Apollo Hospitals Enterprise Limited-IT Sales Opportunities-2009
Providing services such as hospital services, pharmaceutical services, and consulting services, Apollo Hospitals Enterprises Limited (Apollo Hospitals) is an integrated healthcare company. The company is primarily into hospital business providing a wide range of healthcare services such as cardiology, oncology, nephrology, laboratory services, radiology and imaging, maternity and day care, general surgery, along with diagnostic and emergency services. The company also provides outpatient services, which include consulting for various ailments, preventive health screenings, laboratory services, radiology and imaging services. The pharmaceutical services include a range of pharmacies across India providing medicines, surgical and hospital consumables, health products and general over-the-counter products. The consultancy segment of the company provides pre-commissioning consultancy services, which include feasibility studies and infrastructure consultation.
Industry trends & drivers have a direct or indirect effect on the IT spending of all companies operating within the industry. For example – increase in sourcing from low-cost countries might influence the companies to relook at their supply chains, resulting in selling opportunities for SCM solutions, collaboration tools etc. Thus, we can conclude that the industry spending on any particular IT product or service is an important indicator of the criticality of that product or service for the industry. Based on the IT spending information available in ‘TechNavioTM’, we have computed a ‘criticality score’ for various IT products and services, for the healthcare industry.
Various company level developments & events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition might result in opportunities for IT migration and integration services. By tracking these sales drivers (using ‘TechNavioTM’), we have arrived at a 'demand score' for each product and service.
Using ‘criticality scores’ and ‘demand scores’ for various IT products and services, we have constructed the ‘IT Sales Opportunity Map’ for hardware, software, services & communications categories. These maps have been divided into four zones representing Level I, Level II and Level III opportunity areas.
Level I opportunity areas have the highest scores and hence, there is a high probability that Apollo Hospitals will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell. Level III opportunities have the lowest scores and hence, unlikely to sell.
The report is meant for IT vendors and intends to help them identify selling opportunities within the company. Further, the identified sales drivers can be used to penetrate these accounts or increase current share of the customer's wallet. Also, the report lists key IT spending decision makers, which will enables salesperson to directly contact the key executives within the company.
Table of Contents
Table of Contents:
1. Company Overview
1.1 Business Overview
1.2 Key Figures
1.3 Corporate Headquarters
2. IT Spending & Deployments
3. IT Sales Opportunities
3.1 IT Sales Opportunities - Software
3.2 IT Sales Opportunities - Hardware
3.3 IT Sales Opportunities - Services
4. Sales Drivers
4.1 Being Environmental Friendly
4.2 Electronic Appointment Booking
4.3 Electronic Health Records
4.4 e-Prescribing & Electronic Transmission of Prescriptions (ETP)
4.5 Facilities Expansion & Modernization
4.6 Opening New Facility
4.7 Partnerships & Alliances
4.8 Picture Archiving & Communication System
4.9 Remote Healthcare & Tele-medicine
4.10 Training & Skills Development
Appendix A: Key IT Decision Makers
Appendix B: Definitions
Appendix C: Methodology
C.1 Evaluating Criticality Score
C.2 Evaluating Demand Score
List of Exhibits
Exhibit 2.1: IT Deployment Details
Exhibit 3.1: Software Sales Opportunities Map
Exhibit 3.2: Opportunities and Related Sales Drivers for Software
Exhibit 3.3: Hardware Sales Opportunities Map
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
Exhibit 3.5: IT Services Sales Opportunities Map
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
Exhibit C.1: Calculations for Estimating Criticality Score
Exhibit C.2: Criticality Scores for Various Software Applications
Exhibit C.3: Criticality Scores for Various IT Hardware
Exhibit C.4: Criticality Scores for Various IT Services
Exhibit C.5: Calculations for Estimating Demand Score