HBOS - IT Sales Opportunities - 2008

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					    HBOS Plc.
IT Sales Opportunities - 2008
                                                                                  H BO S P lc . - 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 Risk Management ........................................................ 14
  4.4 Coverag e of U n-b an ked & Under-banked Cu stomers ........................ 14
  4.5 Cross- sell ing & Prod uct Bu ndling ................................................. 15
  4.6 Deli veri ng An ytim e- An ywh ere Ban kin g.......................................... 15
  4.7 Enh an ci ng Paymen t Services ...................................................... 16
  4.8 Faci li ties Expan sion .................................................................. 16
  4.9 Imp rovi ng Decision -Maki ng ........................................................ 17
  4.10 Im p rovi ng Cl aims Management .................................................. 17
  4.11 Im p rovi ng Cu stom er Service ..................................................... 18
  4.12 IT In frast ru ct ure In t egration & R ation alization ............................. 19
  4.13 Merg ers & Acqui si tion s ............................................................ 19
  4.14 Onli n e Sal es & Marketing ......................................................... 20
  4.15 Partn ership s & All iances .......................................................... 20
  4.16 Prod u ct Mi x Exp an si on ............................................................ 21
  4.17 Promoti onal Ini tiatives ............................................................ 21
  4.18 Strai g ht- Th roug h Processing Capabilities ..................................... 22
5. Con clu sion ................................................................................. 23
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 24
  Au stralia ..................................................................................... 24
  UK ............................................................................................. 24
App endix B: Defi nition s .................................................................... 28
  B.1 Soft ware ............................................................................... 28
  B.2 Hard ware ............................................................................... 30
  B.3 Servi ces ................................................................................ 31
App endix C: Meth odol ogy .................................................................. 33
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 33
  C.2 Eval u ati ng Demand Score .......................................................... 36
Oth er Rep ort s in This S eri es .............................................................. 37



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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 4.1: Key Facility Expansion Plans ..................................................................... 16
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 33
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 34
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 34
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 35
Exhibit C5: Calculations for Estimating Demand Score .................................................. 36




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1. Company Overview

1.1 Business Overview
Headquartered in the UK, HBOS plc is the holding company of the HBOS Group. It operates
through five divisions: Retail, Corporate, Insurance & Investment, International and
Treasury & Asset Management. The company’s Retail range of products includes personal
and business banking products and services to 23 million customers.


1.2 Key Figures
The group rec
				
DOCUMENT INFO
Description: Headquartered in the UK, HBOS plc is the holding company of the HBOS Group. It operates through five divisions: Retail, Corporate, Insurance & Investment, International and Treasury & Asset Management. The company’s Retail range of products includes personal and business banking products and services to 23 million customers. 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 HBOS. 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 HBOS 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 HBOS. 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 probability that HBOS will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to HBOS. Level III opportunities have the lowest scores and hence, unlikely to sell to HBOS. The report is meant for IT vendors and intends to help them identify selling opport
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PARTNER Infiniti Research
Infiniti Research provides actionable market intelligence, strategic intelligence, competitive intelligence and customer intelligence to leading companies worldwide. We have extensive access to market information and established contacts with decision makers in the corporate world that we bring to all our projects. Our clients range from rapidly growing start-up's to blue-chip Fortune 500 companies. Our research services cover 50+ countries and we deliver 200+ market research projects every year. TechNavio is the market intelligence platform of Infiniti Research and is built on a foundation of fact-based information and insights drawn from the leaders, doers and influencers of the corporate world.