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Case
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Reference no. 9-701-057
Authors: Brian Silverman
Published by: Harvard Business Publishing
Published in: 2001
Length: 17 pages
Data source: Field research

Abstract

In 2000, Accrue is one of three survivors of the initial consolidation of the Web traffic analysis software industry. However, entry from CRM software providers and consultants, as well as ASPs offering Web analysis services, has introduced new threats to Accrue. Newly-tapped Interim CEO Greg Walker must develop a plan to help Accrue navigate through the transitions shaking this industry.; To demonstrate how new technologies often spark waves of entrants, and how to anticipate what each wave will introduce as its source of competitive advantage. To examine the role of customer expectations in setting a dominant design within a technology-based industry, and to consider how the establishment of a dominant design affects subsequent competition throughout the value chain.

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Abstract

In 2000, Accrue is one of three survivors of the initial consolidation of the Web traffic analysis software industry. However, entry from CRM software providers and consultants, as well as ASPs offering Web analysis services, has introduced new threats to Accrue. Newly-tapped Interim CEO Greg Walker must develop a plan to help Accrue navigate through the transitions shaking this industry.; To demonstrate how new technologies often spark waves of entrants, and how to anticipate what each wave will introduce as its source of competitive advantage. To examine the role of customer expectations in setting a dominant design within a technology-based industry, and to consider how the establishment of a dominant design affects subsequent competition throughout the value chain.

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