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Scania AB - IT Sales Opportunities - 2008

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Scania is a leading manufacturer of heavy trucks and buses as well as industrial and marine engines. The company also markets and sells a broad range of service-related products and financing services. The company also provides related services in maintenance, rental, second-hand vehicles and financing. Scania is operational internationally, with activities in Europe, Latin America, Asia, Africa and Australia. Scania is the world’s third largest maker for heavy trucks and the world’s third largest maker in the heavy bus segment. 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 Scania 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 Scania 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 Scania 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 Scania. 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 Scania will buy these products an

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									     Scania AB
IT Sales Opportunities - 2008
                                                                                                        Sc ani a A B - 2 0 0 8




                                              Table of Contents
1. Comp any Overvi ew ....................................................................................... 4
   1.1 B usin ess Overvi ew ..................................................................................... 4
   1.2 Key Figures ................................................................................................ 4
   1.3 Corp orate Headqua rt ers ........................................................................... 4
2. I T Sp en din g & Deployment s ............................................................................ 5
3. I T Sal es Opp ort uniti es ..................................................................................... 6
   3.1 I T Sal es Op p ort uniti es - Software ............................................................... 7
   3.2 I T Sal es Op p ort uniti es - H ardware ............................................................. 9
   3.3 I T Sal es Op p ort uniti es - Services .............................................................. 11
4. Sal es Drivers ................................................................................................. 13
   4.1 Ca pac it y E xp an sion ................................................................................ 13
   4.2 Coll ab orati on & Partn ersh ip .................................................................... 13
   4.3 Cost Cuttin g & Op erati onal Effi ciency .................................................... 13
   4.4 Geograp hic E xpan si on ............................................................................ 14
   4.5 Introducing New Products ....................................................................... 14
   4.6 Man ufact urin g Process Improvement s .................................................... 15
5. Con cl usi on ................................................................................................... 16
Ap p en dix A: Key I T Deci si on M ak ers................................................................. 17
   Aust rali a ....................................................................................................... 17
   B ra zi l ............................................................................................................. 17
   Ital y .............................................................................................................. 17
   Neth erl an ds .................................................................................................. 18
   Sweden ......................................................................................................... 18
Ap p en dix B : Defi niti on s .................................................................................... 20
   B .1 Software .................................................................................................. 20
   B .2 Ha rdware ................................................................................................ 22
   B .3 Servi ces ................................................................................................... 23
Ap p en dix C: Meth odol ogy .............................................................................. 25
   C.1 E va l uatin g Criticalit y Sc ore .................................................................... 25
   C.2 E va l uatin g Deman d Sc ore ...................................................................... 28
Oth er Rep orts in Thi s Seri es .............................................................................. 29




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                                                                                             Sc ani a A B - 2 0 0 8




                                           List of Exhibits
E xhi bit 2.1: IT Depl oyment Detail s ...................................................................... 5
E xhi bit 3.1: Software Sales Opp ort unit y Map ...................................................... 7
E xhi bit 3.2: Op p ort uniti es and Relat ed Sal es Drivers for Software ...................... 8
E xhi bit 3.3: Hardwa re Sal es Opp ortunit y Ma p .................................................... 9
E xhi bit 3.4: Op p ort uniti es and Relat ed Sal es Drivers for Hardware .................. 10
E xhi bit 3.5: IT Servi ces Sal es Opp ortunit y Map ................................................. 11
E xhi bit 3.6: Op p ort uniti es and Relat ed Sal es Drivers for IT Services .................. 12
E xhi bit 4.1: Key Geograp hic E xpansi on Plan s ................................................... 14
E xhi bit C1: Calc ulati on s for E stimating Criticalit y Score ................................... 25
E xhi bit C2: Critic alit y Sc ores for Vari ous Software Ap p licati on s ....................... 26
E xhi bit C3: Critic alit y Sc ores for Vari ous Hardwa re Products............................ 26
E xhi bit C4: Critic alit y Sc ores for Vari ous IT Servi ces.......................................... 27
E xhi bit C5: Calc ulati on s for E stimating Demand Score .................................... 28




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                                                                           Sc ani a A B - 2 0 0 8




1. Company Overview

1.1 Business Overview
Scania is a leading manufacturer of heavy trucks and buses as well as industrial and marine
engines. The company also markets and sells a broad range of service-related products and
financing services. The company also provides related services in maintenance, rental,
second-hand vehicles and financing. Scania is operational internationally, with activities in
Europe, Latin America, Asia, Africa and Australia. Scania is the world’s third largest maker
for heavy tr
								
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