i - integrated intelligence: leveraging analyst insights to enable … · 2019-04-04 · i2...
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CONFIDENTIAL AND PROPRIETARYThis presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other intended recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates. © 2015 Gartner, Inc. and/or its affiliates. All rights reserved.
Paul Logue
Vice President, Customer and Market Insights
Hewlett Packard Enterprise
I2 - Integrated Intelligence:
Leveraging Analyst Insights to
Enable Decision Making
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Guesses … Country? City?
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The take-away …
Not everything that can be counted counts, and not everything that counts is counted.
- Einstein
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Introduce HP’s “Integrated Intelligence” model: a broad array of intelligence strategically connected to support decision making
Discuss the strategic role analysts play in that “inbound” intelligence model across our global business units and functions
Back that up with some examples to illustrate how it all works in HP:
Example: How we are organized (AR+Insights)
Example: How we set “inbound” analyst priorities annually
Example: How we run our knowledge management system
Example: How we partner with analysts on “out of the box” ideation
Today’s discussion …
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I2 – HP’s Integrated Intelligence Model
MarketIntelligence
Customer Intelligence
Competitive Intelligence
Integrated Intelligence Platforms
Broad set of strategic sources
Single versions of the truth
Relentlessly “connect the dots”
Feeders to strategic decisions
A new “speed of insights”
Always customer centered
Inform HP strategy, roadmap, messaging, positioning, sales, GTM and execution
Goals
Product/Sol’nInnovation
Best in Class Customer Experience
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HP actively engages with analysts in both “outbound” and “inbound” modes …
InboundOutbound
Reviews
Ratings
Guidance
Short-listing
Briefings
Co-Marketing
Events
Strategy
Product
Positioning
Markets
Customers
Competitors
Analysts
I2AR
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Analysts play a unique role to provide important “context” and “validation” to the strategy setting process
IndustryAnalysts
Markets and Technologies Competitors
What are customers conveying as their top needs, issues, and pain points?
What is their customer journey?
Where, why and how are competitors leading or
lagging? What are customer perceptions of
the top competitors?
How and where are markets and technologies
shifting? What are the POV’s on emerging
opportunities as a result? What are trends in
customer adoption?
Customers
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There numerous opportunities for analyst engagement at all levels of strategy development in HP
Executive Council
BU Leadership
Sales/Regional Leadership
Corporate strategy and positioning
validation
Sales strategy, sales enablement and
positioning
Product strategy, roadmaps, and
messaging
Consulting workshops
Custom strategy projects
Sales tools, assets and training
Custom research projects
WHO WHAT HOW
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Example: How we organize
CMO
AR Insights
Business Units
Regions
Functions
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Example: How we set analyst priorities - “Insights Day”
Top 8-12 insightspartners
Top Insights Priorities
Customer segments
Solution categories
Product categories
Market trends
Industries
Regions
WHO
1 day session @
fiscal new year
WHEN
WHAT
Consistent priorities
Consistent message
Clear points of contacts
Encourages proactiveness
Speed of execution
Healthy competitiveness
WHY
Accelerate I2 Engine
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Example: How we run knowledge mgt – “MarketVision”
Single global platform
Content transparency
Social content (rate, follow)
Trend monitoring
Re-syndication
Integrated Intelligence Platforms
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Facilitated “design thinking” sessions
X-functional global delivery
Rapid idea prototyping
Unlock tribal knowledge
War gaming, scenarios, simulations
Customer “what if”
Example – How we promote “out of the box” thinking
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Thank you!
Questions?
linkedin.com/in/paullogue