Stories by Fred Wiersema

How market leaders reach out to customers

There's little doubt that market leadership and the savvy use of IT have been synonymous for the past decade. The firms that are dominating their industries today growing two to three times faster than their peers were among the first to exploit IT to re-engineer their business processes and eradicate waste from operations in the early 1990s. In doing so, they laid the foundation for their current success. My latest research also ranks them among the most astute deployers of the Internet. Moreover, these firms are in the forefront of using IT to cope with today's biggest business challenge: a scarcity of customers.