HP's Object Oriented PC OS program had just been abandoned, and with
it, the associated office systems product lines. The office
systems functional staff was replaced and the new general manager
sponsored an integrated business planning and development
activity. The organization's product lines collapsed from three
Two organizational groups were redeployed, or took voluntary
redundancy. The remaining organization was fearful about losing
jobs and changing
development of X.400 and Open Systems Interconnect (OSI) networking was
undermining the closed
architecture of IBM's Systems Network Architecture (SNA) networking and
SNADS messaging products.
I implemented a process for developing an organization wide planning
activity. Main aspects were:
- Iterative yearly process needed.
- Agreed goals and timetable with General Manager
- Instigated yearly process of:
customer visits (some current office customers, other
potential ones, others which were HP but not office systems
customers) with field offices
Devised questionnaires (user, administrator, business
key customers for informal discussions - covering
questionnaire topics and subsequently completed results analysis.
Formed organization into cross functional teams each
developing a competitor's business plan. These met for a few hours
each week for a month, developing presentations of the way they felt
the competitor would best beat us in the market.
Each team was given an overview of Porter's competitor
- We provided summaries of our intelligence on the leadership
teams & situation at each competitor.
- We obtained competitive information from HP's market research
center on each competitor.
Gartner services and obtained commitment of R&D and Marketing
management to attend Gartner summit.
- Developed relationships with HP central research laboratories.
We agreed to resource joint activities with Bristol and Palo Alto labs
- Held a competition to propose a Vision for the division.
- Took results of the competitor and customer studies and
integrated them into an HP 10 step business plan.
- Ran a day off-site where the teams presented their competitor
plans and the 10 step plan was presented to the organization.
- Produced summary slides.
The organization was initially hostile to the process, and to me.
However, once they actively participated in the competitor planning
simulations they became enthusiastic, and agreed with the changes that
were proposed in our business plan.
Office Systems division changed its development activities to partner
with leading mail client companies such as Beyond, Uniplex, Lotus and
Net Courier rather than require customers to invest in our e-mail
It allowed Office Systems to focus its limited resources on a
differentiated UNIX based Mail server strategy. This became the
leading UNIX Mail Platform during this planning period.
As the revenue and profit growth allowed resource growth we started
joint development activities with HP Labs to leverage Work-flow, Database and Voice Messaging
& Switching activities.
Politics, Economics & Evolutionary Psychology
Nature and nurture drive the business eco-system
Emerging structure and dynamic forces of adaptation
||integrating quality appropriate for each market