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Tenet Healthcare Corporation - IT Sales Opportunities - 2008
Infiniti Research Limited, June 2008, Pages: 31
Tenet Healthcare Corporation is an investor-owned healthcare services company, whose subsidiaries and affiliates primarily operate general hospitals and related healthcare facilities, and also hold investments in other companies (including health care companies). All of Tenet’s operations are conducted through its subsidiaries. During the year ended December 31, 2007, its subsidiaries operated 57 general hospitals, a cancer hospital and a critical access hospital, with a combined total of 15,244 licensed beds.
Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example - increase in competition might influence Tenet Healthcare to relook at their customer service, resulting in selling opportunities for CRM 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 ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for Tenet Healthcare.
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 Tenet Healthcare might result in opportunities for IT migration and integration services. By tracking these sales drivers (using ‘TechNavio’), 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 Tenet Healthcare. 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 Tenet Healthcare will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Tenet Healthcare Level III opportunities have the lowest scores and hence, unlikely to sell to Tenet Healthcare.
The report is meant for IT vendors and intends to help them identify selling opportunities within the company. Furthermore, the identified sales drivers can be used to penetrate these accounts or increase current share of the customers wallet. Also, the report lists key IT spending decision makers, which enables the salesperson to directly contact the key executives within the company.
TechNavio Insights is a set of reports based on TechNavio - a market intelligence platform for the IT industry. It builds on the intelligence available within TechNavio, and leverages on the custom research experience of the Technology Navigators. TechNavio is built on years of experience of the authors in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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