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IT Sales Opportunities in Cigna Corporation - 2009
Infiniti Research Limited, May 2009, Pages: 30
Cigna Corporation (Cigna) is a US-based health services organization, headquartered in Philadelphia. The company, along with its subsidiaries, provides healthcare products & services, group disability, life insurance, accident insurance, and compensation case management services. The company operates through its three main business segments: HealthCare; Disability & Life; and International. The Healthcare segment provides medical, dental, behavioral health, vision, and prescription drug benefit plans along with health advocacy programs.
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 Cigna Corporation 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 Cigna Corporation.
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 Cigna Corporation 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 Cigna Corporation. 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 Cigna Corporation will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Cigna Corporation Level III opportunities have the lowest scores and hence, unlikely to sell to Cigna Corporation.
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 enables 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.
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 Expansion in Service Offerings
4.3 Improving Decision-Making
4.4 Integrating & Improving Patient Care Delivery
4.5 Mergers & Acquisitions
4.6 Offshoring & Outsourcing
4.7 Online Health Services for Citizens
4.8 Partnerships & Alliances
4.9 Regulatory Compliance
4.10 Enterprise Security
5. Conclusion
Appendix A: Key IT Decision Makers
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
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 C.1: Calculations for Estimating Criticality Score
Exhibit C.2: Criticality Scores for Various Software Applications
Exhibit C.3: Criticality Scores for Various IT Hardware
Exhibit C.4: Criticality Scores for Various IT Services
Exhibit C.5: Calculations for Estimating Demand Score
- Cigna Corporation
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