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BT - IT Sales Opportunities - 2008

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BT Group plc (BT) is a provider of communications solutions and services. Its principal activities include networked information technology (IT) services; local, national and international telecommunications services; higher-value broadband and Internet products and services, and converged fixed/mobile products and services. British Telecommunications plc is a wholly owned subsidiary of the Company and encompasses virtually all the businesses and assets of BT. The Company has four lines of business: BT Global Services, Openreach, BT Retail, BT Wholesale and Openreach. 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 BT Group. 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 BT Group. 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 BT Group 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 (including telecom equipment), software and IT services for BT Group. These maps have been divided into four zones representing Level I, Level II and Level III opportunity areas. Level I opportunity areas have the highest scores and hence, there is a high probabi

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     BT Group
IT Sales Opportunities - 2008
                                                                                  BT Gr oup - 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 Opportuniti es ................................................................... 7
  3.1 IT Sales Opportuniti es - Software................................................. 8
  3.2 IT Sales Opportuniti es - Hardware ............................................... 10
  3.3 IT Sales Opportuniti es - Services ................................................ 12
4. Sal es Drivers .............................................................................. 14
  4.1 Customer Service .................................................................... 14
  4.2 Cutting Costs & Gaining Effici en cy ............................................... 14
  4.3 Employee Productivity & Compen sation Management ....................... 15
  4.4 Growth from Bun dled Offerings ................................................... 16
  4.5Mergers & Acquis ition s ............................................................... 16
  4.6 Network Coverage & Capacity Expansi on ....................................... 16
  4.7 New Networking Techn ol ogi es to Bring Down Overall Costs ............... 17
  4.8 Optimizing Promoti on al Initiatives ............................................... 17
  4.9 Partn ership s, Allian ces & Licen sing .............................................. 17
  4.10 Services Targeted at Specific Cu stomer Segments ......................... 18
5. Con clu sion ................................................................................. 19
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 20
  United Kingdom ............................................................................ 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
Oth er Reports in This Seri es .............................................................. 30




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                                                                                               BT Gr oup - 2 0 0 8




                                           List of Exhibits
Exhibit 2.1: IT Deployment Details ............................................................................... 5
Exhibit 3.1: Software Sales Opportunities Map ............................................................... 8
Exhibit 3.2: Opportunities and Related Sales Drivers for Software .................................... 9
Exhibit 3.3: Hardware Sales Opportunities Map ............................................................ 10
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware ................................. 11
Exhibit 3.5: IT Services Sales Opportunities Map .......................................................... 12
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services ............................... 13
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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                                                                             BT Gr oup - 2 0 0 8




1. Company Overview

1.1 Business Overview
BT Group plc (BT) is a provider of communications solutions and services. Its principal
activities include networked information technology (IT) services; local, national and
international telecommunications services; higher-value broadband and Internet products
and     services,   and    converged    fixed/mobile  products   and    services.   British
Telecommunications plc is a wholly owned subsidiary of the Company and encompasses
virtually all the businesses and assets of BT. The Companay has four lines of business: BT
Global Services, Openreach, BT Retail, BT Wholesale and Openreach.


1.2 Key Figures
The group recorded revenues of $41,286 million (£20,704 million) during the fiscal year
ended 31st March 2008 up from $39,681 million (£20,223 million) during the fiscal year
ended 31st March 2007. In terms of US dollars, this translates to an increase of 4.0 percent,
which is mainly attributed to exchange rate fluctuations. In terms of GBP, the increase in
revenue was 2.4 percent.

The net profit was $3,456 million (£1,738 million) in fiscal 2008 down from $5,596 million
(£2,852 million) in fiscal 2007, a decrease of 38.1 percent in US dollars term
								
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