2. Barrier #1: Failure to See

Just imagine. You are relaxing on the beach; the sun is shining; its rays shimmering off the ocean waves as they lazily breaking on the shore. A cooling breeze occasionally rustles the palm trees. You are in this idyllic spot because you’ve done it the old-fashioned way—you’ve earned it. You’ve worked hard; you’ve been smart. Your company is touted in the press as one of the most admired. You are the market leader in what is expected to be one of the largest consumer market products ever—the cell phone. At its unveiling, your StarTac phone instantly becomes the phone to own. You are Motorola.

You are doing the right thing and doing it well. This was the case for Motorola into the early nineties. Its analog phones ...

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