And along with that computer comes a CD-ROM drive. Encarta is merely the icing on the cake. Supermarket brands and intellectual content have precious little to do with it. But within the mindset of executives in the business, steeped in a culture of scholarly values and self-confident from a history of unbroken success, it is extraordinarily hard to understand early enough that conventional industry definitions are obsolete. Competing in the face of the new economics of information requires cannibalizing those assets, perhaps even destroying them.
Incumbents hesitate to do that, especially as long as the business has positive margins.
Rather, they do complex financial calculations and get bogged down in internal political debates. Insurgents have no such inhibitions. Britannica's sales force had been built over decades. It was a foundation of competitive advantage and the envy of the industry. It was obsolete.