Kuehne and Nagel-IT Sales Opportunities-2009
DescriptionDescription:
8-April-2009, Pages-31 Kuehne and Nagel (KN) operate as a Switzerland based logistics and Transport Company. KN's strategic business operations include global sea freight, air cargo transportation, rail, road logistics consisting of European overland transportation facilities, and contract logistics, which includes warehousing and distribution services. The company provides logistic solutions to a range of industries such as aviation, automotive, fast moving consumer goods, healthcare and pharmaceuticals, high tech engineering, industrial, retail, and oil & gas. KN provides services in almost 100 countries across Europe, America, Asia-Pacific, Middle East, and some parts of Africa. Industry trends & drivers have a direct or indirect effect on the IT spending of all companies operating within the industry. For example – growth in demand for data services might influence companies to upgrade their networks to support faster data transfer. Thus, we can conclude that the 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 spending information available in ‘TechNavioTM’, we have computed a ‘criticality score’ for various IT products and services, for the transportation industry. Various company level developments & events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition 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. Using ‘criticality scores’ and ‘demand scores’ for various IT products and services, we have constructed the ‘IT Sales Opportunity Map’ for hardware, software, services & communications categories. 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 KN will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell. Level III opportunities have the lowest scores and hence, unlikely to sell. 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 Automation 4.2 Catering to Increasing E-Commerce Business 4.3 Currency & Forex Management 4.4 Customer Service 4.5 Facilities, Capacity & Coverage Expansion 4.6 Gaining Efficiencies in Reverse (Aftermarket) Logistics 4.7 Helping Clients with Environment Friendly Practices 4.8 Increase Employee Productivity 4.9 Offering End-to-End Solutions 5. Conclusion Appendix A: Key IT Spending Decision Makers Switzerland Hong Kong Austria 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 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: IRTNCP144 |
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