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Sistema JSFC-IT Sales Opportunities-2008
DescriptionDescription:
16-March-2009, Pages-37 Sistema JSFC is a Moscow-based diversified Consumer Services Group. Its business operations are divided into two segments: Core business operations and High potential business operations. The Core business operation includes services for telecommunications, technology, insurance, banking, real estate, retail, media, healthcare and other sectors. 'Sistema Telecom', the telecom arm of Sistema JSFC, contributes to the major part of the Group's revenue. It offers services in two main lines – Wireless and fixed line communication, for the retail and corporate customers.
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 Sistema JSFC.
Further, 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 Sistema JSFC 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 (including telecom equipment), software and IT services for Sistema JSFC. 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 Sistema JSFC will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Sistema JSFC. Level III opportunities have the lowest scores and hence, unlikely to sell to Sistema JSFC.
The report is meant for IT and telecom equipment 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 Customer Service
4.2 Customized & Personalized Offerings
4.3 Employee Productivity & Compensation Management
4.4 Growth from Enterprise Market
4.5 Mergers & Acquisitions
4.6 Network Coverage & Capacity Expansion
4.7 Partnerships, Alliances, & Licensing
4.8 Upgrading Network to Enable New Services
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Russia
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: IRTNCP125 |
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