AXA - IT Sales Opportunities - 2008

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					         AXA
IT Sales Opportunities - 2008
                                                                                        AXA - 2008




                                   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 ................................................ 9
  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 Divesti ng Un d erp erforming Assets ............................................... 13
  4.3 Enh an ci ng F ront- Office Capabilities ............................................. 14
  4.4 Faci li ties Expan sion .................................................................. 15
  4.5 Globall y In t eg rat ed Ban king Platform ........................................... 15
  4.6 Imp rovi ng Cu st om er S ervice ...................................................... 16
  4.7 In creasing Employee Productivity ................................................ 17
  4.8 IT Infrast ru ctu re In t eg rati on & R ati on alization ............................... 17
  4.9 Merg ers & Acquisi tion s .............................................................. 18
  4.10 Onli n e Sal es & Marketing ......................................................... 18
  4.11 Ou t sou rci ng & Offsh oring ......................................................... 19
  4.12 Partn ership s & All iances .......................................................... 19
  4.13 Rapi d Prod u ct Con fi gu ration & Time-to-Market ............................. 20
  4.14 Shi ft t o Pap erl ess In su ran ce ..................................................... 20
  4.15 Understan di ng Cu st om er Needs ................................................. 21
5. Con clu sion ................................................................................. 22
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 23
  Bel gium ...................................................................................... 23
  Fran ce ........................................................................................ 23
  In dia.......................................................................................... 24
  Pol and ........................................................................................ 24
  Portu gal ..................................................................................... 24
  Spain ......................................................................................... 25
  United Ki ngd om ............................................................................ 25
App endix B: Defi nition s .................................................................... 26
  B.1 Soft ware ............................................................................... 26



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                                                                                       AXA - 2008




  B.2 Hard ware ............................................................................... 28
  B.3 Servi ces ................................................................................ 29
App endix C: Meth odol ogy .................................................................. 31
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 31
  C.2 Eval u ati ng Demand Score .......................................................... 34
Oth er Rep ort s in This S eri es .............................................................. 35



                                     List of Exhibits
Exhibit 2.1: IT Deploym ent Details ....................................................... 5
Exhibit 3.1: Soft ware Sal es Opportunities Map ........................................ 7
Exhibit 3.2: Opp ortunities and Related Sal es Dri vers for Software ............... 8
Exhibit 3.3: Hardware Sales Opportunities Map ....................................... 9
Exhibit 3.4: Opp ortunities and Related Sal es Dri vers for Hardware ............. 10
Exhibit 3.5: IT Services Sales Opportuniti es Map .................................... 11
Exhibit 3.6: Opp ortunities and Related Sal es Dri vers for IT Servi ces ........... 12
Exhibit C1: Cal culation s for Estimating Cri ticality Score ........................... 31
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 32
Exhibit C3: Cri tical ity Scores for Various Hardware Produ cts ..................... 32
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 33
Exhibit C5: Cal culation s for Estimating Deman d Score ............................. 34




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                                                                                    AXA - 2008




1. Company Overview

1.1 Business Overview
AXA is the holding company for an international financial services group focused on financial
protection. It has five business segments. The Life & Savings segment offers a range of life
and savings products, including individual and group savings retirement products, life and
health products. The Property & Casualty segment includes a range of products, including
mainly motor, household, property and general liability insurance for both personal and
commercial customers. The International Insurance segment’s operations include insurance
products that specifically relate to AXA Corporate Solutions Assurance. The Asset
Management segment includes diversified asset management (including investment
				
DOCUMENT INFO
Description: AXA is the holding company for an international financial services group focused on financial protection. It has five business segments. The Life & Savings segment offers a range of life and savings products, including individual and group savings retirement products, life and health products. The Property & Casualty segment includes a range of products, including mainly motor, household, property and general liability insurance for both personal and commercial customers. The International Insurance segment’s operations include insurance products that specifically relate to AXA Corporate Solutions Assurance. The Asset Management segment includes diversified asset management (including investment fund management) and related services, which are provided to a variety of institutional investors and individuals, including AXA’s insurance companies. The Banking Segment includes banking activities conducted primarily in France and Belgium. 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 AXA. 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 AXA 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 developmen
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