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Daikin Industries Ltd. - IT Sales Opportunities – 2008
DescriptionDescription:
20 June 2008, Pages – 30 Headquartered in Japan, Daikin Industries Ltd. (Daikin) is a diversified manufacturing company active in air-conditioning, chemicals and oil hydraulics. Daikin Industries Ltd. is a Japan-based manufacturing company that operates in three business segments. The Air Conditioning and Freezer segment manufactures and sells housing and commercial equipments. The Chemical segment supplies fluorocarbon gases, fluorine resins, chemical products and chemical engineering machines. The Others segment is engaged in the manufacture and sale of hydraulic equipment and machinery for industrial and construction machinery use, multilevel car parking systems, parts for aircrafts, cannonballs, domiciliary oxygen medical equipment and others.
Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increase in sourcing from low cost countries might influence Daikin to relook at their supply chains, resulting in selling opportunities for SCM solutions, collaboration tools etc. 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 ‘TechNavioTM’, we have computed a ‘criticality score’ for various IT products and services, for Daikin.
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 Daikin 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.
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 Daikin. 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 Daikin will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Daikin Level III opportunities have the lowest scores and hence, unlikely to sell to Daikin.
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 ContentsTable of Contents:
1. Company Overview
1.1 Business Overview
1.2 Key Figures
1.3 Corporate Headquarters
2. IT Spending and 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 Business Portfolio Management
4.2 Capacity Expansion
4.3 Collaboration & Partnership
4.4 Cost Cutting & Operational Efficiency
4.5 Expanding Research & Development Activities
4.6 Geographic Expansion
4.7 Intellectual Property Management
4.8 Introducing New Products
4.9 Mergers & Acquisitions
4.10 Sales Force Expansion
4.11 Undertaking New Sales & Marketing Initiative
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Japan
Appendix B: Definitions
B.1 Software
B.2 Hardware
B.3 Services
Appendix C: Methodology
C.1 Evaluating Criticality Score
C.2 Evaluating Demand Score
Other Reports in This Series
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 C1: Calculations for Estimating Criticality Score
Exhibit C2: Criticality Scores for Various Software Applications
Exhibit C3: Criticality Scores for Various Hardware Products
Exhibit C4: Criticality Scores for Various IT Services
Exhibit C5: Calculations for Estimating Demand Score
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