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Saint Gobain - IT Sales Opportunities - 2008
Infiniti Research Limited, June 2008, Pages: 29
Compagnie de Saint-Gobain SA (Saint Gobain) is a France-based producer, processor and distributor of materials, including glass, ceramics, plastics and cast iron. The company has five principal business activities: the distribution of building materials to professionals and consumers; the production of high-performance materials, such as ceramics, plastics and abrasives; the manufacture of flat glass, notably for use in the manufacturing sector; the production of packaging, including glass jars and bottles for foodstuffs, pharmaceuticals and beauty products; and the manufacture of construction products, such as insulation and pipes. Compagnie de Saint-Gobain has over 1,000 consolidated companies in total, and operates in 54 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 Saint Gobain 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 ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for Saint Gobain.
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 Saint Gobain 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 Saint Gobain. 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 Saint Gobain will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Saint Gobain Level III opportunities have the lowest scores and hence, unlikely to sell to Saint Gobain .
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 author’s in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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