Banco Santander S.A. - IT Sales Opportunities - 2008

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					Banco Santander S.A.
  IT Sales Opportunities - 2008
                                                                     B a n c o S a n t a n d e r S . A. - 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
  3.1 IT Sales Opp ortuni ti es - Software ................................................ 6
  3.2 IT Sales Opp ortuni ti es - Hardware ................................................ 8
  3.3 IT Sales Opp ortuni ti es - Services ................................................ 10
4. Sal es Dri vers .............................................................................. 12
  4.1 Bu sin ess Port folio Man agemen t ................................................... 12
  4.2 Divesti ng Un d erp erforming Assets ............................................... 12
  4.3 Faci li ties Expan sion.................................................................. 13
  4.4 Globall y In t eg rat ed Ban king Platform ........................................... 13
  4.5 IT Infrast ru ctu re In t eg rati on & R ati on alization ............................... 14
  4.6 Merg ers & Acquisi tion s.............................................................. 14
  4.7 Part n ershi ps & Allian ces ............................................................ 14
  4.8 Promoti on al Ini tiatives.............................................................. 15
  4.9 R api d Produ ct Con figu rati on & Time-to-Market ............................... 15
  4.10 Upgradi ng /R eplacin g Core Banking Pl atform ................................. 16
5. Con clu sion ................................................................................. 17
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 18
  Brazil ......................................................................................... 18
  Spain ......................................................................................... 19
  UK............................................................................................. 19
  USA ........................................................................................... 19
App endix B: Defi nition s .................................................................... 20
  B.1 Soft ware ............................................................................... 20
  B.2 Hard ware ............................................................................... 22
  B.3 Servi ces ................................................................................ 23
App endix C: Meth odol ogy .................................................................. 25
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 25
  C.2 Eval u ati ng Demand Score .......................................................... 28
Oth er Rep ort s in This S eri es .............................................................. 29




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                                                                               B a n c o S a n t a n d e r S . A. - 2 0 0 8




                                           List of Exhibits
Exhibit 2.1: IT Deployment Details ...............................................................................5
Exhibit 3.1: Software Sales Opportunities Map ...............................................................6
Exhibit 3.2: Opportunities and Related Sales Drivers for Software ....................................7
Exhibit 3.3: Hardware Sales Opportunities Map ..............................................................8
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware ...................................9
Exhibit 3.5: IT Services Sales Opportunities Map.......................................................... 10
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services ............................... 11
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 25
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 26
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 26
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 27
Exhibit C5: Calculations for Estimating Demand Score .................................................. 28




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                                                                 B a n c o S a n t a n d e r S . A. - 2 0 0 8




1. Company Overview

1.1 Business Overview
Banco Santander S.A. is a financial group that offers a range of financial products. At the
primary level, the Bank's operating units are segmented by geographical areas, such as
Continental Europe, United Kingdom and Latin America. The primary level of segmentation
includes the Financial Management and Equity Stakes segment. The Continental Europe
segment covers all retail banking (including Banif, the specialized private bank), wholesale
banking and asset management, and insurance conducted in Europe, with the exception of
the operations of the Bank's subsidiary, Abbey National plc (Abbey). The United Kingdom
(Abbey) segment includes the operations of Abbey, which is focused on retail banking in the
United Kingdom. The Latin America segment includes the financial activities conducted via
the Bank's subsidiaries.


1.2 Key Figures
The group recorded revenues of $35,466 million (€24,096 million) during the fiscal year
ended 31st December 2007 up from $26,628 million (€20,184 million) during the fiscal year
ended 31st December 2006. In terms of US dollars, this translates to an increase of 33.2
percent, which is main
				
DOCUMENT INFO
Description: Banco Santander S.A. is a financial group that offers a range of financial products. At the primary level, the Bank's operating units are segmented by geographical areas, such as Continental Europe, United Kingdom and Latin America. The primary level of segmentation includes the Financial Management and Equity Stakes segment. The Continental Europe segment covers all retail banking (including Banif, the specialized private bank), wholesale banking and asset management, and insurance conducted in Europe, with the exception of the operations of the Bank's subsidiary, Abbey National plc (Abbey). The United Kingdom (Abbey) segment includes the operations of Abbey, which is focused on retail banking in the United Kingdom. The Latin America segment includes the financial activities conducted via the Bank's subsidiaries. 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 Banco Santander. 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 Banco Santander 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 servi
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