Fortis - IT Sales Opportunities - 2008 ( old version) by InfinitiResearch

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									    Fortis N.V.
IT Sales Opportunities - 2008
                                                                                 For t is N . V. - 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 Bu sin ess Port folio Man agemen t ................................................... 14
  4.4 Compl ying wi th Mi FID ............................................................... 14
  4.5 Cross- sell ing & Prod uct Bu ndling ................................................. 15
  4.6 Cust omer Seg m en tati on & Targeting ............................................ 15
  4.7 Cutti ng Cost s & Gai ning Effici en cy ............................................... 15
  4.8 Faci li ties Expan sion .................................................................. 16
  4.9 Globall y In t eg rat ed Ban king Platform ........................................... 17
  4.10 Im p rovi ng Cu stom er Service ..................................................... 17
  4.11 In creasin g Employee Produ ctivity .............................................. 18
  4.12 IT In frast ru ct ure In t egration & R ation alization ............................. 18
  4.13 Merg ers & Acqui si tion s ............................................................ 19
  4.14 Onli n e Sal es & Marketing ......................................................... 19
  4.15 Partn ership s & All iances .......................................................... 20
  4.16 Prod u ct Mi x Exp an si on ............................................................ 20
  4.17 Promoti onal Ini tiatives ............................................................ 21
  4.18 Shi ft t o Pap erl ess In su ran ce ..................................................... 21
5. Con clu sion ................................................................................. 22
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 23
  Bel gium ...................................................................................... 23
  Fran ce ........................................................................................ 25
  Neth erland s ................................................................................. 25
  UK ............................................................................................. 26
  USA ........................................................................................... 26
App endix B: Defi nition s .................................................................... 27
  B.1 Soft ware ............................................................................... 27
  B.2 Hard ware ............................................................................... 29
  B.3 Servi ces ................................................................................ 30


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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 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 Facility Expansion Plans ..................................................................... 16
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 32
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 33
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 33
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 34
Exhibit C5: Calculations for Estimating Demand Score .................................................. 35




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1. Company Overview

1.1 Business Overview
Fortis N.V. is an international provider of banking and insurance services to personal,
business and institutional customers. The company operates in four core businesses: Retail
Banking, Asset Management and Private Banking, Merchant Banking and Insurance. The
Company delivers 
								
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