I denna uppsats diskuteras hur relationsmarknadsföring kan användas av företag som utvecklar högteknologiska SaaS-lösningar för att bygga lönsamma relationer på en tidig marknad. För att svara på frågeställningen “Hur kan högteknologiska SaaS-leverantörer arbeta med relationsmarknadsföring för att attrahera kundgrupperna Innovators och Early adopters på den tidiga marknaden utifrån The Technology Adoption Life Cycle?” har en kvalitativ metod i form av en fallstudie använts. Semistrukturerade intervjuer med respondenter från en SaaS-leverantör och deras kunder nyttjas för insamling av empirin. Detta för att öka förståelsen för vad både leverantörer av SaaS och deras kunder värdesätter i en relation. Urvalet av teori bygger på hur segmenteringsverktyget The Technology Adoption Life Cycle och teorier kring relationsmarknadsföring kan kombineras för att öka förståelsen för hur olika kundrelationer kräver olika tillvägagångssätt på den tidiga marknaden. Genom analyser av den insamlade empirin har författarna av denna uppsats dragit slutsatsen att relationsmarknadsföring är ett brett område. Utöver produkten behöver SaaS-leverantörer fokusera på andra nyckelfaktorer där personal, teknologi, tid och kunskap ingår. Det är dessutom avgörande att SaaS-leverantörer lägger stor vikt på den interna marknadsföringen eftersom alla interaktioner och beröringspunkter med kunden påverkar relationen. Tillit till det andra företaget och engagemang i relationen är ytterligare aspekter som ligger till grund för att bygga långvariga relationer. Dessa relationer är avgörande för att SaaS-lösningen ska kunna nå den huvudsakliga marknaden där kapitalet finns och en prenumerationsmodell ger önskad avkastning.  Genom live-in marketing kan SaaS-leverantören ta del av viktiga insikter från sina kunder på den tidiga marknaden och möjliggöra en kundcentrerad utveckling av SaaS-lösningen. Undersökningen som denna uppsats bygger på har däremot visat att ett fokus på spridning genom word of mouth inte nödvändigtvis leder till ökad exponering och försäljning, samt att utträdesbarriärer inte är ett tillvägagångssätt för att skapa engagemang i relationen. / This undergraduate thesis explores the possibilities of high tech SaaS providers to apply relationship marketing in order to establish profitable relationships in the early market. A qualitative method in the form of a case study was used to answer the research question “How can high tech SaaS providers apply relationship marketing theory in order to attract customer groups in the early market based on The Technology Adoption Life Cycle?”. To collect the empirical material, semi-structured interviews were conducted with respondents from one SaaS provider and two of their customers. This was done to increase the knowledge on what SaaS providers and their customers value in a relationship. The segmentation tool The Technology Adoption Life Cycle and relationship marketing theory was applied to increase the understanding of how various customer groups require different approaches in the early market. Through analysis of the collected empirical material, the authors of this thesis have drawn the conclusion that relationship marketing is a broad field. Beside the product itself, SaaS providers need to focus on other key factors such as personnel, technology, time and knowledge. Since all interactions with the customer will affect the relationship, internal marketing should be of paramount importance to the SaaS provider. Trust between partners as well as commitment to the relationship play a vital part in the longevity of relationships in the early market. These relationships are crucial in order for a SaaS to reach the mainstream market where a subscription model can show true value for the SaaS-provider. SaaS providers can use live-in marketing to gain important insights from its customers in the early market and develop their SaaS with a customer centric approach. The research that has been conducted in this thesis has shown that focusing on diffusion through word of mouth does not necessarily result in increased exposure and sales, but also that costs of leaving a relationship does not increase the customers commitment to the relationship.

This undergraduate thesis discusses how a new type of workforce management system successfully can be developed from a socio-technical perspective for businesses in the home care service to adopt and benefit from the tool. To answer the question “How can companies that develop high-tech workforce management systems (WFM-systems) towards the home care sector use The technology adoption life cycle for the tool to go from innovation to industry standard?”. A qualitative method is used in the form of a case study. To collect the empirical material, semi-structured interviews were conducted with respondents from three different Swedish home companies services and a company that is developing a high-tech WFM-system for the home care sector. The substrate for the theory is based on how companies that develop high-tech WFM-systems can be inspired by The technology adoption life cycle to increase their competitiveness and avoid collapse due to the gaps that exist between different market segments and their varying needs.  Through analyzes of the collected empirical data, the authors of this thesis have concluded that the home care sector is facing a digital transformation where the implementation of high-tech WFM-systems is considered necessary. The reason behind this is that high-tech tools that use advanced algorithms for scheduling can improve resource management, while reducing costs and travel times. In order for the implementation to achieve the desired effect, these tools need to be developed in accordance with a socio-technical perspective where both home care businesses and technically able developers work together to create tools that have a positive impact on the future of the industry. / I denna uppsats diskuteras hur en ny typ av workforce management system framgångsrikt kan utvecklas utifrån ett sociotekniskt perspektiv för att verksamheter inom hemtjänsten ska anamma och dra nytta av verktyget. För att svara på frågeställningen “Hur kan verksamheter som utvecklar högteknologiska workforce management systems (WFM-system) mot hemtjänsten använda The Technology Adoption Life Cycle för att verktyget ska gå från innovation till branschstandard?” används en kvalitativ metod i form av en fallstudie. För att samla in det empiriska materialet genomfördes semistrukturerade intervjuer med respondenter från tre olika svenska hemtjänstverksamheter och ett företag som utvecklar ett högteknologiskt WFM-system mot hemtjänsten. Underlaget för teorin bygger på hur verksamheter som utvecklar högteknologiska WFM-system kan inspireras av The Technology Adoption Life Cycle för att öka sin konkurrenskraft och undvika att gå under på grund av de klyftor som finns mellan olika marknadssegment och deras varierande behov.  Genom analyser av den insamlade empirin har författarna av denna uppsats dragit slutsatsen att hemtjänsten står inför en digital transformation där implementeringen av nya högteknologiska WFM-system anses nödvändigt. Anledningen är då nya högteknologiska verktyg som använder smarta algoritmer för att schemalägga förbättrar resurshanteringen, samtidigt som kostnader och de sammanlagda restiderna minskar. För att implementationen ska skapa önskad effekt behöver verktyg utvecklas i enlighet med ett sociotekniskt perspektiv där likväl hemtjänstverksamheter och tekniskt kunniga utvecklare samarbetar för att skapa verktyg som har en positiv inverkan på branschens framtid.

技術採用生命週期（Technology Adoption Life Cycle）理論探討技術擴散過程中各階段消費者的行為，並進而使業者了解未來產業的發展趨勢與方向。本論文即嘗試透過結合技術採用生命週期理論，分析LED背光源應用所處之時空和市場，觀察LED產業商業模式的發展，從中尋找LED產業之智慧財產管理課題。LED產業於小型面板背光源的應用，如：手機、MP3、PDA、GPS、數位相機等，已然跨過技術採用生命週期所描述的龍捲風暴階段，進入康莊大道。另一方面，LED於中大型面板背光源的應用才正要刮起風暴，並期待著下一個殺手級應用—通用照明，引領極富綠色環保色彩的LED 產業繼續起飛。然而，因關鍵性專利始終握在國際大廠手上，限制了我國LED產業的發展，也阻礙了技術的擴散。幸而我國LED業者依舊在一片紅海中殺出重圍，成為LED產值世界第二大的基地，也成了國際大廠不得不倚重的對象。下一個風暴的成功，國際大廠仍需要透過授權或策略聯盟繼續壯大其勢力，這是我國LED業者的機會，亦可趁此持續發展技術，配合擅長的系統端整合應用，一舉取得逆轉勝門票。 / Technology Adoption Life Cycle theory discussed various behavior in different phases during the technology diffusion process to let industries learn the trend of future development. The thesis tries to analyze LED backlight application at this point of time and also tries to link up with Technology Adoption Life Cycle theory to find out intellectual property management issues in LED industry today. The LED backlight application on small LCD display, such as mobile phones, MP3, PDA, digital cameras, and GPS, had already passed through the tornado stage in the description of Technology Adoption Life Cycle theory, and it got into the main street stage for sure. On the other side, LED backlight application on medium/large LCD display is just blowing a storm now, and waiting for next killer application, general lighting, to lead the green energy industry a bright way as well. Nevertheless, the essential patents of LED are held by international firms all along. Our LED industry development is certainly limited and technology diffusion is restricted. Fortunately, LED firms in Taiwan still made a great breakthrough that Taiwan has become one of the top two LED product bases in the world. It made international LED firms have to rely on us in some degree. The next triumph to achieve may so far require licensing from big firms or to form a strategic alliance to foster it. It is our opportunity to keep improving our technology in system integration that we are good at, and cooperate with big firms to win the coming game in the foreseeable forture.

本研究回顧過去「資訊通路」相關研究發現，主要集中在幾個議題，例如：經營或競爭策略、通路管理、產品訂價模式、顧客忠誠度、通路服務品質、供應商關係管理、或個案公司之研究；而回顧關於「技術採用生命週期」與「跨越鴻溝」相關研究較少且多集中於高科技技術，如LED、IC設計、網站平台..或個案產品之研究，如iPod、筆記型電腦、電子書、網路電視..等。且大部研究的探討範圍較缺乏以產業角度研究數位產品之相關通路服務需求；且並未發現根據Geoffrey A . Moore(1991)跨越鴻溝一書所論述「高科技行銷通路」理論之提出有效履行「完整產品」之實務架構並進行可行性研究。 　　就實務面觀察，多數創新數位產品在通路推展成功機率很低且擴散速度緩慢，因此本研究針對影響數位產品成敗因素分為企業內部因素、外在環境因素與通路因素三部分，並針對品牌原廠非完全可控制之通路因素進行深入分析研究。關研究方法方面，本研究以通路服務業觀點先探討數位產品的演進趨勢對消費者與品牌原廠通路服務需求的影響，接著探討消費者與品牌原廠對現有主要數位產品通路型態之滿意度分析，找出「市場需求缺口」是否存在與各項服務需求與滿意度(放心度)之差異程度；再進一步驗證本研究提出創新服務模式-「官網下單&透過區域專業經銷商交貨」之適用性與滿意度改善之比較。本研究進一步分析可能影響各項通路服務需求與滿意度的因素，包括消費者類型與品牌原廠類型。 　　經過資料分析，本研究的主要研究結果有五點，包括：消費者與品牌原廠之通路服務需求的確存在且被數位產品的演進所影響、不同類型消費者會影響對通路服務需求與通路型態的放心程度、不同類型品牌原廠影響對通路服務需求的程度不大；但會影響推展新產品初期通路選擇之策略、創新通路服務模式(官網下單&透過區域專業經銷商交貨) 符合消費者與品牌原廠需求並提升滿意度、數位產品之採用生命週期曲線之「鴻溝現象」仍然存在，且與Geoffrey A . Moore(1991)之技術採用生命週期曲線之結構有所不同。 根據上述的研究結果，本研究提出下列建議給予實務界參考： 一、對數位產品通路服務公司：跳脫「競爭」與「去服務化」思維，以實際市場需求出發以建構企業價值鏈與提升附加價值、 有效整合數量龐大區域加值經銷商的在地力量建構「售後服務」機制、優先建構「導入時效」通路價值鏈。二、對創新數位產品之品牌原廠：運用創新通路服務模式彌補目前面臨通路服務滿意度之落差、以官網發展虛實整合的創新通路服務模式較可滿足消費者需求。 / In this study, we have reviewed the existing thesis and research about keyword of IT channel and found that focused on several issues , such as: business or competitive strategy, channel management, product pricing model, customer loyalty, channel service quality, supplier relationship management, or the case company the study; About the number of existing thesis and research of "technology adoption life cycle" and "Crossing the Chasm" is rare and found that more concentrated in high technology product, such as LED, IC design, web platform .. or some case studies, such as iPod, notebook, e-books, network TV .. and so on. And lack of research to explore the issue of digital products industry ‘s real demand for channel services; and we have not found according to the theory of "high-tech marketing channel" discussed by the book of Geoffrey A. Moore’s "Crossing the Chasm" to proposed the effective implementation architecture of "whole product" and do some research. Through the observations of the practical , most innovative digital products is very low probability of success in channel marketing and spread slowly, so the study of divided the success or failure factors of digital products into three parts,including business internal factors, external environmental factors and channel factors, and in this study focus and analysis depthly to the channel factor that the brand company ‘s non-completely control . About research methods, this research study first the impact of channel service demand of the consumers and brand company by evolution of digital products through channel service’s viewpoint. Then we analysis the the satisfaction of consumer and brand company to existing major channels of digital products to identify "market demand gap" and the difference degree between the service needs and satisfaction (comfort level); further validate the applicability and satisfaction improvement degree of the innovative service model - "place orders on the official website and delivery goods through the regional dealer in relatived field" . This study further analyzed the various factors that may affect the service needs and satisfaction, including types of consumers and the types of brand company. After data analysis, the main findings of this study have five points, including: The demand of consumer and the brand company for channel services are affected by the evolution of digital products; The demand for channel services and comfort level will be affected by the different types of consumers;The demand for channel services won’t be affected by the different types of brand company, but the choice of the initial channel strategy will be affected by the different types of brand company;The innovative service model - "place orders on the official website and delivery goods through the regional dealer in relatived field" can meet the demend and improve satisfaction of the customer and brand company;The " Chasm phenomenon" of " the digital product adoption life cycle curve " still exists, and different with the structure of Geoffrey A. Moore (1991) of the technology life-cycle curve . Based on the above findings, this study proposes to practitioners the following recommendations: First, for channel services company of digital products: Give up "competition" and "off service" thinking t o construct the enterprise value chain and value- up by actual market demand；To integrate the huge forces of local value-added- reseller to construct the "after-sale- service" mechanism;Give the high priority to construct the value chain of "Time to market". Second, for the brand company of digital product : Take advantage with the innovative service model - "place orders on the official website and delivery goods through the regional dealer in relatived field" to make up for the satisfaction of the channel service；To create the innovation virtual-physical- channel service model by the official website to meet consumer demand.

針對台灣高科技產業的研究重點，學術上常常會從產業生命週期、公司內部的核心能耐或是從產業結構的定位作為出發加以探討。而本篇研究將會從策略行銷、技術採用生命週期、核心能耐三方面的角度進行技術創業公司價值創造及商業模式的分析。實務上，本篇研究也將致力於技術採用生命週期、核心能耐、策略行銷三方面角度的架構予以整合，如此一來，就能夠透過整合性架構幫助業主在實務上的思考。 本研究採取的是個案研究方法。個案研究法中對於個案的選擇，並非重其全面性與系統性，而是重在選擇有代表性與對比效果的個案，以獲得較為豐富的個案內涵以供對研究議題之深究。本研究選擇了龍彩科技、群聯電子、訊連科技以及茂林光電四家較為年輕且分屬不同產業龍頭的公司作為技術創業的個案分析公司。 本研究得到的結論為技術創業公司在保齡球道確認自己的核心技術所能為顧客創造的價值之後，由於台灣新創公司通常無法自行掌控技術採用生命週期，因此隨著產業的發展與產業間的互動，會決定未來新創公司所走的技術採用生命週期的路徑。技術創業公司通常會在康莊大道開始積極培養新的能力來因應下一波的創新。價值創造方面以降低顧客的外顯單位效益成本為關鍵重點。商業模式若從本篇研究的角度來看，即是在技術採用生命週期上，價值創造與核心能耐的互動。若價值創造與核心能耐產生良性循環，則公司的商業模式會開始強化，這樣就能協助公司在各個技術採用生命週期的階段站穩腳跟。 / Academically, we usually use the standpoints of Product Life Cycle, Core Competence or The Position of the Industrial Structure to study high-tech companies in Taiwan. This research would combine the standpoints of Technology Adoption Life Cycle, Core Competence and Strategic Marketing Analysis to study the technological entrepreneurship in Taiwan, especially in value creations and business models. This is a multi-case study, choosing the representative and comparable cases, including HC Photonics Corp., Phison Electronics Corp., CyberLink Corp. and Global Lighting Technologies Inc., which are younger and playing important roles in their industries. By analyzing the four companies, this study concludes that： 1.A business model means the core competences interact with the costumer values at the Technology Adoption Life Cycle. A great business model means it’s a positive cycle of interaction and the positive cycle can help companies stand firmly at the Technology Adoption Life Cycle. 2.The most important costumer value is Over Cost per Unity (C1).

虛實整合商業模式及O2O模式等概念在市場上的應用不斷崛起，許多業者紛紛投入電商平台之經營，然在越來越多企業朝電子商務發展的同時，線上消費平台卻傳出一道警訊。目前，全球零售市場的規模在2016年約為22兆美元，其中，電商的份額僅佔了8.7%；即使到了2020年，7成以上市場份額仍由實體通路所把持，此現象催生了「全通路」時代的來臨。 許多人誤以為實體與網路是完全獨立的兩個世界，且兩個世界互相是此消彼長的，但其實不然。目前，實體店面與純電子商務單一的銷售模式已逐漸被打破且面臨僵固不前的窘境，而唯有打造全通路，落實虛實整合並打破通路間的界線，將兩邊的危機化為轉機才是突破現況的新解方。 「新零售革命」正在零售業者間展開，究竟如何同時經營實體店面與網路商店，並進行有效的虛實整合，對於純實體商店或純網路銷售商都是一大挑戰。而過去O2O模式相關文獻多聚焦於經營模式、商業策略上的改變，但在實務上如何實際應用以落實虛實整合仍未有所見。因此，本文將探討企業如何透過新興科技的導入來協助完善O2O模式之整合應用，並探究其行銷策略規劃以創造全通路之經營。 本文藉由瞭解所選擇之該產業極具代表性的實際企業個案騰訊以及燦坤，透過二者經營策略上的創新做法，來檢視其二運用Beacon技術於各市場階段的行銷策略決策，進而剖析管理者在運用物聯網產品於經營模式之思維，深入探究其對於虛實整合問題的見解與作法。 / Since The upgrading integration of Click and Mortar Business and O2O model, more and more companies tried to entry the online business. However, as an increasing number of enterprises got into the e-commerce, there came up a warning. The scale of the global retail market in 2016 was about 22 trillion US dollars, but the market shares of e-commerce only got 8.7%. Even by 2020, more than 70% of the market share will still hold by the physical channel, and this phenomenon let the “Omni-channel Retailing” idea showed up. Many people had mistaken the related worlds between the virtual and physical as completely independent. Actually, the only one side business model of physical store or e-commerce has been gradually broken, and the only way to create the new path is developing the omni-channel retailing method. To fully implement the click and mortar business model and break out the boundaries between the path, it’s the best cure for breakthrough the current situation. The "new retail revolution" is being launched between retailers, but how to operate the physical stores and the online stores simultaneously, it’s a big challenge for pure physical stores or online stores managers. Since past O2O model literatures were focus on the change of business model and business strategies, we haven’t seen the practical application to implement the click and mortar business method. Therefore, this paper will explore how enterprises improved the O2O model by importing new techs, and discovered its management of omni-channel retailing with marketing strategy. At last, by studying the innovative business strategy and the decision-making in each products stage of these two businesses Tencent and TSANN KUEN which selected in the industries. This paper will explore the thinking of the managers by using IOT products in their business model, and understand the insights of the click and mortar business model.

行動通訊產業隨著日韓、西歐、亞太、北美和中國大陸陸續啟動B3G行動通訊的商業運轉，全球行動通訊服務和技術的發展進入嶄新的紀元，傳輸速度的大幅提昇，行動通訊服務商積極推動多媒體簡訊、行動音樂、行動影音、行動遊戲、行動訊息和企業數據應用等服務，寄望透過多元應用服務及創新經營模式提升顧客價值與獲利能力；另一方面，行動廣播、無線寬頻、網路電話等新興技術匯流至行動通訊領域，不僅催生行動通訊技術朝IMS和All-IP網路發展，並促使行動通訊服務商在行銷、服務、帳務和網路等層面朝向行動和固網雙網融合與數位匯流的願景佈局。在政府開放營運執照後，行動通訊服務業者皆投入巨額資金經營，期藉由傳輸速度快的優勢，可以發展出更多的行動加值服務內容，以期在語音營收成長飽和之下，創造另一營收來源；但是，行動通訊產業在大規模的投資下，未產生預期的效益，產業間渴望能讓產業創新的殺手級應用(Killer Application)，引導台灣行動通訊產業找到高獲利的藍海市場。本研究期望，透過分析行動通訊產業的價值供應鏈在營運發展過程中碰到的困境，及其面對創新的技術與商業模式如何評估與發展，在面對市場與技術的不確定性下，分析出產業價值鏈的廠商面對創新的競爭所必須思考的關鍵因素，提供台灣行動通訊業者經營業務的一些建議，以便協助台灣在行動通訊市場的產業創新能力，提昇業者對行動加值服務應用與行動通訊設備市場的創新決策正確性，以期推動台灣電信市場的蓬勃發展。 本研究以克雷頓‧克里斯汀生(Clayton M. Christensen)所提出的對突破性科技的看法，利用提出的破壞性創新及資源、流程與價值理論分析模式；以傑佛瑞‧墨爾(Geoffrey A. Moore)提出的技術採用生命周期(Technology Adoption Life Cycle)模式分析五種消費者,探討行動通訊產業如何分析電信業創新的鴻溝,如何邁向康莊大道。在訪談台灣行動通訊產業價值鏈的五家廠商中，就創新的驅動方式、創新的風險評估、如何管理創新與當前產業創新所面臨的問題與解決方案等議題，做充分意見交流，再經由文獻與理論探討、行動通訊產業市場的趨勢與分析、行動通訊產業技術的趨勢與分析，與台灣行動通訊產業個案分析後，最後作成結論與建議，並提出後續研究課題的建議。 經研究與分析台灣行動通訊產業的創新模式，了解行動通訊產業價值鏈創新發展過程中，所碰到過的困境及其後續改善之方案，並對台灣政府與行動通訊業者提出以下的結論與建議： 壹、結論: 一、技術驅動的創新重視程度通常是愈接近產業價值鏈的上游愈高；市場驅動的創新重視程度通常是愈接近產業價值鏈的下游愈高；突破性的創新可能發生於產業鏈中的每一環節。 二、突破性的創新需要同時處理產業鏈中的市場風險與技術風險，兩大天險必須要降低其中一項才容易創新成功；兩種風險都與財務因素息息相關。 三、創新常常來自邊陲，發展創新的組織需要不同於主流產品的績效目標與財務支援。 四、政府正確的產業監理政策常常是行動通訊產業的發展要件；產業生態系的活躍與否常取決於政府對產業的科技政策走向與合宜的法律。 貳、建議： 一、 政府方面: 1.基地台網路: 協調業者以共構的方式及加速整合寬頻接取技術以解決網路品質的問題。 2.技術平台與內容產業:制定適當的產業政策，以協助整合產業上中下游業者，以帶動產業研究與發展。 二、行動通訊營運商: 1.投入研究行動通訊的消費者行為: 行動通訊服務業者應投入資源研究本地消費者行為，以便洞悉創新的殺手級應用。 2.內容與服務平台:積極扮演內容服務開發與技術平台整合角色，以帶動內容產業的蓬勃發展創造「皆贏」的局面。 3.合宜費率: 根據消費者所獲得的行動通訊價值與成本動因計費。 / The mobile telecommunication industry along with Japan, Korea, Western Europe, Asia Pacific, North America and mainland China, it starts the B3G mobile telecommunications commercial subscriber service launch, the global mobile telecommunications service and the technology development enter a brand-new era. Following by the transmission speed of infrastructure network is improved rapidly, the mobile telecommunications service providers are positively to promote the multimedia services, mobile music, mobile video streaming, mobile gaming, mobile messaging and enterprise data service applications. We hope the penetration multi-dimensional applications to serve and innovate the business model to promote the customer value and profit ability. On the other hand, those emerging technologies, such as mobile broadcasting, wireless broadband, IP network telephony are converged to mobile telecommunications domain. Not only expedites the mobile telecommunications technology to IMS and the All-IP network development, but also urges the mobile telecommunications service provider in all aspects of marketing, service, billing and network infrastructures migrate to the wireless and wire-line network fusion and the vision of digital convergences. After the restriction of operation licenses released by government, the mobile telecommunications service providers invest a large amount of funds on new business development. Relying on the quick transmission speed superiority, may develop more mobile value-added service content. We expect to have more another revenue increasing objects while the voice-only service revenue mutuality. Nevertheless, the mobile telecommunications industry under the large-scale investment has not had the anticipated benefit, the industry hope we can let the industrial innovation to produce the “Killer Applications” that guides the Taiwan mobile telecommunications industry to find the high profitable blue sea market. The research expects that, by the penetration analysis mobile telecommunications industry value supply chain the difficult position which bumps into in transport business developing process, and how faces the innovative technology and the business model appraised and development, is facing the indefinite market and the technology, analyzes the industrial innovation the competitive strategy and the key success factors, provides Taiwan the mobile telecommunications entrepreneur to manage the business strategies and suggestions. In order to assist Taiwan in mobile telecommunications market industrial innovation ability, promotes the entrepreneur to the value-added service field and motivates the communication equipment market innovative decision-making accuracy, impels the Taiwan telecommunications market by the time the vigorous development. The research is based on the viewpoint of disruptive technology issued by Clayton M. Christensen to leverage the analysis model of disruptive innovations and resource, process and value theorem; analyzes the five types of consumers by Technology Adoption Life Cycle model issued by Geoffrey A. Moore to investigate how telecommunications industry analyzes the chasm of innovations and how to adopt the early majority of market. In the interview of 5 enterprises across Taiwan mobile telecommunications industrial value chain, we make good communications and share opinions about all the issues of the method of innovation driven, risk assessment on innovations, how to manage innovations, to face problems and resolutions on industrial innovation. By leveraging the entire reference thesis, issued papers and theorem, the trends of market, analysis of market, and technology issues in the mobile telecommunications industry, collaborate with case study of Taiwan mobile telecommunications industry to study and make comments and conclusions on this topic. Also, we provide the suggestions on governing policies, industry strategies, and further research direction. A.Conclusions: 1.Nearby the front end of industry value chain, technology driven innovations methodology is highly enhanced and focused; Nearby the rear end of industry value chain, market driven innovations methodology is highly enhanced and focused. Disruptive technology is possibly occurred in any section of industry value chain. 2.The two major risk factors, market and technology, need to be handled together while manage disruptive innovations. It would make success to assess at least one of two major risk factors and they are all related to financial variables. 3.Innovation is always occurred in the border of organizations which is supported by key performance indicator setting of different major products and necessary financial funding. 4.The mobile telecommunications industry grows by major inferences of correct governing policies and proper regulations issued by technology management department of government. B.Suggestions: 1.For government: a.Base Station System: Coordinate all operators to co-construct the system to speed the integration of broadband wireless access technology to resolve the network quality issues. b.Technology platform and content industry: Collaborate with the enterprises of industry chain to support the research and development by proper industry regulations. 2.For wireless operators: a.Research on wireless consumer behaviors: Coordinate all operators to invest subscriber behaviors and statistic analysis in local market to learn how to produce the killer applications. b.Content and service platform: Proactively involve the content service developing and technology platform integration to develop the content industry as win-win purpose. c.Proper subscriber fare: Charge wireless consumers by the value of requisition and cost driven factor.