China Construction Bank - IT Sales Opportunities - 2008

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					China Construction Bank
   IT Sales Opportunities - 2008
                                                              Chin a Co ns tr u ct io n B ank - 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 Being Envi ron men tal Friendly ..................................................... 13
  4.2 Bu sin ess Risk Management ........................................................ 13
  4.3 Cross - selling & Product Bu ndling ................................................. 14
  4.4 Customer Engagement Management ............................................. 14
  4.5 Delivering An ytime - An ywh ere ban kin g .......................................... 15
  4.6 Electronic & Algorith mic Trade Execu tion ...................................... 15
  4.7 Facilities Expan sion .................................................................. 16
  4.8 IT Infrastru ctu re In tegrati on & Rati on alization ............................... 16
  4.9 Mergers & Acquisi tion s .............................................................. 17
  4.10 Partn erships & Alliances .......................................................... 17
  4.11 Understan ding Cu stomer Needs ................................................. 17
  4.12 Wealth Management & Private Ban king ....................................... 18
5. Con clu sion ................................................................................. 20
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 21
  China ......................................................................................... 21
Appendix B: Definition s .................................................................... 22
  B.1 Software ............................................................................... 22
  B.2 Hardware ............................................................................... 24
  B.3 Servi ces ................................................................................ 25
Appendix C: Meth odol ogy .................................................................. 27
  C.1 Evalu ating Criticality Score ........................................................ 27
  C.2 Evalu ating Demand Scor e .......................................................... 30




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                                                                        Chin a Co ns tr u ct io n B ank - 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 ................................................. 27
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 28
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 28
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 29
Exhibit C5: Calculations for Estimating Demand Score .................................................. 30




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                                                            Chin a Co ns tr u ct io n B ank - 2 0 0 8




1. Company Overview

1.1 Business Overview
China Construction Bank Corporation is a commercial bank that primarily provides corporate
and personal banking services, capital management services, trust services and other
financial services. The Company‟s services include two categories: individual services and
corporate services. Its individual services include deposit services, personal loan, long credit
card services, long card services, housing system reform finance, foreign exchange services,
securities agent and gold business related services. The corporate services include corporate
e-banking, deposits, credit business, services for government agencies, services for non
banking financial institutions, international settlement, international financing, fund
settlement and fund custody services.
The company‟s business consists of three prinicipal business segments: corporate banking,
personal banking, and treasury operations. The bank has overseas branches in Hong Kong,
Singapore, Frankfurt, Johannesburg, Tokyo and Seoul and representative offices in New
York, London and Sydney. The bank‟s subsidiaries mainly include China Construction Bank
(Asia) Corporation Limited, China Construction Bank International (Holdings) Limited, Sino-
German Bausparkasse Co. Ltd., and China Construction Bank Principal Asset Manage
				
DOCUMENT INFO
Description: China Construction Bank Corporation is a commercial bank that primarily provides corporate and personal banking services, capital management services, trust services and other financial services. The Company’s services include two categories: individual services and corporate services. Its individual services include deposit services, personal loan, long credit card services, long card services, housing system reform finance, foreign exchange services, securities agent and gold business related services. The corporate services include corporate e-banking, deposits, credit business, services for government agencies, services for non banking financial institutions, international settlement, international financing, fund settlement and fund custody services. 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 China Construction Bank 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 services for China Construction Bank. These maps have been divi
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