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WILEYe BOOK WILEY JOSSEY-BASS PFEIFFER J.K.LASSER CAPSTONE WILEY-LISS WILEY-VCH WILEY-INTERSCIENCE
From .com to .profit
From .com to .profit INVENTING BUSINESS MODELS THAT DELIVER VALUE AND PROFIT Nick Earle President, HP's E-Services.Solutions
Peter Keen Chairman, Keen Innovations
Foreword by Ann Livermore
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ISBN 0-471-43760-3 This title is also available in print as
ISBN 0-7879-5415-2
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first edition HB Printing
CONTENTS
FOREWORD
ix
Ann Livermore PREFACE
xiii
ACKNOWLEDGMENTS ABOUT THE AUTHORS
xix xxiii
PART ONE THE WORLD OF INTERNET BUSINESS
1. 2. 3.
1
THE VALUE PATH FROM .COM TO .PROFIT
3
POSITIONING FOR THE .PROFIT ERA: GAINING THE BUSINESS MANAGEMENT ADVANTAGE
21
DELIVER VALUE TO CUSTOMERS AND PROFIT FOR THE FIRM THROUGH RELATIONSHIP, COLLABORATION, AND COMMUNITY 41
PART TWO THE VALUE IMPERATIVES OF THE INTERNET SPACE
4.
CRAFT THE BUSINESS MODEL THROUGH THE VALUE IMPERATIVES 61
5. 6.
PERFECT YOUR LOGISTICS
59
74
CULTIVATE YOUR LONG-TERM CUSTOMER RELATIONSHIPS 92 vii
viii
7.
CONTENTS
HARMONIZE YOUR CHANNELS ON THE CUSTOM