how marketing can transform business
DESCRIPTION
Presented by Krishnan Chatterjee - VP & Head Strategic Marketing, HCL at Paul Writer's Great Indian Marketing Summit - IT Edition, 1 Feb, 2013, Bangalore webcast of the session available at http://www.24framesdigital.com/paulwriter/webcast/010213/in.aspTRANSCRIPT
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Krishnan Chatterjee
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Principles of Branding
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Identity
Positioning
Context
Proposition
Content / Creative - Campaign
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HCL Technologies – An Introduction
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HCL Technologies – Our Identity
Identity
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PICTURE OF RECIPIENT
PICTURE OF SENDER
Self Image Reflection
Physique Personality
Relationship Culture
INTE
RN
ALI
SATI
ON
EXTE
RN
ALI
ZATI
ON
• Passionate
• Contemporary
• Pride in endeavor
• Modern and Global Indian
Risk taking
Leaders in their chosen market Firms that use IT for
competitive advantage
Win-win
partnership
• Colorful
• Boutique
The Essence
The Extraordinary Individual
HCL Technologies – Our identity
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Employees First, Customers Second – A 5 year journey
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Manifestations Tools Artifacts
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Target audience
Positioning
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Doesn’t get more targeted than this
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Target Market – The Gen 2 Outsourcer
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Frame of Reference
Positioning
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Frame of Reference : Global MNC’s
2006-11 Deals Signings by IT Services Majors
MNC Top-3 includes IBM, Accenture and HP
Indian Top-3 includes TCS, Infosys and Wipro
Source: TPI
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HCL Competition in Deals
Global
MNCs
65%
Indian
Vendors
35%
Indian Vendors Global MNCs
Deals signed by HCL over the last 2 years
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Point of Difference
Positioning
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Gartner Dataquest
Publication Date: 19 January 2011 ID Number: G022099906
HCL Positions It self as ‘CIO’s Best Friend’ at Its 2010
North American and European Analyst Events
Arup Roy. Alllo Young, Sugan Tan, Bryan Britz, Cathy Tombohm, Jason Harrls
While reaffirming its” employee first” commitment, HCL „s future strategic directions will emphasize
“value centricity in this its approach to client relationships builts on “ trust through transparency.
Key Findings
• While most Indian providers are trying to emphasize their business focus, HCL will continue its strong
commitment to technology expertise as an enabler of business change and to be the technology
partner to the COI‟s office, Including a technology-led approach to business process outsourcing
(BPO).
• Three strategic corporate principles will guide and underpin this technology ostentation technology-
led BPO to support the CIO: value centricity, trust through transparency, and employee first.
• The customer sessions highlighted various engagement models that HCL is using with its customers,
including Global SAP implementation on a business benefits model, partnership with an emphasis on
joint market creation and domain-led transformation of product distribution channel.
Recommendations
• HCL clients should explore the implications of HCL”s CIO-focused engagement model and ensure they
understand the existing and future desired HCL touch points into their organization.
• Prospective clients of HCL should examine proof points of HCL‟s much-discussed “employee
first/customer second ” principle and whether it has brought a healthy account relationship with Its
customers.
• Look beyond HCL‟s subtle, but effective, underdog branding, infectious entrepreneurial style, and
personable leadership team by placing the same degree of expectations on HCL as you do with
experienced and scaled service providers you are evaluating.
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Propositions
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The Reincarnate CIO Proposition
UNDERSTANDING THE REINCARNATE CIO • Who is a ‘Reincarnate’ CIO?
• Setting the Reincarnate CIO aspiration
• The Reincarnate CIO roadmap
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Campaign
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