How To Achieve World Class Market Intelligence 7th GIA Conference:

7th GIA Conference:
How To Achieve World
Class Market Intelligence
PROVEN SUCCESS FACTORS, COMPANY CASES,
EXCLUSIVE NETWORKING.
A three-day event for professionals on the key success
factors of Market and Competitive Intelligence.
May 13-15, 2013
Intercontinental Hotel
Düsseldorf, Germany
Why this Intelligence Conference
Driven by global challenges, competition and customer demands, business models are undergoing significant changes.
Maintaining a competitive edge will require sharper, more comprehensive and proactive, forward thinking intelligence,
so you are equipped to detect and act on critical market signals.
The GIA Conference is a premium event geared toward professionals responsible for developing and operating Market
and Competitive Intelligence programs, as well as functional decision makers in strategy, business development, and
sales and marketing.
GIA Conferences inspire thinking and help you develop your Market Intelligence program to World Class levels. The
program always stimulates dialogue and knowledge sharing through an excellent balance of:
•
Thought-provoking presentations
•
Lively roundtable sessions
•
High energy interaction
•
Challenging panel discussions
Practical Insights
Knowledge exchange
Past attendees appreciate the quality of the best practices shared and
have been inspired by the discussions led by guest speakers from leading
Actionable take-aways
global companies.
NO VENDORS or SALES
Join us and meet strategic Market Intelligence leaders, practitioners and
100% recommended by
previous participants
international business professionals from various industries - providing
you with unique opportunities to make new contacts.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
2
Proven Quality 100%
of the Time
All previous six GIA Conferences
Content Highlights
1.
roundtable sessions and networking opportunities – choose the topic or session
have scored an overall average of
4.7 / 5. 100% of our European
attendees recommend GIA
Three full days packed with presentations, panel discussions, interactive
that best suits you.
2.
The latest and hottest topics:
•
Future of intelligence: How intelligence is evolving and the influence on the
six Key Success Factors.
•
Management and leadership skills: What is needed for optimal engagement
with key stakeholders and top executives.
•
Social media and intelligence: How to review netnographics, how to use it,
what are the benefits?
•
Competitor analysis: New ways to conduct competitor analysis and
anticipate competitive moves.
•
ROI of intelligence: More important than ever before. Can we calculate it?
How?
decision makers in an intimate
•
Customer intelligence: How to get more insight.
setting with no commercial agenda.”
•
Free consultancy session: A 20-minute complimentary consultancy on a
particular intelligence question. (Booking required)
•
Networking: Dinner networking cruise on the river Rhine.
Conferences to colleagues.
“I can highly recommend the GIA
conferences. Not only do they
provide great ideas that you can
implement in developing your
intelligence program, but they also
bring together practitioners and
Leela Maher, Director, MI at Johnson Controls
Power Solution
3.
Many practical case studies on how to optimize intelligence; from the “do’s &
don’ts” and the “tips & tricks” to new intelligence models and methodologies.
“I’m a big fan! I feel like I get a lot
Best practices will be shared by presenters and facilitators from leading global
out of them. One of the best parts
companies, including Dr. Reinhardt Schink, Head of Market Analysis and Strategy
of the GIA conferences is being able
from Allianz, Eric Van Zele, president and CEO from Barco NV, Luc Rooms,
to learn about different techniques,
Head of Market Analysis and Management Reporting at Belgacom, Bettina
different solutions that other MI
Schmidt-Smylla, Vice President and Global Head Business Development and
practitioners have applied to
Market Intelligence from Bühler, Simon Edward, Director of Market Development
common issues that you will find
& Insights from IBM Europe, Daniel Cho, Marketing Director from Philips
all over the place and being able to
Healthcare, Annelies Verhaege, Head of Research Innovation from Insites, and
bring back concrete ideas and things
many more.
you would really like to implement
when you get back to the office.”
Phil Britton, Senior Manager, Competitive
Intelligence, Best Buy
4.
Extra! Participants will also get to view the results of the 2013 Global Market
Intelligence Survey, where over 1,500 professionals were asked about their
intelligence activities in a global benchmarking assessment.
5.
Complimentary six-month access to Intelligence Best Practices Online,
an exclusive community and knowledge resource for market intelligence
professionals.
“This is the first time that I have
joined the GIA conference, but
probably not the last time! It was
6.
Best of all, there will be no exhibition area or vendor/sponsor product
presentations.
fantastic for me, it was a great
experience. They have a perspective
on different industries. You’re
meeting with peers from other
industries and you can share
best practices and that’s the big
advantage for me or the big benefit
from this conference…”
Henning Heinrich, VP MI, Deutsche Telekom /
T-systems
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
Exchange of Knowledge,
This is
an
event
Insights, Experiences
need t for you if yo
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marke derstand yo
and Ideas
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custom
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ks.
Exchange of Knowledge, Insights,
Experiences and Ideas
The Conference promises a thought provoking and hands-on
NEW: 20-minute free consultancy session
approach to the sharing of best practices pertaining to the six
Do you have intelligence questions like:
Key Success Factors of Market Intelligence (MI).
•
How can I engage my stakeholders better?
•
Scope: How to add a future-centric focus to your
Intelligence program and ensure holistic market
coverage.
•
ow do I improve our strategic market sizing or market
H
entry studies and recommendations?
•
•
Process: How to integrate your Market Intelligence into
key decision points and business processes.
hich method should I use to set the right priorities for
W
my organization?
•
How do I gather better feedback on my deliverables?
•
Deliverables: How to manage your portfolio of
deliverables. Includes practical examples of high impact
deliverables.
•
Which MI tools should I use? And what should I monitor?
•
How do I design a heat-map or a battle card?
•
I s co-creation the right path for me? What other choices
do I have?
•
Tools: How to utilize various tools to activate your
internal intelligence networks and facilitate a two-way
information flow.
•
Organization: How to establish a Market Intelligence
network that makes a real difference to your MI
program. How to develop the consultative skills of
your intelligence team. How to be transformed from an
information hub into a strategic advisor.
•
Here is the answer: Book a consultancy session with one of
our senior consultants to discuss one pressing intelligence
issue. Sessions will be held after the presentations on May
14, 2013. Reservations are on a first come first serve basis as
spaces are limited.
Culture: How to build an intelligence sharing culture that
supports two-way communication. How to brand and
promote Market Intelligence internally.
Who Should Participate?
•
Market intelligence
•
Business analysis
The conference is a must-attend for
•
Competitive intelligence
•
Marketing
all VP’s, senior directors, directors,
•
Customer intelligence
•
Strategy and Planning
managers, analysts and executives
•
Business intelligence
•
Business development
•
Market insight
•
Knowledge management
•
Economy
•
Trend analysis
•
Sales
•
Modelling
who are active in the areas of:
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
4
PRE-CONFERENCE
WORKSHOPS, MAY 13
8.00 – 9.30
Registration
9.30 – 11.00
Workshop: Part 1
(Simultaneous Sessions for all Tracks)
•
Track 1: How to Start a World Class
Intelligence Program
•
Track 2: Benchmark and Take Your
Market Intelligence Program to the
Next Level
•
Track 3: Acquire Market Sizing and
Forecasting Best Practices
•
Track 4: Perfect Your Consultative Skills
•
Track 5: Excel at Your Deliverables and
Presentations
CONFERENCE DAY 1, MAY 14
CONFERENCE DAY 2, MAY 15
8.00 – 9.00
Registration
8.00 – 9.00
Registration
9.00 – 9.15
Welcome and Opening (Maria van der Veer
and Hans Hedin, GIA)
9.00 – 9.45
Intelligence for strategic decision making
(Erick Martinez, Associated British Agriculture)
9.15 – 10.00
Intelligence for the CEO: A CEO’s
perspective (Eric Van Zele, Barco NV)
10.00 – 10.30
Worldwide Benchmarks: 2013 Global
Market Intelligence Survey results (Joost
Drieman, GIA)
10.30 – 11.00
Refreshments & Networking Break
11.00 – 11.45
Customer Intelligence: Make it World
Class (Florence Guesnet, Heineken
International)
11.00 – 11.30
Refreshments & Networking Break
11.30 – 13.00
Workshop: Part 2
14.00 – 15.30
Workshop: Part 3
16.00 – 17.30
Workshop: Part 4
17.30 – 18.30
Opening Reception (Cocktails & Hors
d’oeuvres)
Non-Workshop attendees are welcome
to attend.
11.00 – 12.00
Interactive Roundtable Sessions: Round 1
Track 1: Social Media: The impact, how
to cope with it, how to use it for better
insights
•
Track 2: Megatrends: How to use
megatrends to provide strategic impact
•
Track 3: Competitive Intelligence: How to
understand the competition and anticipate
competitive moves
•
Track 4: Customer Insights: How to obtain
and use insights on behaviour, satisfaction,
and opportunities
•
Track 5: Intelligence Tools: What is the
future
13.30 – 14.45
Interactive Panel Discussion: World Class
Management and Leadership, with: •
Track 6: Co-creation: How to foster
intelligence sharing and work with virtual
teams
•
Florence Guesnet, Heineken International
•
Troy Pfeffer, Cintas Corporation
12.00 - 13.00
Networking Lunch
12.30 – 13.30
Networking Lunch
15.30 – 16.00
Refreshments & Networking Break
10.30 – 11.00
Refreshments & Networking Break
•
11.45 – 12.30
More with Less: Optimize and expand
your Intelligence for greater impact
(Daniel Cho, Philips Healthcare & Daniel
Canter, Philips, Global Business & Market
Intelligence)
13.00 – 14.00
Networking Lunch
9.45 – 10.30
Current and future challenges in market
intelligence at Bosch Power Tools
(Bernhard Bruhn & Dr. Marc Jost-Benz,
Bosch Power Tools)
14.45 – 15.15
Refreshments & Networking Break
15.15 – 16.00
Grow in Slow Markets: How to increase
your share of established markets through
intelligence (Dr. Reinhardt Schink, Allianz)
16.00 – 16.45
Maximum Mental Capacity: Training your
memory skills (Dr. Martti Vannas)
17.00 – 18.00
Consultancy sessions
18.30 – 22.00
Dinner Cruise & Networking Event
13.00 – 14.00
Interactive Roundtable Sessions: Round 2
•
Same tracks as in round 1
14.00 – 14.15
Refreshments & Networking Break
14.15 – 15.00
Generating more aftersales business
through intelligence (Bettina Ringsdorf,
BMW AG)
15.00 – 16.15
ROI, interactive forum on measuring
returns on intelligence
16.15 – 16.30
Closing Remarks (Hans Hedin, GIA)
Conference Fees
Cancellation Policy
Pre-Conference Workshops , May 13:
EUR 945 / USD 1,270 (+ applicable taxes)
Confirmed registrations may be cancelled without penalty if written cancellation requests are
received on or before April 12, 2013. 50% of the Conference fee is payable for cancellations after
April 12, 2013, but registrants will retain access to the Intelligence Best Practices Online tool
containing Conference materials for six months from May 15 to November 15, 2013. No refunds
will be issued (and full conference fee is payable) on cancellation requests received after May 1,
2013, and access to the IBP Online tool will be retained until November 15, 2013.
Conference Days 1-2 , May 14-15:
EUR 1,895 / USD 2,550 (+ applicable taxes)
Workshops + Conference Days 1-2 , May 13-15:
EUR 2,495 / USD 3,360 (+ applicable taxes)
Note - All registrations are subject to acceptance by GIA.
Register online through the GIA website.
For further information and advice on track choices, please contact
[email protected] or call +32 472 700 117
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
5
Düsseldorf – Cosmopolitan City
Düsseldorf on the banks of the Rhine is the capital city of North RhineWestphalia, Germany’s most populous state. Recognised for its high
quality of life (ranking sixth worldwide, Mercer 2012), the city scores
with excellent infrastructure, modern architecture, tradition and cultural
attractions of international distinction. The tolerance and cosmopolitan
nature of the city are evidenced in great friendliness towards tourists
(ranking second in the “Most Tourist-Friendly City in Germany 2010”
study). With close to four million booked accommodations and countless
millions of day visitors Düsseldorf is a popular city break destination
in Germany all year round. That the city holds much attraction is also
seen in the growing population figures over the last few years, currently
standing at over 590,000. The gateway to the city for many tourists
and business travellers is Düsseldorf International Airport at only ten
minutes from the city centre.
Old Town
Nowhere else in the state capital of North Rhine-Westphalia can you be
so close to the heart of the city within less than half a square kilometre
away and located between the Rhine and Heinrich-Heine-Allee. You can’t
ignore the Old Town if you want a night out in Düsseldorf. Enjoy a typical
“Alt” beer in one of the many traditional breweries. Counting around
260 bars and pubs, there’s good reason why the Altstadt (Old Town)
is called “the longest bar in the world”. Funky lounges in Düsseldorf’s
trendy districts, attest as much to the diversity of nightlife as do the
spectacular clubs in the stylish MedienHafen and on the famous
Königsallee.
MediaHabour (Rhinetower)
The MediaHarbour is certainly a highlight of Düsseldorf’s architectural
scene. Formerly a trading and industrial transhipment area, with its
symbiosis of tradition and the modern, today it inspires international
architecture enthusiasts.
Gardens and parks
Hardly any other major city is as green as Düsseldorf. The successful
green-area concept and the residents’ great commitment have borne
fruit. Düsseldorf has received national and European awards for its
beautifully designed parks.
© Düsseldorf Marketing und Tourismus GmbH
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
6
Pre-Conference Workshops, May 13
8.30 - 9.30
Registration
Have you been tasked with setting up an intelligence program
9.30 - 17.30
Track 1: How to Start a World Class Intelligence Program: A StepBy-Step Approach for Rapid Deployment (Troy Pfeffer, Cintas Corp.
and Jouko Virtanen, GIA)
start and what steps to follow? Or have you already started,
9.30 - 17.30
Track 2: Benchmark and Take Your Market Intelligence Program to
the Next Level: Learn Best Practices from Experienced Peers and
Design a Market Intelligence Development Road Map as a Result
(Ubald Kragten, Royal DSM and Markko Vaarnas, GIA)
templates to draft an action oriented set-up plan?
1.
Add structure to your intelligence program set-up
process.
9.30 - 17.30
Track 3: Acquire Market Sizing and Forecasting Best Practices:
Learn to Understand Methods and Processes for Market Sizing
and Forecasting Through Practical Examples (Aleksi Grym, GIA)
2.
Learn to utilize GIA’s World Class Market Intelligence
Road Map, through hands-on case examples.
or revamping an existing one? Are you wondering where to
and are looking to benchmark your progress against case
examples and best practices? Looking for frameworks and
3.
9.30 - 17.30
Track 4: Perfect Your Consultative Skills: A Practical Workshop to
Develop Your Consultative Skills and Become a Trusted Business
Advisor (Simon Edward, IBM Europe and Hans Hedin, GIA)
Learn to identify and quantify the benefits of the
intelligence program as you move forward.
4.
9.30 - 17.30
Track 5: Excel at Your Deliverables and Presentations: A Practical
Master Class to Improve Delivery of Intelligence (Luc Rooms,
Belgacom and Joost Drieman, GIA)
Make ambitious plans for your intelligence program:
Take pragmatic steps initially, and set long-term goals to
become a World Class Market Intelligence organization.
5.
Walk away with practical next steps to build/enhance
your intelligence program.
17.30 - 18.30
Opening Reception (Cocktails & Hors d’oeuvres)
Non-Workshop attendees are welcome to attend.
This one-day workshop presents GIA’s Road Map for setting
up an intelligence system from the ground up through
numerous hands-on case examples:
•
Conducting a needs analysis and setting the scope of the
intelligence activity
•
Planning and designing the intelligence process
•
Activating the organization
•
Defining deliverables
Track 1: How to Start a World Class Intelligence
Program: A Step-By-Step Approach for Rapid
Deployment
•
Implementing tools and techniques
•
Marketing the newly established intelligence program to
internal user groups
Facilitators: Troy Pfeffer, Competitive Intelligence Director
The participants will also learn how to use the World Class
at Cintas Corp., and Jouko Virtanen, President, Americas at
Market Intelligence Road Map from the very beginning in
Global Intelligence Alliance
order to set initial targets when launching the intelligence
8.30 - 9.30 Registration
What participants say about the previous pre-conference workshops:
•
“Excellent workshop with very knowledgeable and engaging speakers. A lot of key takeaways for our organization!“
•
“Great facilitations! Very informative. So far, I’ve been very impressed with all aspects of the conference.”
•
“This was great. Most engaging session I’ve been to at any conference. Lots of take-aways.”
•
“Great best practices information. I appreciated the ’no sales pitch’ approach.”
•
“Great information, really enjoyed specific examples of how companies are applying information. Lots of great info. Thanks!”
•
“It was very useful to see the handouts / templates and I also benefitted from the practical / real-life experiences
discussed.”
•
“Very well paced. I appreciate how engaged everyone was.”
•
“The session was very informative and useful for my own career.”
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
7
The workshop targets participants who are setting up new
Track 2: Benchmark and Take Your Market
Intelligence Program to the Next Level: Learn
Best Practices from Experienced Peers and
Design an Market Intelligence Development
Road-Map as a Result
Market Intelligence programs, and participants in the early
Facilitators: Ubald Kragten, Manager Business Intelligence at
program. Later on, the Road Map will serve as a tool for
measuring progress in taking the intelligence program to
optimal levels. Practical examples will be given on how to
manage each stage of implementing an intelligence program.
stages of deploying Market Intelligence programs.
Previous feedback on this workshop: This workshop has been
very popular among companies in the early stages of setting
up a systematic intelligence function. The very latest score
for this workshop in North America from October 2012 is 4.8
on a scale of 0-5, with the majority of participants rating the
session as “very good” which is the highest possible score.
Participants especially appreciated the pragmatic case
examples, templates and frameworks provided, and that
they could leave with clear implementation strategies and
structured plans.
Royal DSM, and Markko Vaarnas, CEO at Global Intelligence
Alliance
As a successful intelligence program develops, building
a positive “intelligence culture” becomes important.
This requires the MI practitioner to seek out real world
examples for success versus standard textbook learning.
Exchanging information with peers, benchmarking your own
operations against best practices, and creatively exploring
practices across industries together with other experienced
intelligence leaders are some of the best methods to use to
take your own intelligence program to the next level.
Agenda for the Day
In this workshop, participants will:
9.30 - 11.00 Part 1: World Class Market Intelligence
•
Learn what World Class Market Intelligence means and
the associated success factors.
•
Conduct a diagnostics survey on their own company’s
Market Intelligence development status, and identify
and prioritize related development gaps.
•
Benchmark their own organization against best practices
in taking the Market Intelligence program to the
next level.
•
Leverage the World Class Market Intelligence Road Map
for concrete intelligence development efforts.
•
Develop new ways to implement their intelligence
toolkit.
•
Introductions
•
World Class Market Intelligence Road Map and the key
success factors
•
Learning what World Class Market Intelligence is all about
and what the key success factors are when setting up a
World Class Market Intelligence Program
11.30 - 13.00 Part 2: Intelligence Benchmark Audit and
Intelligence Strategy Fundamentals
•
Introduction to Intelligence Audits
•
Defining the current status and ambition level of your
company’s Market Intelligence program
•
Introduction to Intelligence Needs Analysis
•
Setting goals for the Market Intelligence Program
13.00 - 14.00 Networking Lunch
14.00 – 15.30 Part 3: Identifying the Development Needs for
Market Intelligence
•
How to get the ”first big win(s) ”– from real-life experiences
•
Intelligence Product approach to materialize deliverables of
the Market Intelligence Program
•
Identifying the key development areas in order to bring
Market Intelligence to the targeted level
16.00 – 17.30 Part 4: Designing an Action Plan for Rapid
Deployment of the MI Program
The workshop targets accomplished intelligence
professionals who can bring a wealth of experience in order
for all to learn from each other.
Previous feedback on this workshop: This workshop has
been very popular among companies with an established
intelligence program. It has proven to be an excellent forum
for these companies to learn best practices and really strive
towards developing a World Class program. The very latest
score for this workshop in North America from October
2012 is 5.0 on a scale of 0-5 with all participants rating the
•
Introduction of MI development Road Map framework
session “very good” which is the highest possible score.
•
Designing a concrete action plan for setting up World
Class Market Intelligence and accomplishing the first big
wins
Participants especially appreciated the strong case examples
•
Designing a long-term Road Map – experiences from real
life
•
Individual design of a MI development Road Map
with concrete action points
•
Summary and conclusions
17.30 Opening Reception
Cocktails & Hors d’oeuvres – Non-Workshop attendees are
welcome to attend.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
and applicability of tips provided, as well as the interactive
nature of the session, which encouraged the sharing of ideas
and practices.
8
Agenda for the Day
9.30 - 11.00 Part 1: World Class Market Intelligence & Assessment
of the Current Status
•
World Class Market Intelligence Road Map and related Key
Success Factors
•
World Class Market Intelligence at DSM
•
Intelligence Audit by participants
Focus areas include:
•
Market segmentation as the foundation of market sizing
•
Market size and share analysis: theory, process and
examples
•
Forecasting
•
Applying the methods in practice
11.30 - 13.00 Part 2: Best Practices in Taking Market Intelligence
to the Next Level
This workshop consists of presentations, group discussion,
•
Taking Market Intelligence to the next level: DSM
conduct market sizing and market share analysis, and
•
How to take Market Intelligence to the next level: Scope
individuals developing frameworks and methods for market
•
How to take Market Intelligence to the next level: Process
sizing and market share analysis in their organizations.
•
How to take Market Intelligence to the next level:
Deliverables
This popular market sizing workshop was developed due to
and practical examples. It is targeted toward those who
13.00 - 14.00 Networking Lunch
a significant need by market and competitive intelligence
14.00 – 15.30 Part 3: Best Practices in Taking Market Intelligence
to the Next Level
various industries. Companies need methods, best practices
•
How to take Market Intelligence to the next level: Tools
•
How to take Market Intelligence to the next level:
Organization
•
How to take Market Intelligence to the next level: Culture
•
Summary and conclusions
professionals as well as market research departments across
and examples on how to conduct market sizing for existing,
or completely new business lines, products or geographies.
There has been minimal education available in the Market
Intelligence industry - which is why this workshop will expand
upon market sizing, market share analysis and forecasting.
16.00 – 17.30 Part 4: Identifying Development Needs and
Designing a Road-Map for Market Intelligence Development
Previous feedback on this workshop: This workshop has
•
Identifying and prioritizing development areas
•
Identifying the development needs and key actions for
Market Intelligence
Toronto 2012, this workshop scored 4.5 on a scale of 0-5.
•
Designing a Market Intelligence development Road Map
•
Summary and conclusions
17.30 Opening Reception
Cocktails & Hors d’oeuvres – Non-Workshop attendees are
welcome to attend.
Track 3: Acquire Market Sizing and Forecasting
Best Practices: Learn to Understand Methods
and Processes for Market Sizing and
Forecasting Through Practical Examples
Facilitator: Aleksi Grym, Vice President UK at Global
received excellent feedback previously. At the GIA Conference
Workshop participant feedback from Toronto conference:
“Thanks for addressing this topic – it has been difficult to find
relevant and high quality training on this!”
Agenda for the Day
9.30 - 11.00 Part 1: Market Sizing: Fundamentals
•
introductions and brief discussion on participants’
expectations.
•
Frameworks and methodologies for market segmentation,
market sizing and market share analysis, these are all
closely linked with each other and represent relevant
aspects of market sizing on a broader scale.
•
Various models, theories and selected practical examples
on how they are used.
11.30 - 13.00 Part 2: From Market Sizing to Market Forecasting
•
In-depth view of select methodologies and
recommendations for forecasting - both top-down and
bottom-up market sizing methods will be discussed in
theory and practice.
•
Sources of market size information.
•
How to create future foresight based on market sizing.
Intelligence Alliance
Are you involved in estimating market share and market
sizing? Is market sizing a challenge for your company? Are
you looking to understand the methods and see practical
examples of segmentation and market size analysis? How
do you apply market size information? This one-day handson workshop takes a deep-dive into understanding market
sizing, whether looking at a particular geography, segment,
product area, or channel.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
13.00 - 14.00 Networking Lunch
14.00 – 15.30 Part 3: Cases and Examples – Practical Application
of Market Sizing
•
Market sizing case examples, the facilitators will review
different situations and explain how market sizing has been
implemented using presented models, with the objective of
providing insight on how to build robust market share and
size analysis resulting in actionable intelligence.
9
16.00 – 17.30 Part 4: Converting Analysis into Action
should strive to become strategic advisory departments.
•
How to use market size analysis.
Experienced facilitator teams have been able to provide
•
How to make it actionable.
strong practical advice for many practitioners. The latest
•
Various applications of market sizing will be discussed.
Practical examples will be presented to initiate further
group discussion and questions.
score for this workshop in North America from October 2012
•
Summary and conclusions.
17.30 Opening Reception
Cocktails & Hors d’oeuvres – Non-Workshop attendees are
welcome to attend.
is 4.8 on a scale of 0-5 with majority of participants rating the
session as “very good” which is the highest possible score.
Participants especially appreciated the strong facilitation and
extremely valuable educational content of this session.
Agenda for the Day
9.30 - 11.00 Part 1: Becoming a World Class Strategic Advisor
Track 4: Perfect Your Consultative Skills:
A Practical Workshop to Develop Your
Consultative Skills and Become a Trusted
Business Advisor
Facilitators: Simon Edward, Director of Market Development
at IBM Europe, and Hans Hedin, Vice President, Business
Development at Global Intelligence Alliance
•
From research to business advisory: Different roles, skills
and styles between researchers, analysts and consultants.
•
Can and should you make the switch: What is consultancy
and why is consultancy important?
•
The engagement model: Building relationships and
interacting with top management.
•
Self-assessment test: Relationships with top management.
•
Summary of findings and discussion.
11.30 - 13.00 Part 2: Best-Practice Techniques for Consultants
•
Strategic thinking and decision making alternatives.
•
Co-creation of intelligence – Utilizing a managers’
knowledge for better project results.
a researcher or an analyst. Advantages include learning
•
Creativity: Techniques for creative thinking.
strategic decision making skills and using the input from top
•
Summary of findings and discussion.
This one-day hands-on workshop will show you how to
become a trusted business advisor, as opposed to being
management in your intelligence projects. The workshop will
take you through the entire consultancy process, including
13.00 - 14.00 Networking Lunch
subjects such as strategic thinking in business decisions, and
14.00 – 15.30 Part 3: Executing a Successful Consultative Project
how to use creativity as an important added value.
The master class continues with a focus on live communications.
•
Differences between a research and an advisory project.
Special focus will be on:
•
Achieving agreement.
•
•
Project management.
•
Assessment.
•
Summary and discussion.
Relationship building using the engagement model what is the engagement model and how to develop high
level relationships with management.
•
Question techniques - how to cope with resistance and
negotiation issues with top managers. When to say ‘yes’
or ‘no’.
•
Expectations management – what is included in
the project: all areas of attention from agreement
(expectations) to closed loop (feedback).
•
Presentation skills - how to deliver the results in
effective and efficient ways to executives and other
stakeholders, elevating the output from analytical to
advisory.
•
Creative thinking – thinking differently in order to solve
old problems in new ways.
The workshop consists of practical presentations and
exercises, and is useful for those in marketing, competitive
and strategic intelligence, including market researchers and
intelligence analysts.
Previous feedback on this workshop: This workshop has
received excellent feedback, since all intelligence functions
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
16.00 – 17.30 Part 4: The Dissemination – How to Make High
Impact Presentations
Social media is the most widely used form of modern
communication than any other form. Dissemination by using Web
2.0 techniques is becoming more and more important. We will
look into:
•
The deliverables.
•
Presentation forms.
•
John Wayne meets Sherlock Holmes: Management of
clashing decision making styles.
•
Closed loop process.
•
Development steps: How and when will you be a trusted
strategic advisor?
•
Summary and conclusions.
17.30 Opening Reception
Cocktails & Hors d’oeuvres – Non-Workshop attendees are
welcome to attend.
10
Track 5: Excel at Your Deliverables and
Presentations: A Practical Master Class to
Improve the Delivery of Intelligence
Agenda for the Day
Facilitators: Luc Rooms, Head of Market Analysis & Mgt
•
Introductions and brief discussion on participants’
expectations. The workshop starts by an introduction to
deliverables.
•
Why do we disseminate?
•
How does communication flow and how do people capture
messages?
•
We will zoom in on the key ingredients of what makes a
deliverable high-impact and compelling.
•
Why do we use mostly PowerPoint and what are the
alternatives?
•
When and how should we use these?
•
What is the role of creativity?
9.30 - 11.00 Part 1: Introduction: Understanding Top Level Needs
for Intelligence Delivery
Reporting at Belgacom, and Joost Drieman, Vice President,
Intelligence Best Practices at Global Intelligence Alliance
Are you looking to lift your Market Intelligence deliverables
to World Class levels? Are you involved in presenting
intelligence output to decision makers?There is more to it
than just a PowerPoint - we need to maximize the usage of
different delivery forms.
The proper delivery format depends on a number of important
aspects such as audience, message and abstraction level. But
11.30 - 13.00 Part 2: Offline Deliverables
that is not enough. We will look at how to make any delivery
•
Offline is old fashioned, or is it? There are still plenty of
reasons why decision makers prefer hard copies over
electronic. Besides white papers and printed newsletters,
there are plenty of other important offline deliverables, like
factsheets, infographics, heat maps, battle cards and more.
•
How to use these, why and for whom?
•
PowerPoint can be a good offline delivery tool, if used
properly. Learn what to do, with tips, tricks, some creative
writing and visualization techniques.
as compelling as possible, and what are the rules you need to
keep in mind.
This one-day hands-on master class takes a deep-dive into
developing World Class Market Intelligence deliverables
that can be easily digested at the very highest level and are
action oriented to support decision making. The session also
focuses on the ‘why’ and ‘how’ of the deliverables, and will
13.00 - 14.00 Networking Lunch
also zoom in on the characteristics of the different delivery
14.00 – 15.30 Part 3: Live Communications
formats and techniques.
The master class continues with a focus on live communications.
•
Introduction: Understanding higher level needs for
intelligence delivery and the communication process
•
Offline deliverables - the classics, and what’s new
•
How to conduct the best live interaction and
presentation
•
The usage of social media for your deliverables
Learn from accomplished experts through an engaging,
hands-on, interactive master class.
The master class consists of practical presentations and
exercises. It is targeted at those responsible for preparing
intelligence deliverables, managing intelligence programs,
and disseminating and presenting findings to stakeholders in
their organizations.
•
What to do when you need to share your findings one-on-one
with a top executive.
•
How much time do you have? Is it 60 seconds or 60 minutes?
•
How do you deliver for the best impact? What are the seven
rules for creating persuasive messages? Then we look at
the most important aspects of preparing a high-impact
presentation for the audience. What do you need to do
to make this as compelling as possible? How can you use
storytelling effectively? We also will touch on workshops as
Market Intelligence deliverables.
16.00 – 17.30 Part 4: Web 2.0 as a Delivery Channel
Social media is the most widely used form of modern
communication than any other form. Dissemination by using Web
2.0 techniques is becoming more and more important. We will
look into:
•
Usage of portals and dashboards as delivery tools.
•
How to use audio, video and webinars, especially when
giving a presentation via a webcam requires some special
skills and techniques.
17.30 Opening Reception
Previous feedback on this workshop: This workshop has
previously received excellent feedback, which scored
4.4 on a scale of 1-5 at the GIA Conference Toronto 2012.
Participants especially appreciated the facilitators’ expertise
and knowledge, which helped to facilitate enlightening
discussions.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
Cocktails & Hors d’oeuvres – Non-Workshop attendees are
welcome to attend.
11
Conference Day 1, Tuesday, May 14
8.00 - 9.00 Registration
9.00 - 9.15 Welcome and Opening
In this presentation we will show:
•
Highlights of the 2013 Global Market Intelligence Survey,
across industries, geographies and company sizes.
•
Top scores for the six Key Success Factors.
Maria van der Veer, Senior Account Manager, and Hans
•
Some surprising results.
Hedin, Vice President Business Development at Global
•
Trends in Market Intelligence for 2013, compared to
Intelligence Alliance
9.15 - 10.00 Intelligence for the CEO: A CEO’s
perspective
2009 and 2011.
10.30 - 11.00 Refreshments & Networking
Break
Eric Van Zele, President and CEO at Barco NV
It is often said that intelligence should be the key input
for strategic decision making and support top executives
in setting the vision, mission, strategy, key priorities and
11.00 - 11.45 Customer Intelligence: Make it
World Class
related must win battles in business. To what extent do we
Florence Guesnet, Senior Global Director – Global Commerce,
really know what CEOs expect and need from us? How well do
Consumer & Market Intelligence at Heineken International
we understand the decision making process?
The one-size fits-all-format of intelligence does not exist.
Eric Van Zele, a recognized captain of industry who was
Different industries have different dynamics that require
voted the 2012 Belgian Manager of the Year, will explain his
specific intelligence activities - especially in B2C markets
views on business management and zoom in on the role of
where other intelligence may also apply. What are the
intelligence:
success factors for World Class consumer and customer
•
What does intelligence mean for a company like Barco?
intelligence? Includes great lessons for professionals in the
•
What should intelligence do in order to be as relevant as
possible?
•
How can intelligence contribute to the success of a
company?
•
For a top executive, what would be the ideal intelligence
function that enables companies to grow faster than the
market?
B2C sector, and eye-openers for B2B specialists.
Guesnet, an experienced B2C intelligence executive
with a track record at top notch companies such as P&G,
Estee Lauder and Melitta, is passionate about enhancing
intelligence departments to perform at their best. Guesnet
will share her journey at Heineken International to provide
some fundamental knowledge, best practices and hand-on
tips on:
10.00 - 10.30 Worldwide Benchmarks: 2013
Global Market Intelligence Survey results
•
What are the intelligence dynamics?
•
What information makes the difference?
Joost Drieman, Vice President Intelligence Best Practices at
•
How do you obtain all information needed in a huge
global market?
•
How do you analyze intelligence and draw the right
conclusions?
Global intelligence Alliance
Over 1,000 intelligence professionals will be part of a global
intelligence benchmarking exercise. Conducted for the sixth
time since 2006, the results from this year’s survey will
assess the current state of the six Key Success Factors in
companies and organisations all over the world – as well as
the World Class scores for these Key Success factors. Be the
first to see the results and findings!
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
12
11.45 - 12.30 More with Less: Optimize and
expand your Intelligence for greater impact
Daniel Cho, Head of Market Intelligence and New Product
Introduction at Philips Healthcare, and Daniel Canter, Senior
•
Importance of leadership; what it involves and how to
develop management skills for intelligence.
•
Key success factors in leadership.
•
Different disciplines and styles of management and
leadership.
Manager Knowledge Management and Market Intelligence at
Philips, Global Business & Market Intelligence
The panellists represent different industries and aspects of
Optimization does not necessarily mean downsizing. The
decision making, management and leadership; including
art is to be more effective and efficient. By doing that well,
remote management and virtual teams.
expansion comes as a result. How do you change and create
an intelligence organisation that is doing both the right things
and doing things right in a global and complex environment
14.45 - 15.15 Refreshments & Networking Break
as healthcare? Presenters, Daniel Cho and Daniel Canter,
both having international experience in sales, business
development, product management and intelligence, will
explain where they started, what they optimized in terms of
scope, processes, relationships with stakeholders, but also
15.15 - 16.00 Grow in Slow Markets: How to
increase your share of established markets
through intelligence
the tools and the organizational changes that had a positive
Dr. Reinhardt Schink, Head of Market Analysis and Strategy
influence on achieving World Class Intelligence at Philips.
at Allianz
This presentation focuses on the following topics:
Insurance companies are all trying to gain market share in
•
Finding the balance between upstream and downstream
intelligence
a saturated market. Intelligence can play a crucial role in
•
Managing both the strategic side and tactical side of
intelligence
than the competition. Dr. Schink, a well-informed and skilled
•
Organisational challenges and developing the best
process
right intelligence activities help Allianz to outperform the
•
Building a solid common infrastructure for multiple
business groups
12.30 - 13.30 Networking Lunch
13.30 - 14.45 Interactive Panel Discussion:
World Class Management and Leadership
growing a company faster than the market - and smarter
intelligence professional, will explain the secrets of how the
market.
•
Analytics: Analyze to understand - market positioning and
trends that challenge (traditional) distribution models.
•
Customer Mindsets: Understand to change - Old myths
around distribution that disguise already existing
opportunities.
•
Corporate Culture: Change to deliver - Customer
enthusiasm does pay off.
• Chairman: Hans Hedin at GIA
• Simon Edward, Director of Market Development & Insights
at iBM Europe
• Florence Guesnet, Senior Global CMI Director – Global
Commerce, Consumer &Market Intelligence at Heineken
International
16.00 - 16.45 Maximum Mental Capacity:
Training your memory skills
Dr. Martti Vannas, Medical Doctor and Memory Trainer
• Troy Pfeffer, Competitive Intelligence Director at
Cintas Corp.
When you receive hundreds of market signals, remembering
Intelligence professionals are skilled and experienced in
you drive efficiency and effectiveness. Better memory is a skill,
secondary and primary research, sophisticated analytical
not a talent. Anyone can enhance one’s ability to memorize; we
models and methodologies, dissemination and information
just have to understand how to do it. If you remember better,
management. But as the importance of intelligence
you will be remembered and everything else you say, do and
increases, the number of stakeholders expands, the size
are has more meaning. Your self-esteem will also increase
of the intelligence team gets bigger, and more attention is
instantly. And it doesn’t hurt your brain at all!
the right ones to build your analysis and insights on can help
paid to broader collaboration and co-creation. As a result,
management and leadership skills are getting more important.
Dr. Martti Vannas teaches valuable tools for improving one’s
memory instantly. This can be applied to remembering names,
In this panel discussion, we will answer questions about:
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
faces, numbers, passwords and everyday tasks. Dr.
13
Vannas demonstrates and teaches best memory improvement
•
How do I gather better feedback on my deliverables?
techniques that make your brain jump to the next level.
•
Which MI tools should I use? And what should I monitor?
The memory training of Martti Vannas combines humor, magic
•
How do I design a heat-map or a battle card?
•
Is co-creation the right path for me? What other choices
do I have?
and everyday memory skills that can be applied by anyone.
The presentation focus:
•
Break the myth of bad memory
•
Remember names and faces
•
Never forget your pin-code
•
Enhance your imagination skills
•
Discover new ways to associate information
•
Have fun with your brain
17.00 – 18.00 Twenty minutes consultancy
sessions
Do you have questions about Intelligence, such as:
•
How can I engage my stakeholders better?
•
How do I improve our strategic market sizing or market
entry studies and recommendations?
•
Which method should I use to set the right priorities for
my organization?
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
Here is the answer: Book a consultancy session with one of our
senior consultants to discuss one pressing intelligence issue.
Sessions will be held after the presentations on May 14, 2013.
These consultancy sessions are pre-booked meetings. If you
would like to make use of this complimentary GIA service,
please make sure you book your session when you register for
the Conference. Number of sessions is limited.
18:30 - 22:00 Dinner Cruise & Networking Event
•
18.30 Meet at the Intercontinental Hotel lobby
•
18.45 Transportation from the Hotel to the Dinner Cruise
boat
•
19.00 Board the cruise
•
21.30 - 22.00 Transportation back to the Intercontinental
Hotel
14
Conference Day 2, Wednesday, May 15
8.00 - 9.00 Registration
11.00 - 12.00 Interactive Roundtable Sessions:
Round 1
9.00 - 9.45 Intelligence for strategic decision
making
Track 1: Social Media: The impact, how to cope with
it, how to use it for better insights
Erick Martinez, Group Strategy and Business Development
Facilitators: Annelies Verhaeghe, Head of Research
Director, Member of the Executive Board at Associated
Innovation at InSites Consulting, and Ville Vanhala, Senior
British Agriculture
Vice President at GIA
A company’s strategy relies heavily on market intelligence
Social media has rapidly become part of almost every aspect
for robust decisions. Consequently, a company needs to
of our personal and professional lives. The world is connected
develop the ability to collect information and turn it into
more than ever before. Web 2.0 and the possibility to stay
insights that can lead to more effective strategic choices.
connected via mobile devices drive social media and social
Erick Martinez, having extensive experience in leading
networking. People are sharing more and more information
strategy projects both as a consultant and as strategist
on social media forums such as Facebook, Pinterest,
within businesses with global presence, will explain in a
Linkedin, Twitter and Yammer. Big search engines today
couple of cases how to do this successfully and show to what
collect and store terabytes of information.
results this can lead.
•
Case 1: Growth strategy for consumer products company
in Western Europe
•
Case 2: Growth strategy for AB Agri in China
This is Big Data. The questions are:
•
How do we tap into the right information and insights
on social media that will help our business grow
successfully?
•
9.45 - 10.30 Current and future challenges in
market intelligence at Bosch Power Tools
How can market intelligence make use of all this
information?
•
How reliable is it? How valuable is it?
•
Is Netnography as powerful as it claims to be?
Bernhard Bruhn, Business Development, and Dr. Marc
•
Can we read emotions in social media to understand the
real value of information?
•
What are the rules of the game?
•
What’s next?
Jost-Benz, Head of Market Research at Bosch Power Tools
The world is changing rapidly. Emerging markets get
stronger, business dynamics are changing and the ubiquitous
communication possibilities gives us access to more and
more data. This has an impact on the way we do research and
intelligence. What will change? How does one anticipate?
In this duo-presentation Bernard Bruhn and Marc Jost-Benz
will zoom in on the challenges at Bosch Power Tools.
•
How to create impactful insight from big data?
•
How to select, structure and create transparency?
•
What is the impact on the communication to
stakeholders?
•
As emerging markets get bigger, how should intelligence
adjust?
The session is facilitated by Annelies Verhaeghe, an expert in
neo-observational research techniques such as multimedia
ethnography and social media netnography, and Ville
Vanhala, who is a highly skilled professional in research and
market monitoring.
Track 2: Megatrends: How to use megatrends to
provide strategic impact
Facilitators: Christian Bischof, Manager Market Intelligence
at Linde Hydraulics, and Joost Drieman, Vice President at GIA
Many intelligence programs are too short term focused.
10.30 - 11.00 Refreshments & Networking
Break
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
Tracking and analyzing megatrends helps companies see
which long term developments in the external operating
environment may significantly change market dynamics.
15
As a result, companies can prepare for strategic opportunities
or threats. Understanding possible impact of long term shifts
in geopolitics, the macro economy, socio-demographics,
technology and the environment will help organizations
significantly improve their capability to respond
competitively or even influence market moves.
Track 4: Customer Insights: How to obtain and
use insights on behaviour, satisfaction, and
opportunities
Facilitators: Bettina Schmidt-Smylla, Vice President Business
Development at Buhler, and Carsten Gayer, Managing
Director Germany at GIA
•
How do you identify megatrends?
•
How do you study the impact and ramifications of
megatrends?
Market and competitive intelligence tends to focus on
•
What is the best way to map and group megatrends?
opportunities, market shares and macroeconomy. Demand
•
How do you identify profitable opportunities from such
trends?
is growing for the ability to zoom in on individual companies
the ‘big picture’; understanding the market, growth, new
and customers, so as to provide a more comprehensive and
detailed picture that in turn, could reveal hidden insights.
Track 3: Competitive Intelligence: How to
understand the competition and anticipate
competitive moves
Do we understand the impact on our business if we can track
buying patterns, buying behaviours and priorities, build
propensity models and measure customer satisfaction and
loyalty?
Facilitators: Luc Rooms, Head of the Market Analysis &
Management Reporting at Belgacom, and Hans Hedin, Vice
Bettina Schmidt-Smylla, and Carsten Gayer, who both have a
President, Business Development at GIA
wealth of experience in customer intelligence, will lead this
Due to the current economic uncertainties, companies are
discussion and stimulate the exchange of best practices:
•
What are the more important customer insights?
investing where there are clear short term ROI forecasts.
•
How broad and deep should customer intelligence be?
This has led to fewer opportunities for businesses while the
•
What can you do with customer intelligence?
competition becomes more aggressive to maintain sales.
•
How do you measure and read the signals?
Companies are now paying more attention to the strategies,
•
What is the best way to analyse this?
•
What knowledge and skills do you need for customer
intelligence?
•
Is a relationship with the customer important for
conducting customer intelligence well?
more cautious and are postponing bigger investments; only
tactics, end-user prices and conditions of their competitors
than ever before.
But how do you ensure you understand what your competitors
are doing and anticipate competitive moves?
•
How can you collect competitive information – what are
the sources, methodologies and techniques?
•
How do you check the reliability, accuracy, completeness
and credibility of the information?
•
How can you analyse the information in a way that is
relevant to your own competitive positioning?
•
What are the legal and ethical constraints of competitive
intelligence?
•
What is the best way to disseminate competitive
information?
•
Are war games, battlecards, shadow cabinets and war
rooms the answer, or is there more?
In this session, Luc Rooms, who is responsible for the
competitive intelligence at Belgacom and Hans Hedin, a
specialist in competitor intelligence, will address these
questions and discuss best practices.
Track 5: Intelligence Tools: What is the future Choosing and deploying the right tools to increase
the effectiveness and efficiency of intelligence
Facilitators: Daniel Cho, Head of Market Intelligence and
New Product Introduction at Philips Healthcare, and Petteri
Verronen, Vice President Technology at GIA
World Class Market Intelligence programs require tools
for research, data collection, analyses, storage and
dissemination of intelligence. Many companies are
challenged with the option of choosing the right tools and
whether they should ‘make or buy’ their tools - whether at a
corporate, divisional or business unit level.
This session is specifically designed for companies in the
process of choosing or deploying market intelligence or
competitive intelligence tools, expanding their current tools
or switching from one tool to another.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
16
The session focuses on the following key topics:
•
Fit for the purpose – how to make sure you choose the
right tools for your organization
•
The difference between dedicated intelligence
applications vs. enterprise platforms
•
The importance of the intelligence process in choosing
and deploying a tool
•
Key capabilities to look for in a tool and expected future
trends in the intelligence market
Track 6: Co-creation: How to foster intelligence
sharing and work with virtual teams
Facilitators: Troy Pfeffer, Competitive Intelligence Director at
Cintas Corp., and Jouko Virtanen, President, Americas at GIA
‘Co-creation’ of insights is one of the hottest topics in the
field of Market Intelligence today. While this is a reflection
of the rise of social media and networking in general, it also
means that companies have realized that traditional market
intelligence tools and processes will only take them so far.
The true impact of MI is generated by people. The Global
Market Intelligence Survey from 2011 showed that companies
with world Class MI do not have generally better resources
than the rest, however they get more out of them through
being people-oriented. Companies with World Class Market
Intelligence are more networked than their peers, and work
The car industry is not just about selling cars. The importance
of Aftersales is often underestimated as it contributes
significantly to the company’s performance, profile and
profit. Looking at certain KPIs, comparing markets using
specific benchmarks help to increase revenue.
A presentation on:
•
Why Aftersales is important?
•
How to benchmark different markets?
•
How to make the best use of KPIs?
15.00 - 16.15 ROI: Interactive forum on
measuring returns on intelligence – NEW
format
One of the most challenging questions for intelligence
professional is “What is the return we get on our intelligence
investments? Are we getting ‘bang for the buck’?” Is this
question even important or relevant? Absolutely. Intelligence
departments must be able to demonstrate that they are
profit-centers.
Intelligence however, operates within a complex matrix of
variables and parameters. In this introduction, we zoom in on
the most important elements that contribute to this
complexity and discuss how to measure ROI.
In a new conference format, we will try to crack the code for
closer to decision-makers.
the ROI of Intelligence, through table discussions and table
The session focuses on the following key questions:
With the active participation of the entire audience, we will
•
How do you start and develop the co-creation process?
•
What is the role of networking?
•
How can we make co-creation as successful as possible
for all parties concerned?
•
What are the rules of the game for virtual teams?
•
What are the pitfalls of co-creation?
12.00 - 13.00 Networking Lunch
13.00 - 14.00 Interactive Roundtable Sessions:
Round 2
Same tracks as in Round 1.
14.00 - 14.15 Refreshments & Networking
Break
14.15 - 15.00 Generating more aftersales
business through intelligence
Bettina Ringsdorfer, Manager Aftersales Business Key
Account Management at BMW AG
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
summaries to be shared with the entire audience onstage.
develop new ideas for our own organizations.
Questions to be debated include, but are not limited to
•
Why should we calculate ROI?
•
What are the key areas of focus?
•
What could be possible methodologies to outline ROI?
•
What are other possible ‘not the usual suspects’
alternatives?
•
How tangible can we make ROI measurement?
These and other questions will lead to the definition of the 10
commandments for Intelligence ROI.
16.15 - 16.30 Closing Remarks
Hans Hedin, Vice President Business Development at GIA
17
What else is included in your registration?
6 month access to GIA’s Intelligence Best
Practices Online
Key Features of Intelligence Best Practices
Online:
An online community and knowledge resource for setting
•
Expert Exchange: Network and discuss with other users
of IBP Online
•
GIA Conference: Download exclusive presentations from
GIA Conferences
•
Webinars, Video Clips, Articles & More: Access
comprehensive and continuously updated library of
White Papers, webinar presentations, articles, past
conference videos, and more
up and developing World Class intelligence programs.
GIA Intelligence Best Practices Online is a premium
online community for Intelligence professionals to share
thoughts and best practices, with active contribution from
practitioners. The tool contains conference presentations and
videos of GIA conferences in 2010-2012 (Toronto, London,
Chicago, Amsterdam, New York, and Helsinki Conferences) as
well as an Expert Exchange forum.
Access past and future GIA Conference presentations, videos,
white papers, articles and more, organized onto one platform
in a user-friendly way!
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
18
Conference Venue:
Intercontinental
Düsseldorf, Germany
The conference venue is located on the exclusive Königsallee shopping street in Düsseldorf. The spacious rooms of the InterContinental
Dusseldorf feature a work-desk with high speed internet access, air
conditioning and flat TV with video on demand function and cable TV,
coffee & tea making facilities, marble bathroom with separate shower
and bathtub. Private parking is available.
The Holmes Place Health & Fitness Club within the InterContinental
offers an indoor pool, a modern gym, and a beauty salon for extra
charge.
Intercontinental Düsseldorf
Königsallee 59
40215 Düsseldorf, Germany
Front Desk +49-211-82850
Email: [email protected]
Booking accommodation
The Intercontinental Hotel offers a discounted room rate for GIA
Conference attendees between May 12 and 16: EUR 195 single use
per room per night or EUR 225 double use per room per night (VAT
included). The rates include sumptuous breakfast buffet and internet
access.
To take advantage of the discounted rate, please book your accommodation online, by email [email protected] or by
calling Intercontinental Düsseldorf at 0049 (0)211 8285 1123 (group
name: GIA Conference).
After March 15, rooms are subject to availability.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
19
Alternative accommodation:
Leonardo Royal Hotel
Düsseldorf Königsallee
InterCityHotel Düsseldorf
(Former Holiday Inn City
This 4-star InterCityHotel Düsseldorf in central Düsseldorf is
Centre Königsallee)
located just a 2-minute walk from Düsseldorf Train Station.
A 15-minute walking distance from the conference venue,
The Leonardo Royal Hotel is located directly in the city
or 10 minutes by taxi, the InterCityHotel Düsseldorf offers
centre of Düsseldorf nearby the famous shopping boulevard
furnished rooms with a minibar, Pay TV, a private bathroom
Königsallee. At 5-minute walking distance from the
and Wi-Fi internet, on-site parking and free use of local public
conference venue the Leonardo Royal Hotel offers 253 rooms
transport. Düsseldorf’s Old Town district is just a 3-minute
along with swimming pool and sauna provide exclusive
train ride away from the hotel.
comfort. The business centre for guest’s disposal and high
speed internet/wlan is available at the hotel.
InterCityHotel Düsseldorf
Graf-Adolf-Straße 81-87
Leonardo Royal Hotel Düsseldorf Königsallee
40210 Düsseldorf, Germany
Graf-Adolf-Platz 8-10
Tel. +49 211 43694-0
40213 Düsseldorf, Germany
Front Desk: +49-211-38480
BOOKING ACCOMMODATION
The InterCityHotel Düsseldorf offers a specific room rates for
BOOKING ACCOMMODATION
GIA Conference attendees between May 11 and 16: EUR 95 per
The Leonardo Royal Hotel offers a specific room rates for GIA
room per night or EUR 125 double use per room per night (VAT
Conference attendees between May 11 and 16: EUR 125-165
included). The rates include breakfast and a ticket for public
(VAT included).
transportation.
•
11.-13.5.2013: EUR 125 per room per night or EUR 145
double use per room per night
To take advantage of the special room rates, please book
•
13.-16.5.2013: EUR 145 per room per night or EUR 165
double use per room per night
intercityhotel.de or by calling reservations at +49 211 43694-
The rates include breakfast.
your accommodation by email [email protected]
2400 (group name: Global Intelligence).
After April 8, rooms are subject to availability.
To take advantage of the special room rates, please book your
accommodation by email [email protected]
qgdhotels.de or by calling the hotel’s reservation department
at +49 (0)211 3848 140 (keyword: GIA Conference).
After March 29, rooms are subject to availability.
Travel Offers
Germany’s leading airline, Lufthansa has a comprehensive global route network linking major cities around the world. Lufthansa
offers special prices and conditions to all GIA Conference participants, visitors, and invited guests. The booking system shows
lowest available fare for requested flights. All taxes and fees are applicable with no discount permitted.
For more information please visit GIA website.
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20
Information about the
speakers
Mr. Daniel Cho, Director of Market
Intelligence & New Product
Introduction for Philips Patient Care
& Clinical Informatics business
group. Daniel oversees Market
Mr. Christian Bischof, Manager
Market Intelligence at Linde
Hydraulics. Christian has been
involved in market research, trend
management and competitive
intelligence for seven years. Prior
to running the market intelligence
department at Linde Hydraulics, he worked for Linde in
corporate strategy, marketing and business development
located in Germany and China. Christian previously worked
for Daimler’s Mercedes-Benz brand in strategic marketing,
GETRAG Corporation North America in business intelligence
Intelligence and New Product
Introduction for Philips Patient Care
and Clinical Informatics business group which is an over 2
billion Euro business that hosts nine business units that
develop and sell Medical Devices as well Clinical IT solutions
to Healthcare Organizations around the world. Daniel is
located in Germany, and has a global responsibility for
Managing a team of Market Intelligence and CI Consultants to
help Businesses to grow.
Mr. Joost Drieman, Vice President,
Intelligence Best Practices at Global
and Merrill Lynch in the M&A business.
Intelligence Alliance. Joost has 30
Christian holds a diploma in business administration and
strategy, business development,
economics from the Koblenz University of Applied Sciences,
Germany and graduated with an MBA from Pfeiffer University
in Charlotte, North Carolina in the United States.
Mr. Berhard Bruhn, senior business
developer at Bosch Power Tools, has
7 years of experience in the Strategy
& Business Development domain
– both in strategy consulting and
industry. In his role at Bosch Power
Tools he is responsible for strategic
planning, strategy development and competitive intelligence
worldwide. He holds a master of electrical engineering from
the Munich University of Technology and an MBA from the CDI
in Paris.
Mr. Daniel Canter, Senior Manager
Knowledge Management and Market
Intelligence at Philips, Global
Business & Market Intelligence.
Daniel is global market intelligence
and knowledge management
professional with 10 years of
experience in the field. Daniel started out with his own
consultancy running a number of research and marketing
contracts, ranging from building a financial services
information center for a small bank to developing research
and marketing for small businesses and start-up companies.
In addition, Daniel previously spent several years developing
both MI and KM capabilities within Philips & Canon Europe,
and helped set up the global online panel company for TNS.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
years of international experience in
Market Intelligence and management.
Joost joined Cisco Systems as
Director, Market and Business Intelligence, European
Markets in 2006 where he developed the intelligence team to
become World Class consultants. Prior to his current position
with GIA, he has served in senior positions at Getronics, UB
Networks, Tandem Computers and Telindus and has provided
consulting work for the European Commission.
Joost has an Engineering diploma in electronics from the
HTS in the Netherlands and an MBA from the University Of
Antwerp in Belgium. Joost studied Corporate Strategy at
the Harvard Business School and Market Intelligence at
Wisconsin University in the US. Joost is an active visiting
lecturer on intelligence topics at several business schools.
Mr. Simon Edward, Director of Market
Development & Insights at IBM
Europe. Simon is responsible for
applying market knowledge, business
expertise, and insight creation to
drive success and profitable growth
at IBM Europe. Prior to his current
role, Simon spent time in marketing and communications
as well as segment management roles at IBM and has also
worked at Enterprise Systems Group and CEP Ltd. Simon
completed his education at Hatfield Polytechnic.
21
Mr. Carsten Gayer, Managing Director
World Class Market Intelligence programs. He has conducted
at Global Intelligence Alliance,
Market Intelligence development and implementation
Germany, Switzerland and Austria.
projects for clients around the world. Examples include
With his in-depth experience from
intelligence product development, organizing and optimizing
managing over 2,000 client projects,
the intelligence function, Market Intelligence Benchmarking,
Carsten advises numerous European
Early Warning Systems, War games / Future games, and
companies in the planning, set
scenario analysis. Hans is also a frequent speaker at
up and development of World Class Market Intelligence
programs, in addition to daily business and customer
international intelligence conferences, and he has chaired
the most recent GIA Conferences Europe and North
management at GIA. Carsten began his career at McKinsey
America.
& Company, Inc., before establishing his own research and
advisory company, Gayer Consulting, which later merged
with GIA in 2009. Carsten holds qualifications equivalent
to a M.Sc. Economics from the Ruhr University in Bochum,
Germany, majoring in Marketing Science and Civil Law.
Mr. Aleksi Grym, Vice President UK at
Global Intelligence Alliance. Aleksi
is a strategist and economist by
education. Aleksi has over ten years
of experience in market and strategy
analysis as well as consulting and
management. Aleksi joined GIA in
2006 after previously heading an e-business consultancy and
working as a university lecturer. He is currently heading up
GIA’s UK business unit in London.
Hans is a popular guest lecturer on Market Intelligence
topics at academic institutions such as The Royal School of
Engineers Executive School, Stockholm School of Economics,
Lund University, and Stockholm University. Hans holds a
Master’s degree in International Business Administration and
Languages from the University of Lund, having also studied
Information Management at the University of St. Gallen.
Dr. Marc Jost-Benz is Director of
Market Research for Power Tools at
Robert Bosch GmbH. In his position
he is in charge of market research
and market calculation topics.
Prior to this engagement he worked
in corporate brand management
strategies and marketing communications for the Bosch
brand worldwide. His prior working experience encompasses
Ms. Florence Guesnet, Senior
several industries like technologies, telecommunications
Global CMI Director at Heineken NV.
and FMCGs where he worked for an international marketing
Florence has 22 years of experience
consultancy. He holds a master degree in business
in the FMCG sector. She started her
administration (Dipl-Kfm.) from the University of Munich,
career with market research roles in
Germany, and a doctoral degree (Dr. rer. pol.) from the
various product categories at P&G,
University of Bremen, Germany.
including household and beautycare. After her role as Associate Market Research Director
Mr. Ubald Kragten, Manager
for Global Snacks at P&G, she moved to Melitta in Germany
Business & Market Intelligence at
to head up its innovation work and was promoted to Head of
DSM Innovation Center. Ubald heads
Business and Brand Development worldwide. She next moved
the Business & Market Intelligence
to Estée Lauder in Paris as their Vice President for Market
group at the DSM Innovation Center
Research EMEA/UK and CRM EMEA. Florence joined Heineken
which is tasked with building new
International as a Senior Global CMI Director in the spring of
businesses in emerging markets
2011. As such, Florence has extensive international
and where market intelligence is one of the pillars for
experience, including exposure to consumers from all
success. Previously, Ubald was the interim manager for
over the world. She studied Economics and Business
the Information Services group (virtual library) where he
Administration in the University of Wuppertal.
helped build company-wide excellence in business and
market intelligence. Ubald has also been responsible for the
Mr. Hans Hedin, Vice President,
business intelligence function within DSM Fine Chemicals,
Business Development at Global
where he participated in the development of many strategic
Intelligence Alliance. Hans has
and business plans and served as Technology Manager at a
worked in MI/CI consulting since
DSM business unit where he helped develop its portfolio and
1992 and spends most of his time
benchmarked the technology position of the PMC’s. Ubald
advising global companies on
started his career within DSM as an R&D scientist and project
organizing and further developing
leader. Ubald obtained a MSc in Chemistry in 1985 at the
University of Utrecht, the Netherlands.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
22
Mr. Erick Martinez, Group Strategy
Mr. Luc Rooms, Head of Market
and Business Development Director
Analysis and Management Reporting
at Associated British Agriculture
at Belgacom. As Head of the Market
(AB Agri), Erick Martinez is a
Analysis & Management Reporting
strategist with over 12 years’
team within Belgacom’s Customer
experience in leading both strategy
& Market Intelligence division, Luc
definition and M&A activities,
leads a team that is responsible for
initially as a consultant at the Boston Consulting Group and,
analyzing and communicating intelligence on the Belgian
subsequently, within companies with global interests. His
telecom market and its competitors, tailored for executive,
recent appointment to AB Agri is to define the strategy for the
strategy, marketing and customer facing stakeholders.
various businesses within the group, as well as lead inorganic
This team also reports Key Performance Indicators to top
growth efforts and find new business platforms to develop
management. Luc has eight years of experience in the
(new engines of growth). This engagement is consistent
Strategy & Business Development domain, in his work as
with his experience in defining growth strategies in both
market analyst, strategic planning manager and business
developed/mature markets and rapidly developing markets,
development manager across different lines of business. Luc
across industries that range from consumer products, to
was also part of the team that helped launched the public
logistics and pharmaceuticals. Erick earned his MBA from the
listing of Belgacom. He is also a founding member of the
Wharton Business School.
steering committee of the Market Intelligence Forum Belgium.
Mr. Troy Pfeffer is the Competitive
Mr. Rooms is a licentiate in Communication Sciences at
Intelligence Director at Cintas. Troy
University of Ghent and also holds post-graduate degrees
creates and establishes Competitive
in sports management from the University of Brussels and
Intelligence at Cintas, a company
Belgian Olympic Committee.
that designs, manufactures and
Dr. Reinhardt Schink, Head of Market
implements corporate identity
Analysis and Strategy at Allianz
Germany. Together with his team,
uniform programs and related business products and
Dr. Schink has been responsible
services. He provides timely and effective intelligence
for market analysis and strategic
to business leaders to make sound tactical and strategic
innovations at Allianz Germany since
decisions, develop innovative strategies and act with
foresight across all divisions and global regions. Prior to his
current role, Troy served as the National Marketing Manager
and National Operations Manager for Cintas. In addition, he
2009. He is also Chairman of the
Retail Insurance Advisory Council of EFMA (European financial
marketing association). During his career, Dr. Schink has held
was the Vice President at Key Bank and Bank One.
several positions in Allianze. He spent three years in Allianz’s
Troy holds a BSBA degree from The Ohio State University and
activities within the Group Economic Research & Corporate
is a Certified Intelligence Professional from the Fuld-GiladHerring Academy of Competitive Intelligence.
Ms. Bettina Ringsdorf, Manager of
Aftersales Business Key Account
Management team, BMW AG,
München. Bettina is responsible for
working with the Market Intelligence
team at BMW that looks after
Aftersales performance analysis etc.,
and works closely with diverse departments within the BMW
Aftersales organisation to identify new and additional market
potential. Her team of Aftersales Business Key Account
Managers provides continuous support to the worldwide
markets by defining appropriate Aftersales activities and
allocating budgets. Bettina has previously been with Hewlett
Packard in a variety of roles, from Business Relations and
Process Engineering to Supply Chain Management.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
worldwide Market Intelligence and business development
Development. Before being appointed as assistant to the CEO
of Allianz SE, he was Head of a Corporate Client Department
at Allianz Leben. As Senior Consultant with Allianz Dresdner
Pension Consult GmbH, he was responsible for innovative
pension products and B2B sales for northern and eastern
Germany.
Ms. Bettina Schmidt-Smylla, Vice
President Business Development +
Marketing Division Grain Processing
at Bühler AG. Bettina has more than
15 years of international managerial
experience in Marketing, Sales,
Business Development from both the
B2B and B2C industries as well as in consulting.
Since 2003, Bettina has been active in the machinery and
process industry for grain/food processing. With Bühler
23
Since 2003, Bettina has been active in the machinery and
Mr. Martti Vannas is a Finnish
process industry for grain/food processing. With Bühler
memory coach, professional
AG‘s headquarters in Switzerland, she is VP of Business
magician and medical doctor. He
Development + Marketing Division GP, globally responsible
is one of the most sought-after
for business development, marketing and product
performers in his field and has been
management. Prior to that, she was Head of International
working for the last 20 years in the
Marketing + Market Development at CLAAS, which also
corporate world of Finland as well
included overseeing special projects e.g. PMIs. During
as in the USA, the United Arab Emirates, Denmark, Germany,
her time in the global telecommunication/IT industry, she
Estonia, Sweden, Hungary and Czech Republic just to
led EMEA Business Strategy, Sales “New Solution” and
mention a few international countries. He combines his skills
Marketing. She has also worked at a leading consultancy
in medicine with his magic and sense of humour to give you a
managing a practice focused on the Health, Telco/IT,
truly unique experience.
automotive industry.
Mr. Eric Van Zele , President and
Bettina studied International Business in Germany and France
Chief Executive Officer of Barco NV.
with an Executive MBA from Henley, UK.
Eric leads Barco NV, a global leader
in digital imaging solutions and also
Mr. Markko Vaarnas, CEO at Global
serves as Chairman of the Board
Intelligence Alliance. Markko has
at Reynaers Aluminium NV and as
been responsible for the successful
expansion of Global Intelligence
Alliance Group (GIA) across four
continents since co-founding the
company in 1995. Markko is a
recognized thought leader in organizational decision-making
processes and specializes in advising companies on how to
optimize their Market Intelligence programs. In his current
managerial role, he specializes in strategic planning, growth
management and international business development.
Markko has been a guest speaker at numerous international
conferences such as Society of Competitive Intelligence
Professionals (SCIP), Vision in Business (ViB) and IIR. He
is also the author of the book “Market Information in the
Internationalization of Companies” published by FINTRA
in 2005 as well as “The Handbook of Market Intelligence”
published by Wiley in September 2011.
Markko graduated from the Helsinki School of Economics
with a Master’s degree (International Business).
Mr. Ville Vanhala, Senior Vice
President, Research & Monitoring
Services at Global Intelligence
Alliance. Ville is responsible for GIA’s
range of services to help clients
keep track of opportunities and
threats in their markets. He oversees
the delivery and development of services like daily market
tracking, competitor profiling, peer group analysis, industry
and macroeconomic reviews, and social media monitoring
all done as custom work for each client. Ville has a Master’s
degree in Business Administration from the Swedish School
of Economics in Helsinki, Finland. Prior to getting involved in
co-founding Global Intelligence Alliance, Ville worked in the
Research & Information Services of McKinsey & Company.
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com
a Director at Zenitel NV. Prior to
his current responsibilities, Eric served as CEO of Pauwels
International and of Telindus NV. Eric has also served as Vice
President of Raychem Corporation in Menlo Park, California,
USA and as Managing Director of Raychem NV in Leuven,
Belgium. Eric is the Belgian Manager of the Year 2012, which
spotlights the country’s best-performing managers and is a
key event for Belgium’s business world.
Eric holds a masters degree in electrical and mechanical
engineering from the KUL in Leuven (1972) and postgraduate
degrees in management from Stanford University (1992
California, USA).
Ms. Annelies Verhaeghe is the Head
of Research Innovation at InSites
Consulting. Annelies specializes
in consumer insights and neoobservational research techniques
such as multimedia ethnography and
social media netnography. Annelies
won the ESOMAR Young Researcher of the year Award in 2009
and has been a regular speaker at ESOMAR and other market
research events and has been quoted in several publications
in academic and trade journals.
Mr. Petteri Verronen, Vice President
Technology at Global Intelligence
Alliance. Petteri leads the Technology
Business Unit at GIA that manages
all technical services related to
the Intelligence Plaza® software,
including technical support and
24
project delivery, hosting services, software development,
quality assurance and product management. Since joining
the company in 2000, Petteri has helped numerous
international companies to optimally utilize IT-tools for
Market Intelligence and has advised in the planning, setup
and roll-out of world-class Market Intelligence operations. His
time is also spent on supporting different GIA business units,
partners and international customers on location.
Mr. Jouko Virtanen, President,
Americas at Global Intelligence
Alliance. As a co-founder of GIA,
Jouko Virtanen is heavily involved
in the strategic planning and
internationalization of the Group,
and has successfully expanded the
Group’s business into North America since 2003 and more
recently, also to Latin America.
Jouko’s experience covers Market Intelligence gathering
and analysis in emerging markets, as well as designing and
operating intelligence functions to support strategic planning
and business development. Today, Jouko spends a lot of time
advising North American companies on growth opportunities
in Asia and Europe. As well, Jouko frequently runs workshops
and consulting projects to help client companies maximize
the strategic impact of their Market Intelligence programs.
Jouko holds an MSc. (Econ.) degree from the Helsinki School
of Economics.
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www.globalintelligence.com • www.intelligenceplaza.com
25
GIA Conferences in one Word-cloud:
Conference Fees
Cancellation Policy
Confirmed registrations may be cancelled without penalty if
Pre-Conference Workshops, May 13:
written cancellation requests are received on or before April 12,
EUR 945 / USD 1,270 (+ applicable taxes)
2013. 50% of the Conference fee is payable for cancellations
after April 12, 2013, but registrants will retain access to the
Conference Days 1-2, May 14-15:
Intelligence Best Practices Online tool containing Conference
EUR 1,895 / USD 2,550 (+ applicable taxes)
materials for six months from May 15 to November 15, 2013. No
Workshops + Conference Days 1-2, May 13-15:
cancellation requests received after May 1, 2013, and access to
EUR 2,495 / USD 3,360 (+ applicable taxes)
refunds will be issued (and full conference fee is payable) on
the IBP Online tool will be retained until November 15, 2013.
Note - All registrations are subject to acceptance by GIA.
Register online through the GIA website.
For further information and advice on track choices, please contact
[email protected], call +32 472 700 117
or the german office +49 201 266 900
GIA is a strategic market intelligence and advisory group
www.globalintelligence.com • www.intelligenceplaza.com