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ING Group - IT Sales Opportunities – 2008
DescriptionDescription:
27 June 2008, Pages – 35 ING Groep N.V. (ING Group) is a global financial institution. It is a global financial services company providing banking, investments, life insurance and retirement services. It serves more than 75 million customers in Europe, the United States, Canada, Latin America, Asia and Australia. The group has six business lines: Insurance Europe, Insurance Americas, Insurance Asia/Pacific, Wholesale Banking, Retail Banking and ING Direct.
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 ING.
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 ING 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 ING. 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 ING will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to ING. Level III opportunities have the lowest scores and hence, unlikely to sell to ING.
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 Portfolio Management
4.4 Business Risk Management
4.5 Catastrophe Management & Response
4.6 Complying with MiFID
4.7 Cutting Costs & Gaining Efficiency
4.8 Developing Self Service
4.9 Facilities Expansion
4.10 Improving Customer Service
4.11 Increasing Employee Productivity
4.12 IT Infrastructure Integration & Rationalization
4.13 Mergers & Acquisitions
4.14 Partnerships & Alliances
4.15 Product Mix Expansion
4.16 Promotional Initiatives
4.17 Retirement Market Penetration
4.18 Single Euro Payments Area (SEPA)
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Netherlands
Spain
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
SKU: IRCPBI21 |
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