Bank of China - IT Sales Opportunities - 2008

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					 Bank of China
IT Sales Opportunities - 2008
                                                                            Ban k o f Ch ina - 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 Corporate Headqu arters ............................................................. 4
2. IT Spending and Depl oymen ts ......................................................... 5
3. IT Sal es Opportunities ................................................................... 6
  3.1 IT Sales Opportuniti es - Software................................................. 7
  3.2 IT Sales Opportuniti es - Hardw are ................................................ 9
  3.3 IT Sales Opportuniti es - Services ................................................ 11
4. Sal es Drivers .............................................................................. 13
  4.1 Bu sin ess Portfolio Man agemen t ................................................... 13
  4.2 Bu sin ess Risk Management ........................................................ 13
  4.3 Cross - selling & Product Bu ndling ................................................. 14
  4.4 Delivering An ytime - An ywh ere ban kin g .......................................... 14
  4.5 Facilities Expan sion .................................................................. 15
  4.6 Improving Decision -Making ........................................................ 15
  4.7 IT Infrastru ctu re In tegrati on & Rati on alization ............................... 16
  4.8 Mergers & Acquisi tion s .............................................................. 16
  4.9 Produ ct Mix Expan sion .............................................................. 16
  4.10 Wealth Management & Private Ban king ....................................... 17
5. Con clu sion ................................................................................. 19
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 20
  China ......................................................................................... 20
Appendix B: Definition s .................................................................... 21
  B.1 Software ............................................................................... 21
  B.2 Hardware ............................................................................... 23
  B.3 Servi ces ................................................................................ 24
Appendix C: Meth odol ogy .................................................................. 26
  C.1 Evalu ating Criticality Score ........................................................ 26
  C.2 Evalu ating Demand Score .......................................................... 29




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                                                                                         Ban k o f Ch ina - 2 0 0 8




                                           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 ................................................. 26
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 27
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 27
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 28
Exhibit C5: Calculations for Estimating Demand Score .................................................. 29




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                                                                      Ban k o f Ch ina - 2 0 0 8




1. Company Overview

1.1 Business Overview
Bank of China (BOC) is a commercial bank established in 1912. Its business portfolio mainly
comprises of commercial banking, investment banking and insurance. In major, the bank is
engaged in commercial banking business, including corporate banking services, personal
banking services and financial market business. The corporate banking services include
traditional credit, financing, international settlement, investment banking and money
management services. The personal banking services consist of deposit, personal financing,
financial tools, personal investment, Great Wall card and personal foreign exchange
services.
Bank of China has played an important role in China’s financial history and has served as
the central bank, international exchange bank and specialized foreign trade bank
successively. Bank of China became the state designated specialized foreign 
				
DOCUMENT INFO
Description: Bank of China (BOC) is a commercial bank established in 1912. Its business portfolio mainly comprises of commercial banking, investment banking and insurance. In major, the bank is engaged in commercial banking business, including corporate banking services, personal banking services and financial market business. The corporate banking services include traditional credit, financing, international settlement, investment banking and money management services. The personal banking services consist of deposit, personal financing, financial tools, personal investment, Great Wall card and personal foreign exchange services. Bank of China has played an important role in China’s financial history and has served as the central bank, international exchange bank and specialized foreign trade bank successively. Bank of China became the state designated specialized foreign exchange bank in 1949 and has given substantial contributions to the development of foreign trade and the national economy. During the beginning of the reform of financial sector in 1994, Bank of China was converted into a wholly state-owned commercial bank. 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 Bank of China. 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 Bank of China might result in opportunities for IT migration and integration services. By t
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