Royal Bank of Scotland - IT Sales Opportunities - 2008 by InfinitiResearch

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The Royal Bank of Scotland Group plc (RBS) is a holding company of The Royal Bank of Scotland plc (Royal Bank) and National Westminster Bank Plc (NatWest), which are United Kingdom based clearing banks. The company’s activities are organized in six business divisions: Corporate Markets (comprising Global Banking and Markets and United Kingdom Corporate Banking), Retail Markets (comprising Retail and Wealth Management), Ulster Bank, Citizens, RBS Insurance and Manufacturing.

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 Royal Bank of Scotland.

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 Royal Bank of Scotland 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 Royal Bank of Scotland. 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 Royal Bank of Scotland will buy these products and services. Level II opportunity areas have lower

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									Royal Bank of Scotland
   IT Sales Opportunities - 2008
                                                                 Ro ya l Ba nk of Sc ot la nd - 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 ................................................... 13
  4.4 Count ering F raud ..................................................................... 14
  4.5 Coverag e of U n-Ban ked & Un der-Banked Cu stomers ........................ 15
  4.6 Cutti ng Cost s & Gai ning Effici en cy ............................................... 15
  4.7 Enh an ci ng Paymen t Services ...................................................... 16
  4.8 Faci li ties Expan sion .................................................................. 16
  4.9 Imp rovi ng Cu st om er S ervice ...................................................... 17
  4.10 In creasin g Employee Produ ctivity .............................................. 18
  4.11 Merg ers & Acqui si tion s ............................................................ 18
  4.12 Partn ership s & All iances .......................................................... 18
  4.13 Prod u ct Mi x Exp an si on ............................................................ 19
5. Con clu sion ................................................................................. 20
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 21
  In dia.......................................................................................... 21
  UK ............................................................................................. 21
  USA ........................................................................................... 24
App endix B: Defi nition s .................................................................... 25
  B.1 Soft ware ............................................................................... 25
  B.2 Hard ware ............................................................................... 27
  B.3 Servi ces ................................................................................ 28
App endix C: Meth odol ogy .................................................................. 30
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 30
  C.2 Eval u ati ng Demand Score .......................................................... 33
Oth er Rep ort s in This S eri es .............................................................. 34




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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 ................................................. 30
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 31
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 31
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 32
Exhibit C5: Calculations for Estimating Demand Score .................................................. 33




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                                                             Ro ya l Ba nk of Sc ot la nd - 2 0 0 8




1. Company Overview

1.1 Business Overview
The Royal Bank of Scotland Group plc (RBS) is a holding company of The Royal Bank of
Scotland plc (Royal Bank) and National Westminster Bank Plc (NatWest), which are United
Kingdom based clearing banks. The company’s activities are organized in six business
divisions: Corporate Markets (comprising Global Banking and Markets and United Kingdom
Corporate Banking), Retail Markets (comprising Retail and Wealth Management), Ulster
Bank, Citizens, RBS Insurance and Manufacturing.


1.2 Key Figures
The group recorded revenues of $62,146 million (B31,115 million) during the fiscal year
ended 31st December 2007 u
								
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