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Tables of Contents for The Oracle Edge
Chapter/Section Title
Page #
Page Count
Acknowledgments
ix
Introduction
1
6
Company Character
7
16
Build a Company with ``Leadership Pull'' and ``Cultural Push''
9
1
Image Matters: Dress for Success
10
8
Create Excitement about Your Business
18
5
Corporate Strategy
23
28
Eat Your Own Dog Food (Use Your Own Products)
26
1
Implement Systems Using Your Software
26
4
Build Brand One Word at a Time
30
1
Grow Without Acquisition---The Oracle Way
31
3
Locate Your International Headquarters Internationally
34
3
Be First in a New Market and Dominate It
37
2
Balance Development and Sales
39
2
Foster Entrepreneurship Within
41
4
Drive Productivity with Competition, Not Chaos
45
3
Make Your Enemies' Enemy Your Friend
48
3
Product Development
51
24
Develop for the ``Built-in Consumer''
54
2
Make Your Product Strategic to the Customer
56
5
Build with Failure in Mind
61
3
Whatever You Do---Ship!
64
1
Anticipate the Next Wave
65
2
Nurture Your Core Team
67
4
Permeate Your Organization with Information
71
4
Incredible Selling Power
75
28
Build Incentives that Get Sales' Attention
78
3
Create Infrastructure that Supports Revenue Generation
81
5
Go Straight to the Top
86
4
Marketing to Enterprise Customers---Seminar Power!
90
3
Sell into Vertical Industries
93
3
Sales Today Make Markets Tomorrow
96
4
Promote Your Vision
100
3
Customer Relationships
103
16
Visit Your Customers
105
2
Talk with Your Customers
107
1
Watch Your Customers Use Your Product
108
1
Help Customers Use Your Product
109
7
Set Realistic Expectations
116
3
Crush Your Competition
119
22
Five Steps to Attacking Your Competition
121
1
Cut Off the Oxygen
122
2
Pigeonholing Individual Competitors
124
4
Document Victories
128
2
Fight Opponents on Your Terms
130
3
Deploy the Advertising Weapon
133
5
Lock Customers In and Competitors Out
138
3
Talent
141
18
Recruit Athletes
143
7
Indoctrinate with Company Culture
150
6
Communicate Your ``Mantra''
156
3
Management Phllosophy
159
22
Teach People How to Win
161
2
Give Power to Individuals and Teams
163
3
Spend Money on what Matters
166
1
Make a Commitment; Keep It
167
2
Think Like a Shareholder
169
1
Be an Accessible Manager
170
1
Spoil the Best Employees
171
2
Don't Be Afraid to Terminate
173
2
Shake Up Your Organization
175
4
See Opportunity in Change
179
2
Surviving a ``Crash''
181
12
Identify Crucial Issues
184
2
Turn the Company Around
186
4
Learn the Hard Lessons
190
1
Fix Weaknesses and Forge Ahead
191
2
Exploring New Markets
193
22
Dreaming of Interactive Television
196
4
Taking on Microsoft with the Network Computer
200
1
Eliminating the Competition from Your Deals
201
3
Lessons Learned from the Network Computer
204
11
The All or Nothing Future
215
22
The Inevitable Clash
217
4
Understanding Microsoft's Strengths
221
2
Evaluating Oracle's Strengths
223
3
Finding Strategies that Amplify Oracle's Advantages
226
7
Forging Partnerships
233
2
Honing the Edge
235
2
Index
237