Tactical, Operational & Strategic Analysis of Markets, Competitors & Industries
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Ellen Naylor
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- Denver, CO
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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
This is one Analysis tool I really like.
How has been your experience in using the Service Triangle.
1. MBA Competitive Intelligence & Corporate Warfare
2. Post Graduate level
3. MBA
4. Amity Institute of Competitive Intelligence
5. I teach 6 Papers. Each paper is 3 Credits ie 30 - 40 hours of Instructions
Ist Term - Fundamentals of Competitive ...
Competitive Intelligence cycle is used by:
1. Credit Reporting Companies
2. Private Investigators
3. Detectives
4. Market Reasearch
5. Risk Management.
If you confine CI to OSINT then the others use Semi-Active Intelligence and Active Intelligen...
Thank you Tadeusz for your answer. I understand that there are especially ethical boundaries between these two professions. CI professionals are emphasizing to any stakeholders their strict adherence to laws and CI code of ethics (esp. that of SCI...
Let me put a question to your question: Do CI Professionals rummage through underclothes like Detectives ( http://fedcba.ning.com/video/peril-at-end-house )? I dare suppose CI Professionals don't. ;-)
- ICI-33 Development and Implementation of Dynamic Competitive Strategies on November 18, 2010 at 9am to November 19, 2010 at 6pm
- ICI-31Strategic Market Analysis on November 17, 2010 from 9am to 6pm
- ICI-30 Business War Gaming on November 16, 2010 from 9am to 6pm
Now if that exhibit hall could be broken down and transported around, now that could be a good idea....
Have we all been here? Given today's competitive climate and a series of changes in management later, we have to go in there and either 'drink from the fire hose' or 'painfully tease' the need from those colleagues who have mandates to make decisi...
Thanks Andrew, let's hook up across borders in areas that can add value for our troops.
Cheers, Jens
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