BNP Paribas - IT Sales Opportunities - 2008

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					   BNP Paribas
IT Sales Opportunities - 2008
                                                                                B N P P ar ib as - 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 ................................................ 9
  3.3 IT Sales Opp ortuni ti es - Services ................................................ 11
4. Sal es Dri vers .............................................................................. 13
  4.1 Being Envi ron men tal F riendly ..................................................... 13
  4.2 Bran ch R en ewal ...................................................................... 13
  4.3 Cross- sell ing & Prod uct Bu ndling ................................................. 14
  4.4 Cust omer Seg m en tati on & Targeting ............................................ 14
  4.5 Cutti ng Cost s & Gai ning Effici en cy ............................................... 14
  4.6 Enh an ci ng Paymen t Services ...................................................... 15
  4.7 Faci li ties Expan sion.................................................................. 16
  4.8 Globall y In t eg rat ed Ban king Platform ........................................... 16
  4.9 Imp rovi ng Cu st om er S ervice ...................................................... 17
  4.10 IT In frast ru ct ure In t egration & R ation alization ............................. 18
  4.11 Merg ers & Acqui si tion s ............................................................ 18
  4.12 Onli n e Sal es & Marketing ......................................................... 18
  4.13 Partn ership s & All iances .......................................................... 19
  4.14 Prod u ct Mi x Exp an si on ............................................................ 19
  4.15 Promoti onal Ini tiatives ............................................................ 20
  4.16 Single Eu ro Paym ent s Area (SEPA) ............................................. 21
5. Con clu sion ................................................................................. 22
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 23
  Fran ce........................................................................................ 23
  Ital y .......................................................................................... 24
  Jap an ......................................................................................... 24
  UK............................................................................................. 25
  US............................................................................................. 25
App endix B: Defi nition s .................................................................... 27
  B.1 Soft ware ............................................................................... 27
  B.2 Hard ware ............................................................................... 29



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  B.3 Servi ces ................................................................................ 30
App endix C: Meth odol ogy .................................................................. 32
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 32
  C.2 Eval u ati ng Demand Score .......................................................... 35
Oth er Rep ort s in This S eri es .............................................................. 36



                                     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 4.1: K ey Facility Expan si on Plan s .............................................. 16
Exhibit C1: Cal culation s for Estimating Cri ticality Score ........................... 32
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 33
Exhibit C3: Cri tical ity Scores for Various Hardware Produ cts ..................... 33
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 34
Exhibit C5: Cal culation s for Estimating Deman d Score ............................. 35




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1. Company Overview

1.1 Business Overview
BNP Paribas is a France based bank group with operations throughout the world. It has
three core businesses: Retail Banking, Asset Management and Services, as well as
Corporate and Investment Banking. Retail Banking comprises the French Retail Banking
division, BNL Banca Commerciale in Italy and the International Retail Banking and Financial
Services division. Asset Management and Services business is organized around three lines,
including Wealth and Asset Management, Insurance and Securities Services. The operations
in 
				
DOCUMENT INFO
Description: BNP Paribas is a France based bank group with operations throughout the world. It has three core businesses: Retail Banking, Asset Management and Services, as well as Corporate and Investment Banking. Retail Banking comprises the French Retail Banking division, BNL Banca Commerciale in Italy and the International Retail Banking and Financial Services division. Asset Management and Services business is organized around three lines, including Wealth and Asset Management, Insurance and Securities Services. The operations in the field of Corporate and Investment Banking revolve around equities and derivatives, fixed income, corporate finance and structured finance solutions, loans and portfolio management, cash management, and the Energy Commodities Export Project division. Headquartered in Paris, France, the Bank operates through its subsidiaries in more than 85 countries across Europe, the Americas, Africa, the Middle East, Asia, and Oceania. 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 BNP Paribas. 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 BNP Paribas 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 comp
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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.