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Wachovia Corporation - IT Sales Opportunities - 2008
Infiniti Research Limited, July 2008, Pages: 33
Wachovia Corporation (Wachovia) is a financial and bank holding company. It provides commercial and retail banking, and trust services through full-service banking offices in Alabama, Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Illinois, Kansas, Maryland, Mississippi, Nevada, New Jersey, New York, North Carolina, Pennsylvania, South Carolina, Tennessee, Texas, Virginia and Washington, D.C. Company also provides various other financial services, including mortgage banking, investment banking, investment advisory, home equity lending, asset-based lending, leasing, insurance, international and securities brokerage services, through other subsidiaries. The company’s retail securities brokerage business is conducted through Wachovia Securities, LLC, and operates in 49 states.
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 Wachovia.
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 Wachovia 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 Wachovia. 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 Wachovia will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Wachovia. Level III opportunities have the lowest scores and hence, unlikely to sell to Wachovia.
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 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 authors in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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