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Volkswagen AG - IT Sales Opportunities – 2008
DescriptionDescription:
20 June 2008, Pages – 30 Volkswagen AG is a Germany-based automobile manufacturer. The Company consists of two divisions: Automotive and Financial Services. The activities of the Automotive Division comprise the development of vehicles and engines, as well as the production and sale of passenger cars, commercial vehicles, trucks and buses, and the genuine parts business. The Financial Services Division’s portfolio of services includes the Company’s dealer and customer financing, leasing, banking and insurance activities and fleet management business. The Company is made up of eight brands from six European countries: Volkswagen, Audi, Bentley, Bugatti, Lamborghini, SEAT, Skoda and Volkswagen Commercial Vehicles. The Company operates 48 production plants in 13 European countries and a further six countries in the Americas, Asia and Africa. It sells its vehicles in more than 150 countries worldwide.
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 Volkswagen 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 Volkswagen.
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 Volkswagen 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 Volkswagen. 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 Volkswagen will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Volkswagen Level III opportunities have the lowest scores and hence, unlikely to sell to Volkswagen .
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 Collaboration & Partnership
4.3 Currency & Forex Management
4.4 Employee Productivity & Compensation Management
4.5 Faster & Better Product Development
4.6 Geographic Expansion
4.7 Improving Customer Service
4.8 Intellectual Property Management
4.9 Introducing New Products
4.10 Mergers & Acquisitions
4.11 Regulatory Compliance
5. Conclusion
Appendix A: Key IT Spending Decision Makers
Germany
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: IRCPAI01 |
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