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Yamaha Motor Co. Ltd. - IT Sales Opportunities - 2008


Description: Yamaha Motor Co., Ltd. is a Japan-based manufacturing company. The Company operates in four business segments. The Two-Wheel segment is engaged in the manufacture and sale of motorcycles, scooters and other two-wheel products. The Marine segment is engaged in the manufacture and sale of sail boats, water vehicles, pools, utility boats, fishing boats, marine engine products and other marine-related products. The Special Machinery segment offers snowmobiles, beagles, golf carts and other special machinery. The Others segment offers automotive engines and surface mounters.

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 Yamaha 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 Yamaha

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 Yamaha 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 Yamaha. 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 Yamaha will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Yamaha Level III opportunities have the lowest scores and hence, unlikely to sell to Yamaha.

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 customer's 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.


Contents: 1. Company Overview
1.1 Business Overview
1.2 Key Figures
1.3 Corporate Headquarters

2. IT Spending & 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 Business Portfolio Management
4.3 Business Risk management
4.4 Capacity Expansion
4.5 Collaboration & Partnership
4.6 Cost Cutting & Operational Efficiency
4.7 Employee Productivity & Compensation Management
4.8 Expanding Research & Development Activities
4.9 Geographic Expansion
4.10 Global Integrated Supply Chain
4.11 Improving Customer Service
4.12 Introducing New Products
4.13 IT Infrastructure Integration & Rationalization
4.14 Maintaining Quality Standards
4.15 Online Sales & Marketing
4.16 Regulatory Compliance
4.17 Sales Force Expansion
4.18 Understanding Customer Needs
4.19 Undertaking New Sales & Marketing Initiative

5. Conclusion

Appendix A: Key IT Decision Makers
Japan
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 Opportunity Map
Exhibit 3.2: Opportunities and Related Sales Drivers for Software
Exhibit 3.3: Hardware Sales Opportunity Map
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
Exhibit 3.5: IT Services Sales Opportunity Map
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
Exhibit 4.1: Key Capacity Expansion Plans
Exhibit 4.2: Key Geographic Expansion Plans
Exhibit C1: Calculations for Estimating Criticality Score
Exhibit C2: Criticality Scores for Various Software Applications
Exhibit C3: Criticality Scores for Various Hardware Products 29
Exhibit C4: Criticality Scores for Various IT Services 30
Exhibit C5: Calculations for Estimating Demand Score 31




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