Windward - Market Analysis 2016

In this course, we'll review the market analysis presented as Behind the Scenes in the dedicated sessions this month. You will view some short messages and do exercises to reinforce your learning.

Market Analysis - Who are our Customers and How to FInd Them

Read: Who needs Windward Intelligence?

Read: We'll go after an organization if.....

Read: Navigate to the right potential customer

Read: Who are they, specifically?

Read: Government Agencies Dealing with the Maritime Domain

What are the two criteria for an organization to be a Windward prospect?

  • they operate ships
  • they own ships
  • they track ships
  • they do ad hoc surveillance

Navigate to the right potential customer

  • Who operates patrol
    vessels in the country?
  • Who is responsible for illegal
    fishing?
  • Who has the legal mandate
    to interdict/board ships?
  • Who operates the national coastal
    surveillance measures?
  • Who is in charge of Maritime
    Situational Awareness?
  • Who enforces smuggling
    into the country?
  • Who is responsible for national-level
    intelligence analysis?

True or False?

  • The government agencies mentioned are engaged in operational or strategic decision making.
  • Intelligence agencies deal only with domestic maritime intelligence.
  • They gather, process and analyze maritime surveillance information.
  • Police are one body belonging to Law Enforcement.
  • Coast Guards and Border Patrols do the exact same work.
  • Fishing authorities usually work under the auspices of the Coast Guards.

Write the six government agencies that deal with the Maritime Domain

  1.  
  2.  
  3.  
  4.  
  5.  

Read: Areas of Responsibility

The organizations have three main areas of responsibility, not necessarily mutually exclusive:

Read: Control National Waters

Control National Waters

These are operational organizations, focused on and reacting to what is happening inside their jurisdiction, according to local laws and .

This means their intelligence work is around the targeting of events and vessels for being illegal or risky, and interdicting those to generate (and prosecute).

Read: Protect Maritime Borders

What is the main focus of agencies that protect maritime borders?

  • The main focus is on intelligence gathering.
  • The main focus is on the local arena.
  • The main focus is on situational awareness.

User-Specific Value

Type the four different user-specific values of Windward Intelligence

  1.  

 

Driving National Change

Strategic Game Changer

The Operational Advantage

Technical Value

Match a value type to an audience.

  • NATIONAL
  • STRATEGIC
  • OPERATIONAL
  • TECHNICAL

Read: #1 Control National Waters: What to talk about

  • Vet everything that happens in your waters; They do it manually today, so they can’t possibly vet everything. 
  • Improve deployment of assets, create deterrence 
  • Effective Maritime Situational Awareness, ‘finding the needle’; today they most likely do not have an effective MSA, since they are missing so much of the picture. 
  • Closing the loop, from intelligence to interdiction, evidence; the window from start to finish – detection to interdiction - is short, so time is of the essence. Evidence slips through their fingers if they don’t react in time. 
  • Targeting based on your regulations, anomaly detection 
  • Emerging threats, resources protection, enforcement; What’s happening in deep sea, where you don’t usually monitor. 
  • Complementing coastal surveillance, VMS integration

Read: #2 Protect Maritime Borders: What to talk about

Find out how they tackle these tasks today and tell them how Windward Intelligence can help them do it better.

  • Identifying high-risk targets that can originate anywhere 
  • Screening incoming vessels according to risk profiles 
  • Behavioral profiling to distance the threat, early warning 
  • Using historical and global data to detect past events anywhere 
  • Extending your situational awareness to global coverage 
  • Flexible questions to support changing intelligence focus 
  • Investigate areas and activity patterns over time

Read: #3 Secure National Interests: What to talk about

  • Independent maritime situational awareness system; rid them of their dependence on other organizations to provide Situational Awareness 
  • Readily available and accessible historical and global data; obtain a large variety of data 
  • Unclassified data sources, promoting information sharing 
  • Understand activity patterns and trends – anywhere: facilitate operations planning 
  • Covert surveillance capability, low-risk information collection 
  • Focus on use of other surveillance assets

Drop each topic into the appropriate box.

  • Vet everything that happens in your waters
  • Effective Maritime Situational Awareness, ‘finding the needle’
  • Closing the loop, from intelligence to interdiction, evidence
  • Identifying high-risk targets that can originate anywhere
  • Screening incoming vessels according to risk profiles
  • Extending your situational awareness to global coverage
  • Independent maritime situational awareness system
  • Readily available and accessible historical and global data; obtain a large variety of data
  • Covert surveillance capability, low-risk information collection

Read: Who uses Windward Intelligence?

Drag each of the texts to the correct space.

  • Ongoing collection and analysis of intelligence related to a challenge or ‘affair’ (i.e., specific incident), multi-INT
  • Operational intelligence, continuous assessment of the maritime domain to identify emerging threats
  • Ongoing management of local waters, maintaining the ‘recognized maritime picture’ and operating events and forces
  • Actual forces being operated (shore, air and sea), either planned or ad-hoc, either routine or dedicated

Read: Who should be at the table?

Summarize: who should be at the table?

Read: Ask these questions.

Match the beginning of each question to an appropriate ending.

  • Who sends out a patrol vessel
    to interdict a suspicious vessel?
  • Who tasks ad-hoc
    surveillance?
  • If the control room comes across a suspicious vessel/event,
    who do they call to investigate it?
  • Who checks for compliance
    of specific vessels? (like in fishing)
  • Who does vetting
    on incoming vessels?

Read: Windward Intelligence Overcoming Limitations

Limitations of Current Practices

Current Practices have a limited scale and scope of questions that can be answered (limited , limited , limited , limited ).

Read: Pain Points

Write at least four pain points that Windward Intelligence addresses.

Write at least four advantages that Windward Intelligence offers compared to current practices.

Read: Fear of Missing Out (FOMO)

What is FOMO and how can it help you in a sales pitch?

In writing, summarize for yourself the main points of this course.