Coming Later: Clayton Christensen, Business Models & Technology

Harvard prof. Clayton Christensen has written the business bible for technological innovation, The Innovator's Dilemma, and he has added to that foundation with The Innovator's Solution and a proliferating fractal of other texts. 

In the December 2008 issue of the Harvard Business Review, along with his co-authors Johnson and Kagermann, Christensen offers additional insights on the importance of organizational business models.   Business models are not as widely studied as one might expect.  My interest is in understanding how a library of business models can be an important sales tool for guiding new technology sales.  Obviously this is a big topic; I'd like to start with a few practical notes.

Here is the website from Clayton Christensen and Michael Raynor:

Actionable Insight For Technology Sales:  Customer business modeling is not just for often maligned corporate strategy types, but can be directly useful for sales management and front-line sales people.  A good understanding of customer business models will give you the sales match to your products.  And from that you can derive the compelling benefits and sales tactics that will enable you to execute.  Don't waste time guessing.  More in the coming months.