Fresenius SE - IT Sales Opportunities – 2008
DescriptionDescription:
20 June 2008, Pages – 33 Fresenius SE is a Germany-based holding company of the Fresenius Group, operating in the healthcare sector, with products and services for dialysis, hospitals and outpatient medical care. The Group also offers engineering and services for hospitals and other healthcare facilities. It is organized in four business segments: Fresenius Medical Care, Fresenius Kabi, Fresenius Helios and Fresenius Vamed. Fresenius Medical Care focuses on dialysis care and manufactures and markets products for the treatment of patients with end stage renal disease (ESRD). Fresenius Kabi specializes in the production and sale of products for infusion therapy, clinical nutrition and transfusion technology. Fresenius Helion operates hospitals and as of December 31, 2007, had a network of 60 clinics, mainly in Germany. Fresenius Vamed provides engineering and services for hospitals and other healthcare facilities on an international basis. 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 Fresenius 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 Fresenius. 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 Fresenius 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 Fresenius. 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 Fresenius will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Fresenius Level III opportunities have the lowest scores and hence, unlikely to sell to Fresenius. 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 Being Environmental Friendly 4.2 Business Portfolio Management 4.3 Business Risk management 4.4 Capacity Expansion 4.5 Collaboration & Partnership 4.6 Cost Cutting & Operational Efficiency 4.7 Currency & Forex Management 4.8 Employee Productivity & Compensation Management 4.9 Expanding Research & Development Activities 4.10 Global Integrated Supply Chain 4.11 Improving Customer Service 4.12 Introducing New Products 4.13 Maintaining Quality Standards 4.14 Mergers & Acquisitions 4.15 Opening New Facilities 4.16 Sales Force Expansion 5. Conclusion Appendix A: Key IT Spending Decision Makers Germany USA 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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