Telekom Austria-IT Sales Opportunities-2008 by InfinitiResearch

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Telekom Austria AG (Telekom Austria) is an Austria based telecommunication company. The company's business segments include fixed net and mobile communications. The fixed net segment comprises voice telephony and data communications, Internet access, value-added and wholesale services. In the mobile communications segment, Telekom Austria provides switched voice telephony and value added services. Telekom Austria also has telecom holdings in Central and South-eastern Europe.
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 Telekom Austria.
Further, 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 Telekom Austria 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 (including telecom equipment), software and IT services for Telekom Austria. 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 Telekom Austria will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Telekom Austria. Level III opportunities have the lowest scores and hence, unlikely to sell to Telekom Austria.
The report is meant for IT and telecom equipment vendors and intends to help them identify selling opportunities within th

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Telekom Austria
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 ................................................................... 7
   3.1 IT Sales Opportuniti es - Software ............................................... 8
   3.2 IT Sales Opportuniti es - Hardware ............................................. 11
   3.3 IT Sales Opportuniti es - Services ............................................... 13
4. Sal es Drivers .............................................................................. 16
   4.1 Bu sin ess Continuity & Risk Man agement ...................................... 16
   4.2 Bu sin ess Portfolio Man agemen t ................................................. 16
   4.3 Customer Service ................................................................... 17
   4.4 Growth from Bun dled Offerings ................................................. 17
   4.5 Growth from Location Based Servi ces ......................................... 18
   4.6 Growth from Mobile Broadban d .................................................. 18
   4.7 In creasing ARPU from Existing Services ....................................... 19
   4.8 Mergers & Acqui si tion s ............................................................ 19
   4.9 Network Coverage & Capacity Expansi on ..................................... 20
   4.10 Understan ding Market Needs ................................................... 20
5. Con clu sion ................................................................................. 21
Appendix A: K ey IT Spen ding Deci sion Makers ....................................... 22
   Au stria ...................................................................................... 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
   C.1 Evalu ating Criticality Score ...................................................... 29
   C.2 Evalu ating Demand Score ........................................................ 32
Oth er Reports in t his Seri es ............................................................... 33




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                                  List of Exhibits
Exhibit 2.1: IT Deployment Details ....................................................... 5
Exhibit 3.1: Software Sales Opportunities Map ........................................ 8
Exhibit 3.2: Opportunities and Related Sal es Dri vers for Software ............... 9
Exhibit 3.3: Hardware Sales Opportunities Map ...................................... 11
Exhibit 3.4: Opportunities and Related Sal es Dri vers for Hardware ............. 12
Exhibit 3.5: IT Services Sales Opportuniti es Map .................................... 13
Exhibit 3.6: Opportunities and Related Sal es Dri vers for IT Servi ces ........... 14
Exhibit C1: Calculation s for Estimating Cri ticality Score ........................... 29
Exhibit C2: Criticality Scores for Various Soft ware Application s ................. 30
Exhibit C3: Criticality Scores for Various Hardware Produ cts .................... 30
Exhibit C4: Criticality Scores for Various IT Servi ces ............................... 31
Exhibit C5: Calculation s for Estimating Deman d Score ............................. 32




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1. Company Overview

1.1 Business Overview
Telekom Austria AG (Telekom Austria) is an Austria based telecommunication company. The
company's business segments include fixed net and mobile communications. The fixed net
segment comprises voice telephony and data communications, Internet access, value-added
and wholesale services. In the mobile communications segment, Telekom Austria provides
switched voice telephony and value added services. Telekom Austria also has telecom
holdings in Central and South-eastern Europe.


1.2 Key Figures
The group recorded revenues of $7,243.5 million (EUR 4,918 million) during the fiscal year
ended 31st December 2007 up from $6,283.2 million (EUR 4,759 million) during the
previous fiscal year. In terms of US dollars, this translates to an increase of 15.3 percent,
which is mainly attributed to exchange rate fluctuations. In terms of Euro, the increase in
revenue was 3.34 percent.

The net profit was $4,803 million (EUR 3,261 million) in fiscal year 2007 compared to
$4,772.8 million (EUR 3,615 million) in fiscal year 2006, a change of 0.6 percent in US
dollars terms. In terms of Euro, the decrease in net profit was 9.8 percent.

The company’s total assets witnessed an increase to $13,260.1 million (EUR 9,003 million)
in fiscal year 2007 from $9,979.9 million (EUR 7,559 million) in fiscal year 2006.
Telekom Austria employed 17,628 people in fiscal year 2007, up from 15,428 in fiscal year
2006.


1.3 Corporate Headquarters
Telekom Austria Group
Lassallestraße 9
1020 Vienna
Tel: +43-59-059-10
Fax: 0800-100-109
www.telekomaustria.com




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