The Value Factor - How Global Leaders Use Information for Growth and Competitive Advantage

Mark Hurd and Lars Nyberg

PRINCETON

2004 by NCR Corporation. All rights reserved. Protected under the Berne Convention. Printed in the United States of America. No part of this book may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise , without the prior written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews. For information, please write: Permissions Department, Bloomberg Press, 100 Business Park Drive, P.O. Box 888, Princeton, NJ 08542-0888 U.S.A.

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This publication contains the authors opinions and is designed to provide accurate and authoritative information. It is sold with the understanding that the authors, publisher, and Bloomberg L.P. are not engaged in rendering legal, accounting, investment-planning, or other professional advice. The reader should seek the services of a qualified professional for such advice; the authors, publisher, and Bloomberg L.P. cannot be held responsible for any loss incurred as a result of specific investments or planning decisions made by the reader.

All the corporate case studies in this book are based on personal interviews with senior executives at the companies and/or public record information.

Printed in the United States of America

First edition published 2004

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Library of Congress Cataloging-in-Publication Data

Hurd, Mark

The value factor : how global leaders use information for growth and competitive advantage / Mark Hurd and Lars Nyberg. p. cm. Includes index.

ISBN 1-57660-157-9 (alk. paper) 1. Business information services. 2. Information resources management. 3. Business intelligence. I. Nyberg, Lars. II. Title.

HF54.5.H87 2004 658.4038dc22 2003024265

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About The Authors

Mark Hurd is president and chief executive officer of NCR Corporation, a leading global technology company. NCRs automated teller machines, retail systems, Teradata data warehouses and IT services provide Relationship Technology solutions that maximize the value of customer interactions.

Hurd was named chief executive officer and elected to the board in March 2003. Previously, as president and chief operating officer he was instrumental in formulating and executing strategies to maximize operating efficiencies and profitability.

Hurd joined NCR in 1980 and was chosen to run the Teradata division in October 1999. He was promoted to chief operating officer of the division within a year. Under Hurds leadership, Teradata increased revenue by approximately 36 percent and improved operating performance by over $250 million. Today, Teradata is a $1.2 billion business and the market leader in large data warehouses and analytical solutions that help businesses drive growth.

Lars Nyberg is chairman of the board of directors of NCR Corporation, a leading provider of Relationship Technology solutions.

Nyberg served as NCRs chief executive officer from June 1995 until March 2003, and led its transformation from a hardware manufacturer to a technology solutions provider. He also is widely acknowledged as the architect of NCRs dramatic turnaround following its spin-off from AT&T at the end of 1996. Today, the company is a global technology leader and number one worldwide in data warehouses above one terabyte in size , automated teller machines and stationary barcode scanners .

Prior to joining NCR, Nyberg spent 20 years with Philips Electronics NV in a number of senior positions . Most recently, he was chairman and CEO of Philips Communications Systems Division. Nyberg also serves on the boards of directors of The Sandvik Group in Sweden and Wisconsin-based Snap-on Incorporated.