1.J.B. Wood, Todd Hewlin, and Thomas Lah, Consumption Economics: The New Rules of Tech (San Diego, CA: Point B, Inc., 2011).
2.“John Henry Patterson 1844-1922: The Biography of the Founder of NCR, Part 1. 1844-1884,” NCR, http://www.ncr.org.uk/page107.html.
3.Gerhard Gschwandtner, “John Henry Patterson: The Father of Professional Selling Part I,” Selling Power Blog, July 13, 2010, http://blog.sellingpower.com/gg/2010/07/john-henry-patterson-the-father-of-professional-selling-part-i.html.
4.Walter A. Friedman, “John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922,” Business History Review 74, no. 4 (Winter 1998): 552-84.
5.Gschwandtner, “John Henry Patterson: Part I.”
6.Friedman, “John H. Patterson.”
7.Ibid.
8.“John H. Patterson (NCR Owner),” Wikipedia, http://en.wikipedia.org/wiki/John_Henry_Patterson_(NCR_owner).
9.Gschwandtner, “John H. Patterson, Part I.”
10.“John H. Patterson (NCR Owner),” Wikipedia, http://en.wikipedia.org/wiki/John_Henry_Patterson_(NCR_owner).
11.J.B. Wood, Complexity Avalanche: Overcoming the Threat to Technology Adoption (San Diego, CA: Point B, Inc., 2009).
12.CFO Research and AlixPartners, Maximizing the Value of Information Technology: CFOs Dissect their Companies’ Spending and Return on IT (Boston: CFO Publishing, 2013).
13.Ibid.
1.Sucharita Mulpuru with Carrie Johnson and Douglas Roberge, U.S. Online Retail Forecast, 2012 to 2017 (Cambridge, MA: Forrester Research, 2013).
2.Ray Wang, “How Intuit Uses Cloud Computing,” Forbes.com, February 9, 2012, http://www.forbes.com/sites/raywang/2012/02/09/how-intuituses-cloud-computing/.
3.John J. Sviokla and Adam J. Gutstein, PwC, “Designing your fiercest competitor: Mastering change by making it real,” http://www.pwc.com/us/en/view/issue-15/business-strategy-competitor.jhtml.
1.TSIA Service 50 Dataview, Q1 2013.
2.The Conference Board Global Economic Outlook 2013, May 2013 update.
3.J.B. Wood, Todd Hewlin, and Thomas Lah, Consumption Economics: The New Rules of Tech (San Diego, CA: Point B, Inc., 2011).
4.Ibid.
5.PwC and TSIA, 2012.
1.Marc Andreessen, “Why Software Is Eating the World,” Wall Street Journal, August 11, 2011.
2.Emi Doi, “High-Tech Tea Kettle Gives Some Seniors a Sense of Security,” Knight Ridder, April 8, 2005, http://bullnotbull.com/special/special-5.html.
3.Peter C. Evans and Marco Annunziata, Industrial Internet: Pushing the Boundaries of Minds and Machines (white paper, GE, November 26, 2012), http://www.ge.com/docs/chapters/Industrial_Internet.pdf.
4.David Whelan, “What Business Can Learn from Cleveland Clinic: How to Report Quality to the Public,” Forbes.com, September 2, 2012, http://www.forbes.com/sites/davidwhelan/2012/09/02/what-business-can-learn-from-cleveland-clinic-how-to-report-quality-to-the-public/.
1.“HP to Acquire EDS for $13.9 Billion” (press release), hp.com, May 13, 2008, http://www8.hp.com/us/en/hp-news/press-release.html?id=169924#.Ue4FFY1vMa4.
2.“Xerox to Acquire Affiliated Computer Services” (press release), Xerox.com, September 28, 2009, http://news.xerox.com/news/NR_2009Sept28_Xerox_to_Acquire_ACS.
3.J.B. Wood, Complexity Avalanche (San Diego, CA: Point B, Inc., 2009).
1.“Solution selling,” http://wikipedia.org/wiki/Solution_selling.
2.For more on provocation-based selling, check out the article coauthored by Philip Lay, Todd Hewlin, and Geoffrey Moore, “In a Downturn, Provoke Your Customers,” Harvard Business Review, March 2009, http://hbr.org/2009/03/in-a-downturn-provoke-your-customers/ar/1.
3.J.B. Wood, Todd Hewlin, and Thomas Lah, Consumption Economics: The New Rules of Tech (San Diego, CA: Point B, Inc., 2011).
4.Ibid.
1.J.B. Wood, Todd Hewlin, and Thomas Lah, Consumption Economics: The New Rules of Tech (San Diego, CA: Point B, Inc., 2011).