Final Customer Purchasing from the Producer of the Product

Use Steps: Use steps include all the customer's value added activities or the consumption of the product itself. These steps include all the costs the customer incurs in employing the product in its intended use.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust

Company Capability: Company capability that crosses all products
Function Leader: The company can be counted on to lead the industry in Function innovation

Size, speed and power

No. SIC Year Note
1 3571 2001 To gain a larger market share in the lucrative server market, IBM launched Summit. This Intel-based server is a chipset which works in conjunction with a microprocessor to speed tasks. It is designed to work with Intel's Pentium 4 Foster chip. It allows greater flexibility for customers to build machines with up to 16 of these chips.
2 3575 1990 Next year, Apple will launch a high-end Macintosh, a new laptop, and a rewrite of the Mac's basic software–all intended to win back Apple's technological lead.
3 3576 1995 Bay also has a switch for Ethernet networks. This switch was the first to accept incoming data through each of its ports at either the traditional 10 megabits/second or the 100 megabits possible now.
4 3711 2001 Buyers are paying for a direct link to the cars that have won France's famous Le Mans race 16 times–not to mention thousands of other races. To maintain the mystique, the company refuses to electronically cap the speed of its cars, as other makers do.

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