AT&T - IT Sales Opportunities - 2008

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    AT&T Inc.
IT Sales Opportunities - 2008
                                                                                  AT & T In c . - 2 0 0 8




                                   Table of Contents
1. Company Overvi ew ........................................................................ 4
  1.1 Bu sin ess Overview .................................................................... 4
  1.2 K ey Figu res ............................................................................. 4
  1.3 Corp orat e Headqu art ers ............................................................. 4
2. IT Sp ending and Depl oymen ts ......................................................... 5
3. IT Sal es Op p ortuni ties ................................................................... 6
  3.1 IT Sales Opp ortuni ti es - Software................................................. 7
  3.2 IT Sales Opp ortuni ti es - Hardware ................................................ 8
  3.3 IT Sales Opp ortuni ti es - Services ................................................ 11
4. Sal es Dri vers .............................................................................. 13
  4.1 Bu sin ess Port folio Man agemen t ................................................... 13
  4.2 Cutti ng Cost s & Gai ning Effici en cy ............................................... 13
  4.3 Di st ributi on & Logi sti cs Management ............................................ 14
  4.4 Growth from Bun dled Offerings ................................................... 14
  4.5 Growth from Enterp ri se Market ................................................... 14
  4.6 Growth from Mobi le TV ............................................................. 15
  4.7 Growth from Soci al Net working ................................................... 15
  4.8 Merg ers & Acquisi tion s .............................................................. 16
  4.9 Mon etizing Conten t Usi ng Multiple Bu sin ess Models ......................... 16
  4.10 Net work Coverag e & Capacity Expan si on ..................................... 16
  4.11 Partn ership s, Al li an ces & Li cen sing ............................................ 17
  4.12 Sou rcing VAS Con t ent from Third Parti es ..................................... 17
  4.13 Upgradi ng Network t o En abl e New Servi ces .................................. 18
  4.14 Usi n g Han d set Desi gn & Fun ction ality to Win Cu stomers ................. 18
5. Con clu sion ................................................................................. 20
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 21
  Fran ce ........................................................................................ 21
  Pu ero Ri co .................................................................................. 21
  UK ............................................................................................. 21
  USA ........................................................................................... 21
App endix B: Defi nition s .................................................................... 24
  B.1 Soft ware ............................................................................... 24
  B.2 Hard ware ............................................................................... 26
  B.3 Servi ces ................................................................................ 27
App endix C: Meth odol ogy .................................................................. 29
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 29
  C.2 Eval u ati ng Demand Score .......................................................... 32
Oth er Rep ort s in This S eri es .............................................................. 33




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                                           List of Exhibits
Exhibit 2.1: IT Deployment Details ...............................................................................5
Exhibit 3.1: Software Sales Opportunities Map ...............................................................7
Exhibit 3.2: Opportunities and Related Sales Drivers for Software ....................................8
Exhibit 3.3: Hardware Sales Opportunities Map ..............................................................9
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware ................................. 10
Exhibit 3.5: IT Services Sales Opportunities Map.......................................................... 11
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services ............................... 12
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 29
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 30
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 30
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 31
Exhibit C5: Calculations for Estimating Demand Score .................................................. 32




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1. Company Overview

1.1 Business Overview
AT&T Inc. (AT&T) is a provider of telecommunications services in the United States. It offers
its services and products to consumers in the United States, and services and products to
businesses and other providers of telecommunications services worldwide. The services and
products that it offers vary by market, and include wireless communications, local exchange
services, long-distance services, data/broadband and Internet services, video services,
telecommunications equipment, managed networking, wholesale services and directory
advertising and publishing. Its traditional wireline local exchange subsidiaries operate in 22
states: Alabama, Arkansas, California, Connecticut, Illinois, Indiana, Florida, Georgia,
Kentucky, Louis
				
DOCUMENT INFO
Description: AT&T Inc. (AT&T) provides telecommunications services in the United States. It offers its services and products to consumers in the United States, and services and products to businesses and other providers of telecommunications services worldwide. The services and products that it offers vary by market, and include wireless communications, local exchange services, long-distance services, data/broadband and Internet services, video services, telecommunications equipment, managed networking, wholesale services and directory advertising and publishing. Its traditional wireline local exchange subsidiaries operate in 22 states: Alabama, Arkansas, California, Connecticut, Illinois, Indiana, Florida, Georgia, Kentucky, Louisiana, Kansas, Michigan, Mississippi, Missouri, Nevada, North Carolina, Ohio, Oklahoma, South Carolina, Tennessee, Texas and Wisconsin. 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 AT&T. 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 AT&T. 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 AT&T 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 Ma
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Infiniti Research provides actionable market intelligence, strategic intelligence, competitive intelligence and customer intelligence to leading companies worldwide. We have extensive access to market information and established contacts with decision makers in the corporate world that we bring to all our projects. Our clients range from rapidly growing start-up's to blue-chip Fortune 500 companies. Our research services cover 50+ countries and we deliver 200+ market research projects every year. TechNavio is the market intelligence platform of Infiniti Research and is built on a foundation of fact-based information and insights drawn from the leaders, doers and influencers of the corporate world.