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Power Tools 1993 October - Disc 1
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Power Tools (Disc 1)(October 1993)(HP).iso
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portfoli.txt
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1992-05-05
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Industry Application Portfolio Industry Application Portfolio
Introduction
The purpose of this job aid is to match applications available on
HP's new Corporate Business System to strategic and high potential
application areas within your target industry.
For each industry two tools are provided. The first is the
Industry Application Portfolio grid which breaks the industry into
four quadrants by application area. (The quadrants will be defined
on the following page.) The second tool maps existing HP software
solutions to these four quadrant application areas.
Industry Application Portfolio
The Industry Application Portfolio is made up of four quadrants. Each
quadrant positions an application in terms of the quantity of
resources used and the magnitude of the benefits derived within that
industry. Refer to the following sample figure.
Sample Industry
_________________________________________________________
| | Turnaround/ |
| Strategic |High Potent|al |
|_____________________________|__________________________|
High | | |
| | | |
| | | |
| | | |
| | | |
| | | |
| | | |
Resource| | |
Used ______________________________|__________________________|
| | | |
| | | |
| | | |
| | | |
| | | |
| | | |
| | | |
Low | | |
|________________________________________________________|
| |
| Factory/Operational Support/Admin |
__________________ _______________________________________
High---------------Benefits Derived-------------Low
Definition of Quadrants Strategic quadrant
An application in this quadrant provides a company with competitive
advantage. This is where the company derives the greatest benefit
while utilizing a great deal of resources. The company will be
unable to implement new business strategies unless these systems are
in place.
Turnaround/High Potential quadrant
These systems are often under development or running only as pilots.
At this phase the application provides little benefit and requires
extensive resources. At this point, they make no great contribution
to the business but are likely to do so in the future. These are the
applications that when fully implemented will become a company's
strategic applications.
Factory quadrant
These are operational systems that support the daily processes of the
business. The company derives great benefit from these applications
while applying only limited resources. If these systems are
unavailable, the business will slow or come to a halt.
Support quadrant
Applications in this quadrant are valuable for efficiently handling
some of the non-critical processes. These applications provide low
benefits and require few resources. If they were unavailable for some
period, no major problems would occur.
Definition of Measures
Benefits Derived (x-axis)
The Benefits Derived axis measures how an application impacts the
company. By benefits, we mean the financial contribution the
application makes to the business. For example, Strategic and
Factory applications will provide high rates of return on the initial
investment and generate good levels of cash flow. By comparison, the
benefits derived from Support and Turnaround/High Potential
applications will be much less.
Resources Used (y-axis)
The Resources Used axis measures the resources required to produce,
implement and maintain an application. Resources include hardware,
software, people, support, etc. Strategic and Turnaround/High
Potential applications will require high levels of resources while
Factory and Support applications require lower levels.
Value of Industry Application Portfolio
The Industry Application Portfolio grid identifies how an industry
views an application. Mapped to the list of software solutions
available on HP's new Corporate Business System, you can now focus your
sales efforts when developing your account strategy.
For example, if your goal is to become a strategic partner with
your customer, you need to be selling applications that fall into the
Strategic and Turnaround/High Potential quadrants.
If on the other hand you identify a large opportunity that falls
into the Factory or Support quadrants, you may choose to pursue it in
order to develop a presence in the account (or for "quota reasons"!)
Be aware however that these are not critical opportunities and as the
provider of the application, you will be viewed only as a niche
vendors. Strategic and Turnaround/High Potential application areas
are where long term partnerships are developed.
How to Use the Job Aid
Tool 1
1. Locate your targeted Industry Application Portfolio grid.
2. Review the industry applications in each quadrant.
3. Given your strategy with the account, select the quadrant or
application you want to target.
Tool 2
4. Turn to the applications listing to find your chosen application
area and the associated Corporate Business System solutions
available.
Industry Application Portfolios