What you will find inside the book
Based on eight years of research by visiting dozens of startups, tech companies and incumbents, Harvard Business School professor Thales Teixeira shows how and why consumer industries are disrupted, what established companies can do about it—while highlighting the specific strategies potential startups use to gain a competitive edge.
There is a pattern to digital disruption in an industry, whether the disruptor is Uber, Airbnb, Dollar Shave Club, Pillpack or one of countless other startups that have stolen large portions of market share from industry leaders in a matter of a few years.
As Teixeira makes clear, the nature of competition has fundamentally changed. Using innovative new business models, startups are stealing customers by breaking the links in how consumers discover, choose, buy and use products and services. By decoupling the Customer Value Chain, these startups, instead of taking on the Unilevers and Nikes, BMW’s and Sephoras of the world head on, peel away only a piece of the consumer journey.
Illustrated with vivid, in-depth and exclusive accounts of both startups, and reigning incumbents like Best Buy and Comcast, as they struggle to respond to Amazon and Netflix, Unlocking the Customer Value Chain is an essential guide to demystifying how digital disruption takes place – and what companies can do to defend themselves.