2. Barrier #1: Failure to See

Just imagine. You are relaxing on the beach. The sun is shining; its rays shimmering off the ocean as waves lazily break on the shore. A cool 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 an exploding consumer market product—the mobile phone. Having made the first commercial “cell phone,” you dominate the industry. You are Motorola. You are doing the right thing and doing it well.

From that first commercial cell phone in 1983, for more than a decade Motorola’s analog phones were the phones to own, ...

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