1999 Differentiation Hockey Stick 
Steve Blank
NOVEMBER 8, 2010
In 1999, about the same time RIM introduced its first interactive pager, another advanced technology company, TiVo , shipped its first product. This results in a much slower adoption curve – the classic hockey stick. Here you need to spend your marketing dollars differentiating your product from the incumbents.
Steve Blank
SEPTEMBER 10, 2009
A startup in a New Market (enabling customers to do something they never could before,) might be unprofitable for 5 or more years, (hopefully with the traditional hockey stick revenue curve,) while one in an Existing Market might be generating cash in 12-18 months. End result? After twelve months Handspring’s revenue was $170 million.
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