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Telstra Corporation Limited-IT Sales Opportunities-2008
DescriptionDescription:
23-February-2009, Pages- 35 Telstra Corporation Limited (Telstra) is a telecommunications and information services company. The company's principal activities include the provision of basic access services to homes and businesses in Australia; local and long-distance telephone calls in Australia, and international calls to and from Australia; mobile telecommunications services; a range of data and Internet services; management of business customers' IT and telecommunications services; wholesale services to other carriers and carriage service providers; advertising, directories, and information services; and cable distribution services for FOXTEL's cable subscription television services. Telstra operates through following business segments: Telstra Consumer Marketing and Channels, Telstra Business, Telstra Enterprise and Government, Telstra International, Telstra Operations, Telstra Wholesale, and Sensis.
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 Telstra Corporation.
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 Telstra Corporation 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 Telstra Corporation. 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 Telstra Corporation will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Telstra Corporation. Level III opportunities have the lowest scores and hence, unlikely to sell to Telstra Corporation.
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 Accelerating Time to Market of New Services
4.2 Business Portfolio Management
4.3 Customer Segmentation & Targeting
4.4 Customer Service
4.5 Growth from Enterprise Market
4.6 Mergers & Acquisitions
4.7 Network Coverage & Capacity Expansion
4.8 New Networking Technologies to Bring Down Overall Costs
4.9 Upgrading Network to Enable New Services
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Australia
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: IRTNCP113 |
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