Neuf Cegetel - IT Sales Opportunities - 2008

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   Neuf Cegetel
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 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 - Hardware .............................................. 9
   3.3 IT Sales Opportuniti es - Services ............................................... 11
4. Sal es Drivers .............................................................................. 13
   4.1 Customer Service ................................................................... 13
   4.2 Customiz ed & Person alized Offerings .......................................... 14
   4.3 Employee Productivity & Compen sation Management ...................... 14
   4.4 Growth from Con vergen ce ........................................................ 15
   4.5 Growth from Enterpri se Market .................................................. 15
   4.6 Mergers & Acquisi tion s ............................................................ 16
   4.7 Network Coverage & Capacity Expansi on ..................................... 16
   4.8 Partn erships, Alli an ces, & Licen sing ............................................ 17
   4.9 Upgrading Network to En abl e New Servi ces .................................. 18
   4.10 Usin g Han dset Desi gn & Fun ction ality to Win Cu stomers ................ 18
5. Con clu sion ................................................................................. 20
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 21
   Fran ce ...................................................................................... 21
Appendix B: Definition s .................................................................... 22
   B.1 Software .............................................................................. 22
   B.2 Hardware ............................................................................. 24
   B.3 Servi ces ............................................................................... 25
Appendix C: Meth odol ogy .................................................................. 27
   C.1 Evalu ati ng Criticality Score ...................................................... 27
   C.2 Evalu ating Demand Score ........................................................ 30
Oth er Reports in This Seri es .............................................................. 31




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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 Sal es Dri vers for Software ............... 8
Exhibit 3.3: Hardware Sales Opportunities Map ....................................... 9
Exhibit 3.4: Opportunities and Related Sal es Dri vers for Hardware ............. 10
Exhibit 3.5: IT Services Sales Opportuniti es Map .................................... 11
Exhibit 3.6: Opportunities and Related Sal es Dri vers for IT Servi ces ........... 12
Exhibit C1: Calculation s for Estimating Cri ticality Score ........................... 27
Exhibit C2: Criticality Scores for Various Software Application s ................. 28
Exhibit C3: Criticality Scores for Various Hardware Produ cts ..................... 28
Exhibit C4: Criticality Scores for Various IT Servi ces ............................... 29
Exhibit C5: Calculation s for Estimating Deman d Score ............................. 30




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1. Company Overview

1.1 Business Overview
Neuf Cegetel is a France based telecommunication service provider offering a
comprehensive range of telecommunication services to residential, SOHO (Small
Office/Home Office) customers, SMEs, and large corporations. It operates as a wholly
owned subsidiary of France based mobile phone company 'SFR' from 2008. Neuf Cegetel's
principal activity is to provide fixed and mobile telephony, internet, data services, and
digital TV services. It also supplies network infrastructure services to other operators and
internet service providers. Its operating subsidiaries are Jet Multimedia, which offers mobile
content, WAP and I-Mode services to the company's customers. LD Collectivities provides
networking infrastructure to other operators and local authorities. Wengo provides internet
telephony to all the customer segments. Efixo provides VoIP solutions to the customers, and
Fibres Optics Defense provides the optical connectivity within the business district of La
Defense.


1.2 Key Figures
Neuf Cegetel recorded a turnover (revenue) of $4,931.10 million (€3,348 million) during the
fiscal year ended 31st December 2007 up from $3,824.82 million (€2,897 million) during
the fiscal year ended 31st December 2006. In terms of US dollars, this translates to an
increase of 28.9 percent, which is mainly attributed to exchange rate fluctuations. In terms
of Euro, the increase in turnover was 15.5 percent.

The net income was $385.8 million (€262 million) in fiscal year 2007 up from $281.2 million
(€213 million) in fiscal year 2006, an increase of 37.1 percent in US dollars terms. In terms
of Euro, the increase in net income was 23.0 percent.

The company’s total assets witnessed an increase to $5,886.98 million (€3,997 million) in
fiscal year 2007 from $4,405.74 million (€3,337 million) in fiscal year 2006.

Neuf Cegetel employed 4,450 people in fiscal year 2007, up from 2,645 in fiscal year 200
				
DOCUMENT INFO
Description: Neuf Cegetel is a France based telecommunication service provider offering a comprehensive range of telecommunication services to residential, SOHO (Small Office/Home Office) customers, SMEs, and large corporations. It operates as a wholly owned subsidiary of France based mobile phone company 'SFR' from 2008. Neuf Cegetel's principal activity is to provide fixed and mobile telephony, internet, data services, and digital TV services. It also supplies network infrastructure services to other operators and internet service providers. Industry trends and drivers have a direct or indirect effect 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 Neuf Cegetel. 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 Neuf Cegetel 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 Neuf Cegetel. 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 Neuf Cegetel will buy these products and services. Level II opportunity areas h
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