By Rose Fass
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Additional resources for The Chocolate Conversation: Lead Bittersweet Change, Transform Your Business
In addition, IBM then bundled and sold its software as a separate product, creating what would become the multibillion-dollar software industry. IBM was the computer company to end all computer companies, offering signature hardware and software to a world clamoring for more. *%45 Death by Chocolate 9 as IBM failed to envision what Steve Jobs and Steve Wozniak imagined very well—that regular consumers, rather than businesspeople, would become the next big segment of computer customers. IBM’s failure to face the challenges from both personal computers and the new small network servers, combined with a growing intracompany conflict, resulted in a decline that seemed almost insurmountable.
A master of consumer relevance, he was imagining what customers could do with these “toys” and how they could be monetized. Apple considered buying Xerox in the 1980s, then opted for a much better deal—for Apple, at least. It bought the rights to the computer mouse and the GUI and launched the massively successful Macintosh line of computers. Jobs succeeded where Xerox failed simply because Apple knew how to make what Xerox invented relevant to customers. In the meantime, Xerox was fighting for its life.
Changing the compensation model won’t get them there either. To get people “ready for change,” they need to embrace your worldview, understand your standards, and be allowed to openly express their concerns. Allaire and Thoman had a Chocolate Conversation from the beginning. When Allaire asked Thoman to come on board, he was prepared to mentor him and gradually transfer power. Thoman believed from the onset that he was “in charge” and he acted accordingly. Allair continued to engage in the business and weigh in on decisions.