How to Squash a Blackberry
Topic Business-to-Business (B2B) Marketing
Key Words Buying center, gatekeepers, influencers, deciders
InfoTrac Reference A123870574
If your textbook came with an InfoTrac passcode, click here to login on InfoTrac.
News Story 

The Blackberry wireless handheld by Research in Motion is generating a tsunami of excitement among wireless users. The popular PDA, with its advanced system for sending and receiving email and voice communications, continues to wow consumers and lead the pack among handheld digital assistants. As one enthusiastic user put it, no one will get his Blackberry "until they pry it from his cold, dead hand." Such devotion is common among Blackberry users.

With the demand for wireless devices on the rise, many technology firms are mulling over various strategies for striking down Blackberry's supremacy. At present, palmOne, with its popular Treo model series, may be the only company with a chance at winning over Blackberry users. The strength of the Blackberry craze, however, has analysts wondering if anyone will ever be able to squash the handheld's dominance in the market. Since Research in Motion controls about 90 percent of the $1 billion wireless PDA market, some strategists have suggested that Blackberry challengers might need to try targeting businesses markets instead of going head-to-head against the Blackberry in the consumer market.

Questions
1.

According to the article, how might palmOne target corporate buyers as a way to compete against Blackberry's dominance in the overall PDA market? Do you think this would be a successful strategy? Why or why not?

Source Daniel Roth, "Can anyone topple Blackberry?" Fortune, Nov 15, 2004 v150 i10 p48
Instructor Discussion Notes Discussion Notes
These notes are restricted to qualified instructors only. Register for free!

Return to the Business-to-Business (B2B) Marketing Index

©2005  Thomson Business and Professional Publishing.  All Rights Reserved   webmaster  |   DISCLAIMER