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BT - IT Sales Opportunities - 2008

Description:
BT Group plc (BT) is a provider of communications solutions and services. Its principal activities include networked information technology (IT) services; local, national and international telecommunications services; higher-value broadband and Internet products and services, and converged fixed/mobile products and services. British Telecommunications plc is a wholly owned subsidiary of the Company and encompasses virtually all the businesses and assets of BT. The Company has four lines of business: BT Global Services, Openreach, BT Retail, BT Wholesale and Openreach.

Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example - increase in demand for WiMax services might result in increase in demand for the required infrastructure and access equipments by BT Group. 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 BT Group.

Further, 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 BT Group 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 (including telecom equipment), software and IT services for BT Group. 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 BT Group will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to BT Group. Level III opportunities have the lowest scores and hence, unlikely to sell to BT Group.

The report is meant for IT and telecom equipment 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 our 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 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 Customer Service
4.2 Cutting Costs & Gaining Efficiency
4.3 Employee Productivity & Compensation Management
4.4 Growth from Bundled Offerings
4.5Mergers & Acquisitions
4.6 Network Coverage & Capacity Expansion
4.7 New Networking Technologies to Bring Down Overall Costs
4.8 Optimizing Promotional Initiatives
4.9 Partnerships, Alliances & Licensing
4.10 Services Targeted at Specific Customer Segments
5. Conclusion
Appendix A: Key IT Spending Decision Makers
United Kingdom
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
 
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