Rogers Communications-IT Sales Opportunities-2008

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					Rogers Communications
   IT Sales Opportunities - 2008
                                                                Ro ger s C o mm uni ca ti ons - 2 0 0 8
                                                                             Rogers Communications




                                   Table of Contents

1. Company Overvi ew ........................................................................ 5
  1.1 Bu sin ess Overview .................................................................... 5
  1.2 K ey Figu res ............................................................................. 5
  1.3 Corporate Headqu arters ............................................................. 5
2. IT Spending and Depl oymen ts ......................................................... 6
3. IT Sal es Opportunities ................................................................... 7
  3.1 IT Sales Opportuniti es - Software................................................. 8
  3.2 IT Sales Opportuniti es - Hardware ............................................... 10
  3.3 IT Sales Opportuniti es - Services ................................................ 12
4. Sal es Drivers .............................................................................. 14
  4.1 Customer Data Protection .......................................................... 14
  4.2 Customer Segmen tati on & Targeting ............................................ 14
  4.3 Customer Service .................................................................... 15
  4.4 Employee Productivity & Compen sation Management ....................... 15
  4.5 Enterprise Secu rity .................................................................. 16
  4.6 Growth from Bun dled Offerings ................................................... 16
  4.7 Growth from Gamin g ................................................................ 17
  4.8 Growth from Intern ati on al Mobility .............................................. 17
  4.9 Growth from M-Commerce and M - Payments ................................... 17
  4.10 Growth from Mobile Broadban d ................................................. 18
  4.11 Growth from Mobile TV ............................................................ 18
  4.12 Mergers & Acquisition s ............................................................ 18
  4.13 Partn erships, Allian ces & Li cen sing ............................................ 19
  4.14 Providing Low Cost Teleph on y Using VoIP .................................... 19
  4.15 Supply Chain Management ....................................................... 20
  4.16 Upgrading Network to En abl e New Servi ces .................................. 20
5. Con clu sion ................................................................................. 21
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 22
  Can ada ....................................................................................... 22
Appendix B: Definition s .................................................................... 24
  B.1 Software ............................................................................... 24
  B.2 Hardware ............................................................................... 26
  B.3 Servi ces ................................................................................ 27
Appendix C: Meth odol ogy .................................................................. 29




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                                                                         Rogers Communications




  C.1 Evalu ating Criticality Score ........................................................ 29
  C.2 Evalu ating Demand Score .......................................................... 32
Oth er Reports in This Seri es .............................................................. 33




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                                                                                         Rogers Communications




                                           List of Exhibits

Exhibit 2.1: IT Deployment Details ............................................................................... 6
Exhibit 3.1: Software Sales Opportunities Map ............................................................... 8
Exhibit 3.2: Opportunities and Related Sales Drivers for Software .................................... 9
Exhibit 3.3: Hardware Sales Opportunities Map ............................................................ 10
Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware ................................. 11
Exhibit 3.5: IT Services Sales Opportunities Map .......................................................... 12
Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services ............................... 13
Exhibit C1: Calculations for Estimating Criticality Score ................................................. 29
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 30
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 30
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 31
Exhibit C5: Calculations for Estimating Demand Score .................................................. 32




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                                                                        Rogers Communications




1. Company Overview

1.1 Business Overview
Head quartered in Canada, Rogers Communications is a diversified public holding company.
It operates under three major segments: Wireless, Media and Cable segme
				
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Description: Head quartered in Canada, Rogers Communications is a diversified public holding company. It operates under three major segments: Wireless, Media and Cable segments. The Wireless segment provides wireless communications operations, under the brand of Rogers Wireless Partnership (RWP) and Fido solutions Inc., (Fido). The Cable segment provides cable network services, and consists of its wholly owned cable subsidiaries, which includes Rogers Cable Communications Inc., (RCCI). The Media segment provides business solutions under the brands Rogers Business solutions and Rogers Retail. 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 Rogers Communications. 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 Rogers Communications 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 Rogers Communications. 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 Ro
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