At the close of the twentieth century, Denmark, Finland, and Ireland emerged as unlikely centers for high-tech competition. InWhen Small States Make Big Leaps, Darius Ornston reveals how these ...historically low-tech countries managed to assume leading positions in new industries such as biotechnology, software, and telecommunications equipment. In each case, countries used institutions that are commonly perceived to delay restructuring to accelerate the redistribution of resources to emerging enterprises and industries.
Ornston draws on interviews with hundreds of politicians, policymakers, and industry representatives to identify two different patterns of institutional innovation and economic restructuring. Irish policymakers worked with industry and labor representatives to contain costs and expand market competition. Denmark and Finland adopted a different strategy, converting an established tradition of private-public and industry-labor cooperation to invest in high-quality inputs such as human capital and research. Both strategies facilitated movement into new high-tech industries but with distinctive political and economic consequences. In explaining how previously slow-moving states entered dynamic new industries, Ornston identifies a broader range of strategies by which countries can respond to disruptive challenges such as economic internationalization, rapid technological innovation, and the shift to services.
This bestselling book - now in its Fourth Edition - has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how ...everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale.Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment - or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You'll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative.The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers.With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today's challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer's world.This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.
The anti-counterfeiting technology of banknotes, bills and negotiable securities is constantly copied, and it is urgent to upgrade its anti-counterfeiting technology. In view of the defect of easy ...replication of single-wavelength anti-counterfeiting technology, the bonded copolymer PMEuTb was synthesized, employing the technique of first coordination and then polymerization. The molecular structure of copolymer PMEuTb was confirmed by infrared spectrum and UV-vis absorption spectrum. The internal mechanism of negative correlation between initiator concentration and number-average molecular weight Msub.n of the copolymer was revealed, and the positive correlation between Msub.n and luminescent behavior of the copolymer was analyzed. The luminescent properties of copolymer PMEuTb with initiator amount of 0.1% were investigated, the copolymer PMEuTb exhibits dual-wavelength emission of green light and red light under the excitation of ultraviolet light at 254 nm and 365 nm. The copolymer has the lifetime of 1.083 ms at sup.5Dsub.4-sup.7Fsub.5 transition and 0.665 ms at sup.5Dsub.0-sup.7Fsub.2 transition, which belongs to phosphorescent emitting materials. The copolymer remains stable at 240 °C, and variable temperature photoluminescent spectra demonstrate the luminescent intensity remains 85% at 333 K, meeting the requirements of room temperature phosphorescent anti-counterfeiting materials. The luminescent patterns made by standard screen printing display the green and cuticolor logo at 254 nm and 365 nm, respectively, indicating that the bonded phosphors PMEuTb has potential application in phosphorescent anti-counterfeiting.
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