Tactical, Operational & Strategic Analysis of Markets, Competitors & Industries
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Ellen Naylor
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- Denver, CO
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Ellen Naylor's Discussions
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Latest Activity
From the Gift Store
October 22, 2009 from 5:30pm to 8pm
TOPIC: SOCIAL NETWORKING AND NEXT-GENERATION INTELLIGENCE:
Social networks and the Internet have permanently changed how individuals and organizations communicate. So too will intelligence change - permanently.
From collection to analysis to diss...
Hi Andrew,
Thanks for the invite. Sorry I'll miss you in Amsterdam.
Best,
Ellen
Profile Information
- About Me:
- I have 30 years of sales and marketing experience across many industries. I sold telecommunications products and services for several years and before that fine jewelry. I initiated competitive intelligence (CI) at Verizon and built a process to capture competitive information across commercial marketing, including Sales. I conducted forecasting and competitive intelligence at Northwest Airlines.
In this difficult economy, clients benefit from our in-depth research on any topic using our skills in primary and secondary research and tapping into our vast social network as well as our programs to integrate marketing and sales intelligence. I teach Sales how to incorporate CI elicitation and interviewing techniques right into the Sales process to learn what the market is demanding, and what products or services a company needs to develop to maintain its competitive edge. Customers are a key source of market intelligence, and with our programs companies improve their relationship with customers, every time Sales meets a customer.
Ellen’s clients benefit from her passion, insatiable curiousity, active listening and ability to work effectively within each company’s unique culture, as she grew up in an international community in Yokohama, Japan. She helps companies improve their marketing prowess through building an early warning process, collecting valuable intelligence at trade shows; conducting win/loss interviews and analysis to improve customer retention; and conducting results-driven workshops.
Ellen's signature practice, "Cooperative Intelligence," promotes openness and relationship building by listening and being heard. It focuses on the right people skills to be an effective leader, connector and communicator--the cornerstone of trust.
BLOG http://cooperativeintelligenceblog.com/
http://www.linkedin.com/in/ellennaylorcolorado (linkedin)
- Website:
- http://www.thecisource.com
Ellen Naylor's Blog
Capture Precious Competitor & Market Intelligence through Elicitation
I had meant to post this event on our Ning calendar, but alas I was traveling during the last several weeks and forgot. However, you can have the benefit of this webinar here, including the slides and the… Continue
Posted on April 9, 2009 at 5:42pm —
Win Loss Analysis is more than Competitive Intelligence
Win loss analysis is my favorite tactical cooperative intelligence practice as it offers the best ROI of any sales intelligence tool. You gain intelligence by interviewing your customers shortly after the sales event to find out why they chose to do business with you or decided on a competitor. The data gathered combines knowledge from sales, customers, competitors, and your marketplace.
Consider these points to develop a cooperative B to B win loss process:
- Clearly identify objectives for c… Continue
Consider these points to develop a cooperative B to B win loss process:
- Clearly identify objectives for c… Continue
Posted on February 4, 2009 at 12:21pm — 3 Comments
Comment Wall (27 comments)
- At 6:57pm on October 31, 2009, Music Lover - SM gave Ellen Naylor a gift…
Hi Ellen never heard again from you... everything allright? I'm sending you a gift so you don't forget you old friend here... ;0) Best regards Sérgio, from PortugalFrom the Gift Store
- At 3:17am on October 23, 2009,
Robert J Steele said…
- Ellen,
I think so, yes. The CI space is an odd one though, let me explain briefly. When I was a corporate business developer, I acquired CI from various sources and it told me a lot of 'stuff'. Namely 'C' level contact information, company HQ and satellite information, turnovers, performance, product/services areas etc, etc. But as a business developer, this information was no more than background noise, and yet people pay big bucks for it!!
I wanted something that would line me up with corporate need or latent need based on my solutions. What I wanted was to understand the issues affecting my target corporate, or the opportunities they were investigating or the risks in the sector.
That is why I developed MyFeedMe, to keep a finger on the pulse of a target customer 24 x 7 and to alert me to events that were relevant to by business solution. If I sold secure payment services, I would want to know about recent occurrences of fraud, if I sold office furniture I would want to know about growth plans, new offices being opened etc.
I see this as logical CI value in conjunction with all the other background stuff. If we can align the two then we have a powerful proposition.
- At 9:18am on October 19, 2009,
Candice E Geouge Hellyar said…
- Hi -- I'm expecting to be at the event on Thursday, look forward to seeing you there!
- At 7:55am on October 15, 2009,
Candice E Geouge Hellyar said…
- Hi Ellen! Are you still going to be in the DC area on the 22nd and 23rd? It'd be great to try again to get together.
- At 1:27pm on September 3, 2009,
John Potter said… - Hi Ellen,
My number is 616.406.1248. Wed is fine if you can reach me between 12-4pm EST. Looking forward to hearing from you.
John
- At 9:49pm on September 1, 2009,
John Potter said…
- Hi Ellen,
Victor gave me your name today and well.. it looks like you're certainly on here. As he may have told you, I'm hoping to begin looking for clients early next year. Still in preparation then but would love some direction/insight.
John
- At 2:09pm on May 11, 2009,
Anne Gebert said…
- Hello Ellen,
I am a student from Germany and I am currently writing my bachelor thesis with the topic Win Loss Analysis. Because I have difficulties in finding appropriate information, Rainer Michaeli referred to you as an expert for this purpose. Can you recommend any literature? Thank you for your help!
Kind regards,
Anne Gebert
- At 6:05pm on May 9, 2009,
martha gleason said… - Ellen,
Spain and France...I'm jealous! I'm pretty busy myself so lets plan on catching up at the end of the month.
Martha
- At 7:14pm on May 4, 2009,
martha gleason said…
- Ellen,
Thank you so much! SCIP09 was great and I'm looking forward to the rest of 2009 and making 2010 a great success.
Wish I could have caught up with you.
Martha
- At 5:26pm on February 27, 2009,
S.J.Pavan vinnakota said… - Hello Ellen ,
Thank you for adding me .
Nice to meet you on Ning .I am a Student of Amity University (India).I have done my MBA in Competitive Intelligence and Marketing .I am looking out for a job . In order to update i often blog .
I would be thankful if you may help me .
with regards
Pavan V.S.J
Latest Activity
The Shariah Competitive Intelligence Best Practice(SCI) though prohibits destructive and unethical Competitive Intelligence activities encompassing all aspects of Corporate Espionage.
One major principle espoused under the SCI is the universal pr...
I've started a mind map for this. Hope this helps. Mind Map
Reminds me of a funny story.
Some years ago I was interviewed for a business magazine's cover story about CI. My picture was to appear on the magazine cover. After the photo shoot, I idly asked the magazine folk what title they would give the sto...
I have found that there are two general attitudes behind all the reasons why a company would not look at its competitors -- arrogance and ignorance. Arrogance: we're the market leader, and as long as we keep serving our customers well, there's no ...
Courtsey : Hudson Hawk -
www.corporaterisks.info
insight@corporaterisks.info
Eurofighter Typhoon
Sources opine that EADS has invited India to be part of the 4 country consortium provided the Typhoon is chosen by Indian Air Force
Lockheed Ma...
I'm going to play devils advocate here.
It's possible that this company has its feet firmly on the ground - and is actually thinking more than many of us do.
As CI professionals we focus on competitors - perhaps to too great an extent if we igno...
This is an excellent book by a friend of mine. He is an excellent presenter www.dan-terry.co.uk
I have learned so much from him in terms of engaging with the audience.
Just a point of interest, Military Intelligence uses "strategy maps" and network diagrams to determine strengths, formations and who communicates with who (called Network diagrams).
These strategy maps really do help you see the big picture and p...
Dear Sheila, Arik and Mislav, thank you for your answers. They are very helpful.
Sheila, count me in for support if you ever plan on doing a "CI meets strategy map" presentation.
I have looked for Mr. Carnevale-Maffe on this network, but he's not ...
Now that's pretty interesting - what does Sharia say about competition in general and CI practices specifically - even "ethical" ones which might not have the best interests of the counter-party at heart?
I remember his presentation too - great stuff!
I remember there was one presentation relevant to this topic in my opinion on SCIP 06 in London. It was presented by Mr. Carlo Alberto Carnevale-Maffe, from Bocconi University. I remember this since it was one of the best presentations in my opini...
"A Need for Global Competitive Intelligence Regulation and Protocol"
I refer you to the article "USA Today Article on Corporate Espionage: Time for Damage Control Again?"
The issue is not about damage control now but whether certain laws have be...
"A Need for Global Competitive Intelligence Regulation and Protocol"
I refer you to the article "USA Today Article on Corporate Espionage: Time for Damage Control Again?"
The issue is not about damage control now but whether certain laws have be...
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