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LabCorp - IT Sales Opportunities - 2008
Infiniti Research Limited, June 2008, Pages: 31
Laboratory Corporation of America Holdings (LabCorp) is an independent clinical laboratory company in the United States. The company has a national network of 37 primary laboratories and over 1,600 patient service centers along with a network of branches and STAT laboratories, which are laboratories that have the ability to perform certain routine tests and report the results to the physician immediately. Through its national network of laboratories, the company offers a range of clinical laboratory tests, which are used by the medical profession in routine testing, patient diagnosis, and in the monitoring and treatment of disease. In addition, the company has developed specialty testing businesses based on certain types of specialized testing capabilities and client requirements, such as oncology testing, human immunodeficiency virus (HIV) genotyping and phenotyping, diagnostic genetics and clinical research trials.
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 LabCorp 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 LabCorp.
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 LabCorp 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 LabCorp. 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 LabCorp will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to LabCorp Level III opportunities have the lowest scores and hence, unlikely to sell to LabCorp .
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.
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.
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