Why Goliath Needs David

Remember back to the good old days of the last millennium, when there seemed to be a new company popping up every six minutes or so. The big, traditional “Enterprises” were left in the dust, wondering how they could have been so easily be outflanked.

Then things shifted. Many of these companies—the Goliaths—played it conservatively. They stayed true to their customers and socked away their excess cash for a rainy day.

Well, it's raining now. With few signs that the economy is improving rapidly, these Goliaths are back in vogue, focused intently on expenses and maintaining their customers.

But Goliaths are big for a reason; they need scale and processes to ensure order within. This often slows them from reacting quickly to customer needs or a changing marketplace.

On top of that, the economy has taken a toll on their top line, and many of these large companies have been forced to cut back on R&D, staff and marketing. Some of these big companies are struggling, there's mounting pressure from their shareholders and the competition, and they need new ideas to find “the next big thing.”

Along comes this nimble, responsive newbie—David—who is outmaneuvering Goliath in traditional markets, often with the latest solution or technology.

→ end article preview
Read the Full Article

David G. Luff Mr. Luff is responsible for developing co-branded partnerships for Juniper Bank. He’s also worked at EMC and at CMGI as VP, Strategic Alliances. He can be reached at david@luff.com