Info vs Intel : Marc provides his perspective over the past 27+ years of the INOVIS journey ...
One-time or periodic baseline assessments - freestanding or to precede or complement our ongoing, systematic competitor tracking program
Example engagements would include assessment of your core and emerging competitors' current and planned activities, organizational structure, cost structure, financials, and business practices
Identify your target accounts' key decision makers and influencers, 'hot button' issues, purchasing decision processes and timelines, planned projects, products used and motivations to replace them, perceived strengths and weaknesses of current products vs. possible substitutes (including your company's offerings), etc.
Example engagements would include uncovering purchasing accelerators or obstacles that may impact near-term buying decisions, evaluate competitors' sales tactics (including vs. your company) and how you can more effectively sell against them.
Market opportunity assessments (market size & segmentation, competitor positions & activities, pricing & distribution, customer requirements, barriers to entry, growth projects, etc.)
Example engagements would include customer satisfaction & perceptions tracking, competitive messaging and branding
Investigate a target company's markets, growth prospects, patent positions, suppliers, customers, etc. to provide a solid 'second medical opinion' in support of your investment, M&A, partnering, joint venture, or credit decisions
Obtain assessments from competitors, customers, and other stakeholders of a proposed new product's or concept's features, functionalities, and user benefits.
Example engagements would include
Shift your competition mode from reactive to proactive and anticipatory with a sustained, ongoing program to track selected competitors and monitor changes in the competitive landscape, tailored to your specifications.
INOVIS's continuous, systematic tracking service helps you monitor and pull ahead of competitors
Conduct pre-conference interviews with target sources. We 'work the floor' at conferences, trade shows, and industry conventions by interviewing competitors' key stakeholders, capturing keynote highlights, etc.
Select companies in your industry and/ or other industries that are known to set the standard in an operational, marketing, customer satisfaction, and/or product quality area (e.g., Malcolm Baldridge Award-winning companies, etc.)
Gain insights into these companies' best practices and recommended steps for your organization to take as a result: Includes synthesizing intelligence insights and recommended actions for process improvement with specific benchmarks to be met at certain milestones/intervals.
Investigate select strategic accounts recently lost to the competition or lost by your competitor
Explore the reasons why lost accounts selected the competition's offerings
Understand how competitors win business from you and sell against you; how their customers view you; and how to most effectively modify your sales and positioning techniques
Receive recommendations on actionable steps to modify your customer value proposition and/or change your product/service mix
Uncover why and how you won vs. your competitors
Map the messages, strategies and tactics your competitors are likely to put in place to support their products in the market and against your own brand
Develop focused and region-specific counter-messages and tactical responses to drive your business' brand success
Prioritize key local tactics for country-level brand teams to consider for implementation in their markets
Give local, in-country teams toolkits to conduct their own, local competitor workshops going forward
Facilitated cross-functional stakeholders discussions and scenario planning, leveraging existing/emerging assumptions to determine implications and next steps
INOVIS provides strategic frameworks, facilitated exercises and industry-leading experience to help refine, challenge and manage competitive assumptions around; In-class & Out-of-class competitors, direct substitutes, (Branded) 'Me-too's', Patent, IP & Regulatory issues
The output ensures consistent and unambiguous guidance is provided to cross-functional teams
Development and delivery of competitive scenarios that pressure-test, align and prepare teams to deal with objection-handling activities
Working within the competitive space, INOVIS provides a range of tailored solutions and activities to filed, head-office booth/conference staff that address, align and pressure-test objection handling, including the use of roleplaying, actors and simulations
Harshal shares three critical questions we ask when planning effective strategic competitive workshops.
Covert competitive intelligence investigations can lead employees to unwittingly expose proprietary information, generating significant costs to your business and eroding your competitive advantage.
Assess your organization's vulnerability and educate employees on how to protect your company's proprietary information.
INOVIS can help in
We work with our clients to deliver training programs that upskill employees in identifying and protecting their organizations from potential externally-driven intelligence activities or indirectly disclosing proprietary information when engaging with the external environment
Our materials and processes include TRAINING GUIDEs that provide concise and accessible practical theory & guidance, hypothetical vignettes providing illustrative examples relevant to common working activities and toolkit items that deliver practical 'how-to' and instructional guides aimed at implementing guidance
The INOVIS Comp-ACT© process provides a robust framework for periodical (yearly, quarterly, etc.) evaluating the competitive threat of key competitors, based on the latest information and the internal core-team's assumptions.
Leveraging diverse expertise across the life sciences, INOVIS is uniquely positioned to provide standardised and customized solutions to equip stakeholders in the fundamental principles of CI and strategic agility. These are aimed at developing & growing internal capabilities to capture and derive impactful insight within the organisation.
Training modules (Interactive, Bespoke LMS, PDF/PPT) that deliver concepts, frameworks, case studies and implementation guidance, providing best-practice capabilities
Training programs that upskill employees in identifying & protecting their organizations from potential externally-driven intelligence activities or indirectly disclosing proprietary information when engaging with the external environment
1:1, group and event-specific support in developing and delivering stage presentations that showcase you and your team's competitive insight across the company
Tactical guidance on synthesis, delivery and adaptation of centrally executed CI activities, at group and individual-level
Complex factors and functions inside and outside your organization impact the organization's performance. Dynamic environments, competition, and market pressures no longer have boundaries.
Multiple functions require tactical or strategic decisions across your product life cycle. Such decisions are often made in isolation, lacking alignment to the business' strategic goals and bigger picture.
Effective strategic decisions address all of these factors comprehensively, integrating different functional insights throughout the stages of the product lifecycle.
INOVIS ProACT©: A strategic tool that enables systematic and objective scenario development and action planning so you can
The competitive landscape is constantly evolving and as new insights and data emerge, pre-held assumptions and facts are routinely challenged.
The INOVIS Comp-ACT© process provides a robust framework for periodical (yearly, quarterly, etc.) evaluating the competitive threat of key competitors, based on the latest information and the internal core-team's assumptions
Ensuring fact and assumption are well documented throughout the process, the output of the Comp-ACT© provides a go-to competitive assessment for cross functional stakeholders that can be leveraged at key decision-making points, while providing follow-up actions to address emerging knowledge-gaps or high-impact uncertainties
INOVIS provided a workshop supporting a MNC's Global CI Team to strengthen and nurture capabilities around 'Competitive Exercises'. Through a workshop format, the INOVIS team provided insights on Competition Tracking and Readiness Strategies, showcasing a number of INOVIS Strategic Consulting Solutions. The session finished with a competitive simulation, enabling participants to with a business-critical scenario to test creativity, adaptability and competitive thinking.