Union Pacific Corporation-IT Sales Opportunities-2009
DescriptionDescription:
8-April-2009, Pages-29 Union Pacific Corporation (UP) through its rail subsidiary and rail affiliates is engaged in the freight transportation business. The company's principle operating subsidiary is United Pacific Railroad Company (UPRR), which serves two-third of the Western United States (US). UPRR provide long haul routes from all major West Coast and Gulf Coast ports to Midwest and Eastern US gateways. The company has segmented its freight business into three categories: Bulk, Manifest, and Premium businesses. Bulk business consists of grain, coal, and rock (soda ash). Manifest business consists of carload and commodities such as steel, paper, food, and lumber. Premium business includes transportation of intermodal containers and finished vehicles. The company transports automotive, agriculture, energy, chemicals, intermodal, and industrial products throughout the US. 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 UP 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 Risk Management 4.2 Compliance with the U.S. Customs and Border Protection Customs and Trade Partnership Against Terrorism (C-TPAT) Program 4.3 Demand & Capacity Planning 4.4 Facilities, Capacity & Coverage Expansion 4.5 Helping Clients With Environmentally Friendly Practices 4.6 Increase Employee Productivity 4.7 Minimizing Shrinkage, Damage, and Wastage 4.8 Wireless Fleet Management 5. Conclusion Appendix A: Key IT Spending Decision Makers U.S.A 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: IRTNCP146 |
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