China Unicom Limited-IT Sales Opportunities-2008

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China Unicom Limited
  IT Sales Opportunities - 2008
                                                                  Chin a Un ic o m L im it e d - 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 Continuity & Risk Man agement ....................................... 13
  4.2 Customer Segmen tati on and Targeting ......................................... 13
  4.3 Enterprise Data Management ...................................................... 14
  4.4 Enterprise Secu rity .................................................................. 14
  4.5 Growth from Bun dled offerings ................................................... 15
  4.6 Growth from Gamin g ................................................................ 15
  4.7 Growth from M - commerce and M- payments ................................... 15
  4.8 Growth from Mobile Adverti sing .................................................. 16
  4.9 Improve deci sion -making .......................................................... 16
  4.10 Improved Cu stomer servi ce ...................................................... 17
  4.11 Mergers & Acqui sition s ............................................................ 18
  4.12 Network Coverage & Capacity expan si on ..................................... 18
  4.13 Partn erships, Allian ces & Li cen sing ............................................ 19
  4.14 Providing l ow cost tel eph on y u sing VoIP ...................................... 20
  4.15 Upgrading n etwork to en abl e n ew servi ces ................................... 20
5. Con clu sion ................................................................................. 21
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 22
  China ......................................................................................... 22
Appendix B: Definition s .................................................................... 23
  B.1 Software ............................................................................... 23
  B.2 Hardware ............................................................................... 25
  B.3 Servi ces ................................................................................ 26
Appendix C: Meth odol ogy .................................................................. 28
  C.1 Evalu ating Criticality Score ........................................................ 28
  C.2 Evalu ating Demand Score .......................................................... 31
Oth er Reports in This Seri es .............................................................. 32




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                                           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 ................................................. 28
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 29
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 29
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 30
Exhibit C5: Calculations for Estimating Demand Score .................................................. 31




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                                                            Chin a Un ic o m L im it e d - 2 0 0 8




1. Company Overview

1.1 Business Overview
China Unicom Hong Kong Limited (CUC) was formerly known as China Unicom Limited.
Initially, the company was engaged in investment holding, but with the help of its
subsidiaries, it expanded its operations in cellular communication market for Global System
for Mobile (GSM) technology. The company provides domestic as well as international long
distance calls, data carrier, Internet service and related value-added communication
services in 31 provinces, municipalities and autonomous regions of China. As a leading
telecommunications operator, CUC has four major areas of operation, which includes GSM
business, CDMA (code division multiple access) business, Data carrier and Internet
business, and Long Distance communication business. However, the company, in October
2008, announced the disposal of its CDMA business to concentrate more on the GSM
segment.


1.2 Key Figures
CUC recorded revenues of $13,646.5 million (RMB99,539.0 million) during the fiscal year
ended 31st December 2007, up from $12,227.9 million (RMB95,347.0 million) recorded in
2006. In terms of US dollars, this translated into an increase of 11.6%, which was mainly
attributed to exchange rate fluctuations. In terms of RMB, the increase in revenue was
4.4%.

The net profit of the company was $971.7 million (RMB7,088.0 million) in fiscal year ended
31st December 2007, which was up from $794.9 million (RMB6,198.0 million) recorded in
2006. This translated into an increase of 22.2% in terms of US dollars. In terms of RMB, the
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DOCUMENT INFO
Description: China Unicom Hong Kong Limited (CUC) was formerly known as China Unicom Limited. Initially, the company was engaged in investment holding, but with the help of its subsidiaries, it expanded its operations in cellular communication market for Global System for Mobile (GSM) technology. The company provides domestic as well as international long distance calls, data carrier, Internet service and related value-added communication services in 31 provinces, municipalities and autonomous regions of China. As a leading telecommunications operator, CUC has four major areas of operation, which includes GSM business, CDMA (code division multiple access) business, Data carrier and Internet business, and Long Distance communication business. However, the company, in October 2008, announced the disposal of its CDMA business to concentrate more on the GSM segment. 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 China Unicom. 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 Unicom 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, s
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