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Wachovia Corporation - IT Sales Opportunities – 2008
DescriptionDescription:
18 July 2008, Pages – 33 Wachovia Corporation (Wachovia) is a financial and bank holding company. It provides commercial and retail banking, and trust services through full-service banking offices in Alabama, Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Illinois, Kansas, Maryland, Mississippi, Nevada, New Jersey, New York, North Carolina, Pennsylvania, South Carolina, Tennessee, Texas, Virginia and Washington, D.C. Company also provides various other financial services, including mortgage banking, investment banking, investment advisory, home equity lending, asset-based lending, leasing, insurance, international and securities brokerage services, through other subsidiaries. The company’s retail securities brokerage business is conducted through Wachovia Securities, LLC, and operates in 49 states.
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 Wachovia.
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 Wachovia 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 Wachovia. 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 Wachovia will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Wachovia. Level III opportunities have the lowest scores and hence, unlikely to sell to Wachovia.
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 Being Environmental Friendly
4.2 Customer Segmentation & Targeting
4.3 Delivering Anytime-Anywhere Banking
4.4 Facilities Expansion
4.5 Increasing Employee Productivity
4.6 Mergers & Acquisitions
4.7 Partnerships & Alliances
4.8 Promotional Initiatives
4.9 Rapid Product Configuration & Time-to-Market
4.10 Retirement Market Penetration
5. Conclusion
Appendix A: Key IT Spending Decision Makers
USA
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: IRCPBI16 |
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