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United Parcel Service-IT Sales Opportunities-2009
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SKU: IRTNCP147 DescriptionDescription:
8 April 2009, Pages-31 United Parcel Service, Inc. (UPS) is Atlanta (US) based global package delivery company. It operates in three business segments: 'US Domestic Package Operations' – provides delivery of packages across US; 'International Package Operations' – provides delivery of packages in almost 200 countries across Europe, Asia-Pacific, Canada, Latin America, and Caribbean; and 'Supply Chain & Freight Operations' – includes forwarding and logistics operations, supply chain design, solutions and management, freight distribution, custom brokerage, and consulting services. UPS also provides financial services to the customers through the subsidiary 'UPS Capital'.UPS delivers the services to residential and business customers across US, Europe, Asia-Pacific, Latin America, and Caribbean.
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 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 telecom 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 UPS 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 Catering to Increasing E-commerce Business
4.2 Currency & Forex Management
4.3 Cutting Costs & Gaining Efficiency from the Back-Office
4.4 Ensuring Cargo Security
4.5 Facilities, Capacity & Coverage Expansion
4.6 Gaining Efficiencies in Transportation Asset Management
4.7 Helping Clients with Environment Friendly Practices
4.8 Partnerships & Alliances
4.9 Wireless Fleet Management
5. Conclusion
Appendix A: Key IT Spending Decision Makers
U.S.A.
Netherlands
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
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