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Neil Hudspeth HP Asia Pacific & Japan March 17th,  2010 CHANGING THE EQUATION
 
MARKETING IS BECOMING MORE DIFFICULT
WHAT I WOULD LIKE TO SHARE <ul><li>What is today's context in an evolved new world  </li></ul><ul><li>What is HP’s respons...
TODAY'S CONTEXT IN AN EVOLVED NEW WORLD ©2009 HP Confidential
DISRUPTIVE Widely distributed empowering tools & services  + Changing consumer expectations and behavior Disparate levels ...
IN A NEW, CONNECTED AGE… <ul><li>New expectations </li></ul><ul><ul><li>Transparency </li></ul></ul><ul><ul><li>Responsive...
ALL CONNECTED <ul><li>Marketing VS Engagement </li></ul><ul><li>Digital media on the fringe VS Digital media underpinning ...
IN A NEW ECONOMY OF INFLUENCE… <ul><li>Increased competition </li></ul><ul><ul><li>Everyone investing in Asia </li></ul></...
 
CONTACT IN A CONNECTED AGE… <ul><li>The end of ignorance  </li></ul><ul><li>Rising individual media conglomerates </li></ul>
THE CONNECTED AGE SHIFTS <ul><li>Eight shifts as we move deeper into a connected age: </li></ul>Shift ONE From telling to ...
<ul><li>AND THAT’S NOT ALL… </li></ul>
SAME, SAME PHENOMENON
<ul><li>Shrinking functional product differentiation  </li></ul><ul><li>Style-driven differentiation speeding up rapidly <...
Growth. Direction. Protection.
Japan forum Brand: what  people  experience…
Japan forum Brand: what  people  experience… … must be supported and managed in order to build a distinctive and positive ...
OUR APPROACH CREATE AMAZING ©2009 HP Confidential
 
OUR BRAND ECOSYSTEM PRINCIPLES Internet Social media Mobile Other elements of the brand ecosystem (and media) Brand
DIGITAL RELATIONSHIPS virtual relationships low intensity relationships medium intensity relationships high intensity rela...
NEW HP.COM <ul><li>To create a  new HP.com   within 18 months featuring  world-class : </li></ul><ul><ul><li>User experien...
A NEW HP.COM  HP <ul><li>Unified strategic brand view of company, products & services </li></ul><ul><li>Enhanced brand eng...
HP.COM CUSTOMER JOURNEY
HP.COM HP Today Product-focused mindset Integrated solution-based  approach  Narrow focus on HP.com  only Move to  digital...
Search Promotion through search Search results with product  image visual cues are  dynamically displayed as the  user typ...
BUILDING THE ECOSYSTEM THROUGH MOBILE ©2009 HP Confidential
 
 
MOBILE STRATEGY: THREE FOCUS AREAS Open existing HP ecosystems so that current mobile customers have an inbound path and a...
HP.COM MOBILE FEATURE INTEGRATION Content syndication, promotion, acquisition MOBILE .COM INTEGRATION Retail platform OOH ...
<ul><li>Create or enable mobile-specific content and services </li></ul>HP MOBILE MARKETING SERVICES <ul><li>Mobile @ Reta...
BRANDED UTILITY <ul><li>Build mobile as a utility to stay at the forefront with customers </li></ul><ul><ul><li>Enhance co...
MDM MINISITE HOME PAGE Broad HP offer (all BUs and CM) Call to action and brand survey HOME PAGE PRINTERS
MDM MINISITE CALL TO ACTION AND  FRIEND  REFERRAL BRAND SURVEY DESKTOPS
<ul><li>1. SNS aggregator </li></ul>APPS Miniblog portals Videos portals
SOCIAL ©2009 HP Confidential
 
 
<ul><li>A  pervasive social media presence  both on the web and hp.com </li></ul><ul><li>Expansive approach as a business ...
<ul><li>Make  social tools and features  ubiquitous on every page of hp.com </li></ul><ul><li>Enhance  peer-to-peer custom...
BUILDING AMBASSADORS Enable ways for HP, and emerging ambassadors to easily communicate, engage and inform others HP ambas...
MATURITY MODEL Setting the  Context Understanding the Landscape Create the Relationship Find the Sweet Spot ENGAGE What’s ...
TOUCHSMART COMMUNITY
TWITTER SKINS
SOCIAL SHARING: “CREATE CHANGE”
SOCIAL SHARING: “CREATE CHANGE”
 
SOCIAL NETWORK PRIORITIZATION WW  FOCUS REGIONAL FOCUS
<ul><li>Latest release includes metrics around social media efforts and executions </li></ul><ul><ul><li>Search and social...
TEN WAYS TO MEASURE A CAMPAIGN <ul><li>Sales </li></ul><ul><li>Leads </li></ul><ul><li>Traffic </li></ul><ul><li>Interacti...
MEASURING AND DEFINING ROI
MEASURING AND DEFINING ROI <ul><li>Marketing works best when brands engage with their audiences. </li></ul><ul><li>PR (and...
MEASURING AND DEFINING ROI <ul><li>Define your marriages and support networks within the ecosystem </li></ul>
MEASURING AND DEFINING ROI <ul><li>Define an ecosystem strategy for engagement </li></ul><ul><li>Change internal mindsets ...
Thank you Neil Hudspeth
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Neil Hudsperth - Changing the Equation

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Neil Hudsperth - Changing the Equation

  1. 1. Neil Hudspeth HP Asia Pacific & Japan March 17th, 2010 CHANGING THE EQUATION
  2. 3. MARKETING IS BECOMING MORE DIFFICULT
  3. 4. WHAT I WOULD LIKE TO SHARE <ul><li>What is today's context in an evolved new world </li></ul><ul><li>What is HP’s response (on a macro level) </li></ul><ul><li>Digital ecosystems: the new drivers </li></ul><ul><li>HP's top line strategies in mobile and social media </li></ul><ul><li>Evaluating the criteria for success within HP's digital planning: top level buy-in and ROI </li></ul>
  4. 5. TODAY'S CONTEXT IN AN EVOLVED NEW WORLD ©2009 HP Confidential
  5. 6. DISRUPTIVE Widely distributed empowering tools & services + Changing consumer expectations and behavior Disparate levels of market maturity = Transformative and disruptive era
  6. 7. IN A NEW, CONNECTED AGE… <ul><li>New expectations </li></ul><ul><ul><li>Transparency </li></ul></ul><ul><ul><li>Responsiveness </li></ul></ul><ul><ul><li>Value </li></ul></ul><ul><li>New emotional truths </li></ul><ul><ul><li>Authenticity (is an individual or company true to their promise and real?) </li></ul></ul><ul><ul><li>Trust (the new critical currency) </li></ul></ul><ul><ul><li>Purpose and values (why do you exist?) </li></ul></ul><ul><ul><li>Proof points/measurement </li></ul></ul>
  7. 8. ALL CONNECTED <ul><li>Marketing VS Engagement </li></ul><ul><li>Digital media on the fringe VS Digital media underpinning all media </li></ul><ul><li>Channels VS Ecosystems </li></ul>DISCOVER SHARE TRANSACT EXPRESS
  8. 9. IN A NEW ECONOMY OF INFLUENCE… <ul><li>Increased competition </li></ul><ul><ul><li>Everyone investing in Asia </li></ul></ul><ul><ul><li>Disparate levels of maturity - Channel - Technology - Culture - Measurement </li></ul></ul><ul><li>Relationships of value </li></ul><ul><ul><li>Measurement </li></ul></ul><ul><ul><li>Footprint </li></ul></ul><ul><ul><li>Local knowledge, world class </li></ul></ul><ul><ul><li>Conversations </li></ul></ul>
  9. 11. CONTACT IN A CONNECTED AGE… <ul><li>The end of ignorance </li></ul><ul><li>Rising individual media conglomerates </li></ul>
  10. 12. THE CONNECTED AGE SHIFTS <ul><li>Eight shifts as we move deeper into a connected age: </li></ul>Shift ONE From telling to delivering Shift TWO From 2-way marketing to multi-polar marketing Shift THREE From users to voices Shift FOUR From analog communication to digital communication Shift FIVE From finding them to them finding you Shift SIX From marketing to facilitation Shift SEVEN From engagement to utility Shift EIGHT From campaigns to ecosystems
  11. 13. <ul><li>AND THAT’S NOT ALL… </li></ul>
  12. 14. SAME, SAME PHENOMENON
  13. 15. <ul><li>Shrinking functional product differentiation </li></ul><ul><li>Style-driven differentiation speeding up rapidly </li></ul><ul><li>Emotional benefits becoming increasingly important </li></ul><ul><li>One can not build long term brand loyalty through rational benefits alone </li></ul>
  14. 16. Growth. Direction. Protection.
  15. 17. Japan forum Brand: what people experience…
  16. 18. Japan forum Brand: what people experience… … must be supported and managed in order to build a distinctive and positive reputation Brand personality & communications Brand positioning Strategy, Vision & values Brand propositions Reward & motivation Bringing the brand alive Actions & behaviours Stakeholder experience
  17. 19. OUR APPROACH CREATE AMAZING ©2009 HP Confidential
  18. 21. OUR BRAND ECOSYSTEM PRINCIPLES Internet Social media Mobile Other elements of the brand ecosystem (and media) Brand
  19. 22. DIGITAL RELATIONSHIPS virtual relationships low intensity relationships medium intensity relationships high intensity relationships Increase the depth of relationship with priority audiences through supportive communications and clear journeys
  20. 23. NEW HP.COM <ul><li>To create a new HP.com within 18 months featuring world-class : </li></ul><ul><ul><li>User experience </li></ul></ul><ul><ul><li>Technology stack </li></ul></ul><ul><ul><li>Operational model </li></ul></ul>
  21. 24. A NEW HP.COM HP <ul><li>Unified strategic brand view of company, products & services </li></ul><ul><li>Enhanced brand engagement </li></ul><ul><li>Stronger competitive positioning </li></ul>MARKETING, SALES & SUPPORT <ul><li>Increased efficiency of campaigns </li></ul><ul><li>Decreased abandonment; increased sales conversions </li></ul><ul><li>Multiple engagement methods for customer support </li></ul>REGIONS <ul><li>Single WW website; capabilities to cover all countries </li></ul><ul><li>More flexibility in publishing country-specific content </li></ul>CUSTOMERS <ul><li>Enterprise: Experience tailored to unique needs of enterprise clients enabling selling process </li></ul><ul><li>Consumers: An improved user and eCommerce experience </li></ul>
  22. 25. HP.COM CUSTOMER JOURNEY
  23. 26. HP.COM HP Today Product-focused mindset Integrated solution-based approach Narrow focus on HP.com only Move to digital ecosystem (mobile/social/TV) Deeper relationship with the customer Unrewarding experience Siloed view of opportunity More holistic view , driven by the customer Modest incremental improvements ‘ L eapfrog ’ approach (design & technology) HP Today Future Leverage best practices from world-class examples to leapfrog the competition
  24. 27. Search Promotion through search Search results with product image visual cues are dynamically displayed as the user types. HP will have the ability to promote key products fast, and make those key products even easier to find.
  25. 28. BUILDING THE ECOSYSTEM THROUGH MOBILE ©2009 HP Confidential
  26. 31. MOBILE STRATEGY: THREE FOCUS AREAS Open existing HP ecosystems so that current mobile customers have an inbound path and are included in the conversation with outbound activities Enhance HP customers experiences and activate the brand via mobile Create content and services to support a mobile use cases (i.e. retail shopping experience) CREATE A MOBILE PRESENCE CREATE MOBILE-SPECIFIC CONTENT AND SERVICES CREATE BRANDED UTILITY FOR HP
  27. 32. HP.COM MOBILE FEATURE INTEGRATION Content syndication, promotion, acquisition MOBILE .COM INTEGRATION Retail platform OOH MOBILE SPECIFIC (.MOBI) MOBILE REACH DEVICE DETECTION Mobile commerce Social mobile extensions (i.e. ratings and reviews) Mobile SEO Store/partner locator Mobile messaging gateway Send info to phone Geo location Mobile couponing Mobile configurator
  28. 33. <ul><li>Create or enable mobile-specific content and services </li></ul>HP MOBILE MARKETING SERVICES <ul><li>Mobile @ Retail CRM </li></ul>Product demo & walk around Store locator service Product detailed info/specs Compare Supplies matching Push to call sales help Mobile promos and couponing
  29. 34. BRANDED UTILITY <ul><li>Build mobile as a utility to stay at the forefront with customers </li></ul><ul><ul><li>Enhance consumer experiences with the things they value and enjoy </li></ul></ul><ul><ul><li>Value and engagement are rapidly becoming a key differentiator </li></ul></ul><ul><li>Seamless and instant access to mobile multimedia is a given – participation is a reflex </li></ul>Location based services Alerts, news & offers Causes, lifestyle & community Shopping
  30. 35. MDM MINISITE HOME PAGE Broad HP offer (all BUs and CM) Call to action and brand survey HOME PAGE PRINTERS
  31. 36. MDM MINISITE CALL TO ACTION AND FRIEND REFERRAL BRAND SURVEY DESKTOPS
  32. 37. <ul><li>1. SNS aggregator </li></ul>APPS Miniblog portals Videos portals
  33. 38. SOCIAL ©2009 HP Confidential
  34. 41. <ul><li>A pervasive social media presence both on the web and hp.com </li></ul><ul><li>Expansive approach as a business that encompasses marketing, open innovation, customer support and intelligence </li></ul><ul><li>Commitment to listening and being responsive to customers </li></ul><ul><li>Evolved approach from advertising to engagement </li></ul>OUR SOCIAL MEDIA STRATEGY FRAMEWORK 1 TRANSFORM 2 LISTEN AND UNDERSTAND 3 ENGAGE 4 EMPOWER 5 ACCELERATE & INCUBATE
  35. 42. <ul><li>Make social tools and features ubiquitous on every page of hp.com </li></ul><ul><li>Enhance peer-to-peer customer support forums </li></ul><ul><li>Aggregate user reviews/content from around the web </li></ul><ul><li>Allow hp.com content to be easily accessible and distributable </li></ul><ul><li>Create the right mix of social capabilities (in house and third party) to meet business needs faster </li></ul>TRANSFORM HP.COM IN TO A SOCIAL EXPERIENCE
  36. 43.
  37. 44. BUILDING AMBASSADORS Enable ways for HP, and emerging ambassadors to easily communicate, engage and inform others HP ambassadors (customers, retirees, employees) create the foundation Result: social media fuels acceleration to expand the base of HP ambassadors. 2 3 1
  38. 45. MATURITY MODEL Setting the Context Understanding the Landscape Create the Relationship Find the Sweet Spot ENGAGE What’s the best method & platform for engagement? LISTEN What’s already being said, where and by who? PLAN What do I want to achieve for HP? HP MARKETING PLAN Measurement ANALYSE What are the insights to leverage?
  39. 46. TOUCHSMART COMMUNITY
  40. 47. TWITTER SKINS
  41. 48. SOCIAL SHARING: “CREATE CHANGE”
  42. 49. SOCIAL SHARING: “CREATE CHANGE”
  43. 51. SOCIAL NETWORK PRIORITIZATION WW FOCUS REGIONAL FOCUS
  44. 52. <ul><li>Latest release includes metrics around social media efforts and executions </li></ul><ul><ul><li>Search and social media referrals to HP.com </li></ul></ul><ul><ul><li>Visitor engagement with social features on HP.com, such as blogs and forums </li></ul></ul><ul><ul><li>Developing linkage to media spend, PR activity and overall modeling </li></ul></ul>MEASUREMENT
  45. 53. TEN WAYS TO MEASURE A CAMPAIGN <ul><li>Sales </li></ul><ul><li>Leads </li></ul><ul><li>Traffic </li></ul><ul><li>Interaction </li></ul><ul><li>Search marketing </li></ul><ul><li>PR (and buzz) </li></ul><ul><li>Brand metrics (value, reputation, recognition, perception, etc) </li></ul><ul><li>Customer engagement (and content) </li></ul><ul><li>Retention </li></ul><ul><li>Profits </li></ul>
  46. 54. MEASURING AND DEFINING ROI
  47. 55. MEASURING AND DEFINING ROI <ul><li>Marketing works best when brands engage with their audiences. </li></ul><ul><li>PR (and buzz) </li></ul><ul><li>Brand metrics (value, reputation, recognition, perception, feelings, associations, etc) </li></ul><ul><li>Customer engagement (and content) </li></ul>
  48. 56. MEASURING AND DEFINING ROI <ul><li>Define your marriages and support networks within the ecosystem </li></ul>
  49. 57. MEASURING AND DEFINING ROI <ul><li>Define an ecosystem strategy for engagement </li></ul><ul><li>Change internal mindsets on channel and measurement criteria </li></ul><ul><li>Define measurements for each media separately – one size does not fill all – but think holistically </li></ul><ul><li>Balance measurement across ecosystem to deliver on select objectives </li></ul><ul><li>Include emotional (brand value) criteria on select channels/media </li></ul><ul><li>Invest in knowledge creation </li></ul><ul><li>Be patient </li></ul><ul><li>Be creative </li></ul><ul><li>Change the equation by innovating </li></ul>
  50. 58. Thank you Neil Hudspeth

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