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Scania AB - IT Sales Opportunities – 2008
DescriptionDescription:
06 June 2008, Pages – 30 Scania is a leading manufacturer of heavy trucks and buses as well as industrial and marine engines. The company also markets and sells a broad range of service-related products and financing services. The company also provides related services in maintenance, rental, second-hand vehicles and financing. Scania is operational internationally, with activities in Europe, Latin America, Asia, Africa and Australia. Scania is the world’s third largest maker for heavy trucks and the world’s third largest maker in the heavy bus segment.
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 Scania 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 Scania
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 Scania 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 Scania. 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 Scania will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Scania Level III opportunities have the lowest scores and hence, unlikely to sell to Scania.
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 Capacity Expansion
4.2 Collaboration & Partnership
4.3 Cost Cutting & Operational Efficiency
4.4 Geographic Expansion
4.5 Introducing New Products
4.6 Manufacturing Process Improvements
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Australia
Brazil
Italy
Netherlands
Sweden
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: IRCPAI12 |
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