Victor Cheng Blog

Crossing the Chasm – Geoffrey Moore

When it comes to required reading for the high-tech CEO, one of the first books to come to mind is Geoffrey Moore’s Crossing The Chasm. The book adapts "diffusion theory" (a theory by a French economist on how new innovations and ideas progress through a population) to adoption of new technologies produced by high-tech companies. [...]

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The Consequences of Unintended Consequences

I have a saying that when it comes to providing financial incentives, they always work all the time. The tricky part is recognizing that sometimes what you thought you were “incentivizing” is not what you actually ended up incentivizing. Often, it’s the unintended consequences that cause problems for companies. Here’s a great post from Marc [...]

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How to Market a Complicated Product or Service

My latest area of interest has been the field of linguistics and communications.  At first, this seems like an odd topic, particularly in the context of creating revenue growth, but I’ve since come to realize its direct relevance. Leadership, revenue growth, and execution all have their roots in one’s ability to communicate with others. Imagine [...]

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Business Model Risk Reduction

The difference between a financial pro forma and reality is risk. It is the CEO’s job to make the business plan on paper into a reality.  It’s easier said than done, of course, but that’s your role and it’s worth remembering constantly. Contrary to popular belief that entrepreneurs are wild risk seekers, successful entrpreneurial CEOs [...]

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The Danger of Competing on Price

For some odd reason, far too many CEOs have the instinct of cutting price as a way to stimulate sales. Cutting price is easy to do, but difficult (if not impossible) to sustain as an on-going strategy. In every market, there is always going to be only ONE lowest-price producer. There IS an advantage to being [...]

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