Holcim Ltd. - IT Sales Opportunities - 2008

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					   Holcim Ltd.
IT Sales Opportunities - 2008
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                                   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 Cap aci ty Exp an sion .................................................................. 13
  4.3 Collab orati on & Partn ership ....................................................... 14
  4.4 Cost Cu tting & Op eration al Effici en cy ........................................... 14
  4.5 Exp andi ng R esearch & Devel opment Activities ................................ 14
  4.6 Op eni n g New F acil ity ................................................................ 15
  4.7 In trod uci ng New Produ ct s .......................................................... 15
  4.8 Manu factu ring Process Improvemen ts........................................... 16
  4.9 Merg ers & Acquisi tion s .............................................................. 17
  4.10 Undertaking New Sal es & Marketing Initiative .............................. 17
5. Con clu sion ................................................................................. 18
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 19
  In dia.......................................................................................... 19
  Switz erl 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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                                           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................................................................... 13
Exhibit 4.2: Key New Facilities Opened ....................................................................... 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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1. Company Overview

1.1 Business Overview
Holcim Ltd. (Holcim) is a Switzerland-based company that specializes in the manufacturing,
distribution and marketing of building materials. It supplies of cement and aggregates, such
as crushed stone, sand and gravel, as well as further activities, such as ready-mix concrete
and asphalt including services. It is operative through its subsidiaries and associated
companies in over 70 countries worldwide. The Company is headquartered in Jona, Canton
of St. Gallen, Switzerland.


1.2 Key Figures
The group recorded revenues of $24,011 million (CHF27,052 million) during the fiscal year
ended 31st December 2007 up from $19,651 million (CHF23,969 million) in fiscal year
ended 31st December 2006. In terms of US dollars, this translates to an increase of 22.2
percent. However, in terms of CHF the increase was 12.9 percent.
The net profit was $4,034 million (CHF4,545 million) in fiscal 2007 up from $2,229 million
(CHF2,719 million) in fiscal 2006, an increase of 81.0 percent in US dollars terms. In terms
of CHF,
				
DOCUMENT INFO
Description: Holcim Ltd. (Holcim) is a Switzerland-based company that specializes in the manufacturing, distribution and marketing of building materials. It supplies of cement and aggregates, such as crushed stone, sand and gravel, as well as further activities, such as ready-mix concrete and asphalt including services. It is operative through its subsidiaries and associated companies in over 70 countries worldwide. The Company is headquartered in Jona, Canton of St. Gallen, Switzerland. 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 Holcim 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 Holcim. 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 Holcim 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 Holcim. 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 Holcim will buy these products and services. Level II opportunity areas have lower s
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