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HBOS - IT Sales Opportunities – 2008
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SKU: IRCPBI15 DescriptionDescription:
18 July 2008, Pages – 38 Headquartered in the UK, HBOS plc is the holding company of the HBOS Group. It operates through five divisions: Retail, Corporate, Insurance & Investment, International and Treasury & Asset Management. The company’s Retail range of products includes personal and business banking products and services to 23 million customers.
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 ‘TechNavioTM’, we have computed a ‘criticality score’ for various IT products and services, for HBOS.
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 HBOS 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 HBOS. 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 HBOS will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to HBOS. Level III opportunities have the lowest scores and hence, unlikely to sell to HBOS.
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.
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 Branch Renewal
4.3 Business Risk Management
4.4 Coverage of Un-banked & Under-banked Customers
4.5 Cross-selling & Product Bundling
4.6 Delivering Anytime-Anywhere Banking
4.7 Enhancing Payment Services
4.8 Facilities Expansion
4.9 Improving Decision-Making
4.10 Improving Claims Management
4.11 Improving Customer Service
4.12 IT Infrastructure Integration & Rationalization
4.13 Mergers & Acquisitions
4.14 Online Sales & Marketing
4.15 Partnerships & Alliances
4.16 Product Mix Expansion
4.17 Promotional Initiatives
4.18 Straight-Through Processing Capabilities
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Australia
UK
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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