browning, Head of Research at Merrill Lynch posted an open letter last week that talked about the “Napsterization” of sell-side research, justifying why Merrill Lynch would have to take control of the distribution of their research. More »

Open Letter to the Bollywood Music Industry

Dear Mr./Ms. Music Executive,

First of all, let me compliment you on your pricing strategy so far. You have aced the test on how to price information products. Information products like music are tricky - the content is all in digital form, the fixed costs are high and marginal costs approach zero. How do you price such a thing?

Your current strategy seems to be working well. You have segmented the market according to the listeners’ ability to pay. To each segment you offer a different product (or sometimes the same product) at vastly different prices. I checked prices at different places for the same album – Don. Here’s what I found: More »

Apple and the Music Industry

Last week’s post on YouTube and Viacom got some great comments. If you get a moment go read them. Ram Medury brings up the case of VAS content providers in India, who get a small fraction of the revenues. The rest is kept by the Indian mobile service provider. Senthil says that it’s about the quality of the content. If the content is compelling it will pull in the dollars. Also, Robert Young at Gigaom has a very thought provoking post on the subject of Google and old media companies.

Onward ho! As promised, this week I take up another interesting space where the “Content vs. Distribution” battle is being played out – digital music. More »

YouTube vs Viacom: The Return of the King

The old adage “Content is king” doesn’t seem to be borne out by the post-bubble resurgence of new media. The three companies that have benefited by this resurgence the most are Google, Apple and YouTube, which is now part of Google. None of them create content. More »