Leading BFSI Companies of North America - IT Sales Opportunities - 2008

Infiniti Research Limited, October 2008, Pages: 126

This is a bundle of the following company profiles and is available at a discount of 50% over the total price of individual reports:

- Bank of America
- JPMorgan Chase
- America International Group (AIG)
- Goldman Sachs
- Citigroup

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 ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup.

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 Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup 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 Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup. 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 Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup. Level III opportunities have the lowest scores and hence, unlikely to sell to Bank of America, JPMorgan Chase, AIG, Goldman Sachs and Citigroup.

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 customers wallet. Also, the report lists key IT spending decision makers, which will enable 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.

Bank of America
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 Divesting Underperforming Assets
4.5 Enhancing Payment Services
4.6 Facilities Expansion
4.7 Improving Customer Service
4.8 Mergers & Acquisitions
4.9 Partnerships & Alliance
4.10 Promotional Initiatives
4.11 Rapid Product Configuration & Time-to-Market
4.12 Retirement Market Penetration
5. Conclusion
6. Key IT Spending Decision Makers
6.1 United States of America

JPMorgan Chase
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 Branch Renewal
4.3 Business Risk Management
4.4 Cutting Costs & Gaining Efficiency
4.5 Electronic & Algorithmic Trade Execution
4.6 Enhancing Payment Services
4.7 Facilities Expansion
4.8 Globally Integrated Banking Platform
4.9 Improving Customer Service
4.10 Increasing Employee Productivity
4.11 IT Infrastructure Integration & Rationalization
4.12 Mergers & Acquisitions
4.13 Partnerships & Alliances
4.14 Product Mix Expansion
4.15 Promotional Initiatives
4.16 Straight-Through Processing capabilities
5. Conclusion
6. Key IT Spending Decision Makers
6.1 USA

America International Group (AIG)
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 Catastrophe Management & Response
4.2 Facilities Expansion
4.3 Globally Integrated Banking Platform
4.4 Improving Claims Management
4.5 Improving Customer Service
4.6 IT Infrastructure Integration & Rationalization
4.7 Mergers & Acquisitions
4.8 Online Sales & Marketing
4.9 Outsourcing & Offshoring
4.10 Partnerships & Alliances
4.11 Personalized Services to Customers
4.12 Rapid Product Configuration & Time-to-Market
4.13 Shift to Paperless Insurance
4.14 Understanding Customer Needs
5. Conclusion
6. Key IT Spending Decision Makers
6.1 USA

Goldman Sachs
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 Portfolio Management
4.2 Business Risk Management
4.3 Cutting Costs & Gaining Efficiency
4.4 Electronic & Algorithmic Trade Execution
4.5 Facilities Expansion
4.6 Increasing Employee Productivity
4.7 Mergers & Acquisitions
4.8 Partnerships & Alliances
4.9 Rapid Product Configuration & Time-to-Market
4.10 Understanding Customer Needs
5. Conclusion
6. Key IT Spending Decision Makers
6.1 UK
6.2 USA

CitiGroup
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 Business Portfolio Management
4.3 Business Risk Management
4.4 Cutting Costs & Gaining Efficiency
4.5 Divesting Underperforming Assets
4.6 Electronic & Algorithmic Trade Execution
4.7 Enhancing Payment Services
4.8 Facilities Expansion
4.9 Increasing Employee Productivity
4.10 IT Infrastructure Integration & Rationalization
4.11 Mergers & Acquisitions
4.12 Online Sales & Marketing
4.13 Partnerships & Alliances
4.14 Product Mix Expansion
4.15 Promotional Initiatives
5. Conclusion
6. Key IT Spending Decision Makers
6.1 Brazil
6.2 Canada
6.3 India
6.4 Italy
6.5 Poland
6.6 Portugal
6.7 Singapore
6.8 UK
6.9 USA

Appendix
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
Bank of America
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

JPMorgan Chase
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 4.1: Key Facility Expansion Plans

America International Group (AIG)
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

Goldman Sachs
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

Citigroup
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 4.1: Key Facility Expansion Plans

Appendix
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

- America International Group (AIG)
- Bank of America
- Citigroup
- Goldman Sachs
- JPMorgan Chase

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