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Deutsche Telekom AG - IT Sales Opportunities - 2008
Infiniti Research Limited, Nov 2008, Pages: 31
Deutsche Telekom AG is an integrated telecommunications provider offering its customers around the world a portfolio of services in the areas of telecommunications and information technology (IT). The Company operates in four business segments: Mobile Communications Europe and Mobile Communications United States of America (T-Mobile); Broadband/Fixed Network; Business Customers, and Group Headquarters and Shared Services.
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 Deutsche Telekom. 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 Deutsche Telekom.
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 Deutsche Telekom 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 Deutsche Telekom. 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 Deutsche Telekom will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Deutsche Telekom. Level III opportunities have the lowest scores and hence, unlikely to sell to Deutsche Telekom.
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 the author’s in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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