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Analyst Briefing

AXA - IT Sales Opportunities – 2008

Description
Table of Contents

Description

Description:

27 June 2008, Pages – 36

AXA is the holding company for an international financial services group focused on financial protection. It has five business segments. The Life & Savings segment offers a range of life and savings products, including individual and group savings retirement products, life and health products. The Property & Casualty segment includes a range of products, including mainly motor, household, property and general liability insurance for both personal and commercial customers. The International Insurance segment’s operations include insurance products that specifically relate to AXA Corporate Solutions Assurance. The Asset Management segment includes diversified asset management (including investment fund management) and related services, which are provided to a variety of institutional investors and individuals, including AXA’s insurance companies. The Banking Segment includes banking activities conducted primarily in France and Belgium.

Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increased threat perception and incidence of fraud would result in increase in demand for security software and hardware. Thus, we can conclude that 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 spend information available in ‘TechNavio^TM’, we have computed a ‘criticality score’ for various IT products and services, for AXA.

Various company level developments and events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition by AXA might result in opportunities for IT migration and integration services. By tracking these sales drivers (using ‘TechNavio^TM’), we have arrived at a demand score for each product and service.

Through an in-depth analysis of industry trends and drivers and company level developments and events, we have made the ‘IT Selling Opportunities Map’ for hardware, software and IT services for AXA. 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 AXA will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to AXA. Level III opportunities have the lowest scores and hence, unlikely to sell to AXA.

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 enable salesperson to directly contact the key executives within the company.