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CRH PLC - IT Sales Opportunities - 2008

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CRH plc is a building materials company, which manufactures and distributes building material products to construct the frame, through products that complete the building envelope to distribution channels. The Company is organized into four divisions, two in Europe: Materials and Products & Distribution; and two in the Americas: Materials in the United States and Products & Distribution in the United States, Mexico, Canada, Chile and Argentina. Materials businesses are involved in the production of cement, aggregates, asphalt and ready-mixed concrete. Products businesses are involved in the production of concrete products and a range of construction-related products and services. Distribution businesses are engaged in the marketing and sale of builders’ supplies to the construction industry and of materials and products for the do-it-yourself (DIY) market. Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increase in sourcing from low cost countries might influence CRH to relook at their supply chains, resulting in selling opportunities for SCM solutions, collaboration tools etc. 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 CRH. 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 CRH 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

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									     CRH PLC
IT Sales Opportunities - 2008
                                                                                   CR H PL C - 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 Bu sin ess Risk manag ement ........................................................ 13
  4.3 Cap aci ty Exp an sion .................................................................. 14
  4.4 Cost Cu tting & Op eration al Effici en cy ........................................... 14
  4.5 Cu rren cy & F orex Man ag emen t ................................................... 15
  4.6 Empl oyee Prod uctivit y & Compen sation Management ....................... 15
  4.7 Geog rap hic Exp an si on .............................................................. 15
  4.8 Imp rovi ng Cu st om er S ervice ...................................................... 16
  4.9 IT Infrast ru ctu re In t eg rati on & R ati on alization ............................... 16
  4.10 Merg ers & Acqui si tion s ............................................................ 16
  4.11 Sal es Force Exp an si on ............................................................. 17
5. Con clu sion ................................................................................. 18
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 19
  Irel and ....................................................................................... 19
App endix B: Defi nition s .................................................................... 20
  B.1 Soft ware ............................................................................... 20
  B.2 Hard ware ............................................................................... 22
  B.3 Servi ces ................................................................................ 23
App endix C: Meth odol ogy .................................................................. 25
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 25
  C.2 Eval u ati ng Demand Score .......................................................... 28
Oth er Rep ort s in This S eri es .............................................................. 29




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                                                                                               CR H PL C - 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 4.1: Key Capacity Expansion Plans................................................................... 14
Exhibit 4.2: Key Geographic Expansion Plans............................................................... 15
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 25
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 26
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 26
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 27
Exhibit C5: Calculations for Estimating Demand Score .................................................. 28




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                                                                             CR H PL C - 2 0 0 8




1. Company Overview

1.1 Business Overview
CRH plc is a building materials company, which manufactures and distributes building
material products to construct the frame, through products that complete the building
envelope to distribution channels. The Company is organized into four divisions, two in
Europe: Materials and Products & Distribution; and two in the Americas: Materials in the
United States and Products & Distribution in the United States, Mexico, Canada, Chile and
Argentina. Materials businesses are involved in the production of cement, aggregates,
asphalt and ready-mixed concrete. Products businesses are involved in the production of
concrete products and a range of construction-related products and services. Distribution
businesses are engaged in the marketing and sale of builders’ supplies to the construction
industry and of materials and products for the do-it-yourself (DIY) market.


1.2 Key Figures
The group recorded revenues of $30,919 million (€20,992 million) during the fiscal year
ended 31st December 2007 up from $24,738 million (€18,737 million) in fiscal year ended
31st December 2006. In terms of US dollars, this translates to an increase of 24.9 percent,
which is mainly attributed to exchange rate fluctuations. I
								
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