### 6/22/2024 HP
- Intro 
	- Process was streamlined, 
	- 10year exp in corp strat - growth, performance, change mgmt
	- Industry exposure 
	- Exp
		- Product Mgmt - Swift, WagonR
		- Aditya Birla - NPS, execution, $2B revenue impact 
		- Bain - client growth strategy, PCaaS service offerings to increase contribution, people leader 6-7
		- Build relationships 
		- Close to AP promotion, functional skills, but get close to business for implementation 
- Tell me about the most challenging project where you had to think strategically
	- How I helped revamp GTM strategy to increase share of PCaaS 
	- Diagnostics to increase revenue by 2x. 
	- A 
		- Understand customer needs, trends
		- Map needs against dimensions, deployment support needs, what about end of life process - buy back or sell to customer
		- Identify gaps to differentiate, 
		- Created good-better-best options
		- 2 years in, increased revenue by 30% 
	- Deployment support aspect deep-dive 
		- Understand customer side and business side of problems
			- Support image install vs 3rd party install, 
			- Add-on features 
			- Performance assessment? What is this? 
			- Maintenance of asset footprint, lifecycle management support, -- talk about predicting failures by capturing telemetry
			- End of cycle - buy vs upgrade vs sell
			- Which ones are they most likely to buy
		- business side 

- Pick one bullet from resume and explain
- If you were to increase HP's revenue, how will you go about it? Assume we will expect profitability to either stay flat or grow but not drop.
	- Didn't talk about structure, didn't pause to think through 
	- PC and print side. PC side is seeing growth recently. 
		- AI PCs - race about who can win in this model? what model you're referring to? 
		- Hybrid work - PCs and cloud provider 
		- Gaming svc - high margin, can we win better in that space? 
	- Print side
		- volume and price
		- Increase share of wallet and increase market share
			- Share of wallet - subscription based offering
			- become comprehensive service provider, E2E provider 
		- Market share - Can we use genAI, performance mgmt, product improvement, services to differentiate your products 
			- Wouldn't GenAI investments increase cost? 
			- pricing - currency hedging - didn't understand 
- 



### 6/23/2024 HP interview

###### Introduction
10 years exp, strategy
customer and growth, perf, change mgmt strategy - consumer tech
Aditya Birla corp strat, NPS systems 
Kellogg
Bain - Growth strategy
PCaaS offering

###### How do you approach developing a long-term strategic plan in a rapidly evolving tech industry, and how do you ensure it remains relevant over time?
3 steps - identify opportunities, prioritize opportunity space to align with vision, create timeline of execution plan

today forward - current capabilities
future back investments - VC funds investing
competitive investments

Identify customer gaps. IoT ecosystem. E2E IT solution.
Prioritize - customer impact vs ability to win, 

Mobilization 

$400M 

###### Can you provide an example of how you've leveraged data and analytics to inform strategic decisions and drive business outcomes?
Enterprise tech - PCaaS revenue was declining. Increase revenue 
1. Detailed diagnostics - customer needs, asset and deployment needs
2. Competitive benchmarking and gap analysis - 
3. Create good-better-best solution for customer
Grew revenue by 30% in PCaaS 

###### When developing and implementing strategic initiatives, how do you handle resistance or conflicting priorities? In other words, how do you bring people together? 
Energy client, DSAT with employees after layoffs, low productivity. Revisit employee value prop and talent strategy. 
1. Diagnostics survey to identify persona
2. Bottom up collaborative solutioning approach - workshop
3. Project leaders nominated with incentive structure around it
How would you redo it? 
- I would have forced leadership to think about structured changes. 

###### Let's focus on Printing. HP wants to increase revenue of printing BU, how should we go about it? What data would you want to look at? 
Volume, pricing
Short term
- Share of wallet - Create solutions
	- How do we improve GTM here?
		- Are customers willing to move to subscriptions? How do I help sales with this?
		- Superusers: didn't get it
	- Sustainable growth, security 
		- Optimize packaging depending on customer persona
		- Create a flywheel - introductory offer, risk-based offer
- Get more customers - enable hybrid workforces, productive workforce using genAI 

Long term
- Circularity - shift value to later half of lifecycle - why long term and not term? Consumers are not willing to make, why not talk about first degree circularity
- Services - increase ERP, CRM integrations, 
- New technologies - 3D printers 


### HP Printing revenue growth strategy
- Grow revenue in existing TAM
	- Cross-sell solutions, on demand printing
	- Subscription sales
	- Circular economy, recycling
- Expand TAM, enter new markets and use cases
	- Integrate up the value chain - 
		- solutions around CRM, ERP integrations, 
		- cybersecurity and IoT applications using generative AI technologies
	- 3D printing use cases - 
		- Packaging printing - printing on uneven paper/robotic printing
		- 3D printing in healthcare, real estate, etc
		- Personalized printing
		- AR-friendly printing and integration with AR content creation platforms
	- Print workflow optimization using AI, simplifying steps between customer order to print
		- Predictive maintenance
		- Variable data printing to improve printing efficiency

### Interview - 7/5/2024
##### Introduction
- 10 years exp - consulting, strategy
	- Growth strategy - PCaaS
	- Longer term growth strategy - data center
	- Performance improvement - energy company's talent strategy to reduce attrition
	- Change management for large scale transformations 
- 

##### Why are you leaving Bain now? And what's unique about this role for you? 
- Broad exposure in strategy, long term focus is to lead strategy of tech. 
- Learn about biz ops.

##### Why hire you?
- 2 superpowers - hypothesis driven approach for problem solving. 
- Get to answer quickly
	- PCaaS
- Able to collaborate among wide variety of stakeholders - co-creation workshop. 
- Understand strategy, multiple facets. 

##### Give an example where you delivered a complex project under tight deadline. 
- What sacrifices did you have to make? 
Large scale salesforce transformation - 6 months. Tech services provider client - increase organic revenue. 
Strategic shift. High priority logos, redefine sales motions and do more hunting.
- Second phase had complexity. Hunting, farming roles. 45 day pilot was unsuccessful. Go back to drawing board to diagnose and survey with sales.

Changing human behavior in a short timeline. 
Trade-offs - had to prioritize what would move sales performance the most. 

Common incentive structure for hunting, farming. 

##### Tell me about a time when you solved a problem that required in-depth analysis and strategic thinking. How did you go about it? 
- How did you know you were focusing on the right things? 

Take pause to think instead of jumping into answering. Few seconds of silence is okay. 

Hardware tech client - PCaaS - grow revenue - identify gaps
1. Understand customers based on headcount, maturity
2. Map needs and painpoint across various attributes
3. Benchmark with competitors

Identified customers value flexibility, and end of life support. 
Translate these gaps into product features to create good-better-best options - 

### Interview 7/7/2024
##### Intro - 2min
2 themes - functional skills of growth strategy, perf improvement, change mgmt
commercial company 

growth strategy, GTM
Consumer insights team - customer initiatives
I aspire to become a strategy leader in tech company


##### Why are you leaving Bain now? 
I've evolved enough to use strategy framework
Travel, 

##### How do you handle critical feedback? Can you explain with an example? 
Team feedback, feeling stressed and micromanaged. Reflected. 
- Invest in coaching upfront instead of fixing problems later. 
- Stay close to top 5 assumptions and understand if they're valid or not
- Give ownership to present team-member in front of execs

##### Give me an example where you used strategic thinking to solve a complex project under tight deadline.
Sales transformation, changing behavior of sales team. 
IT services company, wanted to grow. Minority owned
Pull based to push based strategy. 
1. Identify priority logos and accounts to chase. 
2. Enable changes needed in sales processes. Created hunting and farming sales roles. Did townhall with sales to educate changes.
Add $1.5B top of funnel. 
##### A time when you went above and beyond. Something you're proud of.
Made money for client and for Bain as well.

##### A time when you had no data, how did you handle it? 
Regional healthcare provider - adjacent market growth strategy. 
Forward looking view on where PE is investing, technology trends and early adopters.
Today forward data.
Prioritize, assume your probability to win. 
3 markets worth $4B TAM

You identify data, we typically do this, that... change to I did X.

PE data gave 3 themes
- IoT and healthcare
- Distributed healthcare delivery using AR/VR technologies
- Tech platform to create transparency to customers around billing and treatment plan
##### A time when you had a disagreement with your client or manager or team member.
Plastic recycling company. Due diligence case. Expert call - nascent tech
Instead of full blown diligence, I did deep dive on ROI analysis. Found alternate technologies that had better ROI in shorter time. 
Ended up doing another diligence. 

### Interview 7/9/2024
##### Intro - 2min
Growth strategy, large scale transformations. 
Started as generalist, then focused on growth strategy. Design managed svc offering, relevant to office print business. 
Looking to get close to implementation.
Be a strategy leader in tech.
##### Why leave Bain now? 


##### Give me an example where you used to solve a complex project under tight deadline.
Build employee value prop and increase eNPS after reorg and control high attrition rate.
- 9 different drivers - how did you find these drivers? 
- 4 persona 
##### Disagreement with manager or client
Organic sales growth strategy, internal team was working on inorganic sales strategy


##### A time when you stuck with your standards to uphold customer satisfaction. Something you're proud of.


##### A time when you had no data, how did you handle it? 
Regional healthcare provider - adjacent market growth strategy. 
Forward looking view on where PE is investing, technology trends and early adopters.
Today forward data.
Prioritize, assume your probability to win. 
3 markets worth $4B TAM

You identify data, we typically do this, that... change to I did X.

PE data gave 3 themes
- IoT and healthcare
- Distributed healthcare delivery using AR/VR technologies
- Tech platform to create transparency to customers around billing and treatment plan
##### A time when you worked on a challenging problem.
5-10 year strategy. 
Get big group of people aligned is difficult because of lack of data. 
Healthcare provider, adjacency market growth strategy worth $5B revenue growth

### Interview 8/25/2025 - product strategy
##### Should Expedia build product for hikers
Goal - Increase Expedia's mind-share for hiker persona
Persona - Less than 50, can have family or single

Use cases - size and growth. Competition. How do we acquire customers? Monetization strategy? Key purchase criteria. 
Monetizing. Upsell, cross-sell play
- Finding trails - 
- Preparing for hike - buy gear recommendations + book campsites, AirBnb style stay, RV stay
- Social network effects - who else is going on that hike? 
- Insurance - safety
- Post-hike - share experience in communities


Cost of building
- Can we build this? 
- Operational cost of maintaining hiker information up to date? 

Risk 
- Operational risk
- Usability? 


##### Expedia - improve share of wallet for flight and hotel booking customer 
Goal - increase top line
Persona - all persona B2B, B2C
Use cases - 
Flight - metasearch going to direct flight website 
Increase value prop or rewards on Expedia

Hotels - more direct traffic to Expedia
expand geo presence and penetration, emerging markets
increase traffic and conversion rates and reduce churn over time
branding
loyalty 
Search - genAI
One-click payments



