TELUS Corporation-IT Sales Opportunities - 2008

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					TELUS Corporation
 IT Sales Opportunities - 2008
                                                                                       TEL US C or p or a ti on - 2 0 0 8




                                           Table of Contents

1. Compan y Overvi ew ....................................................................................... 4
   1.1 Busin ess Overvi ew ..................................................................................... 4
   1.2 Key Figures ............................................................................................... 4
   1.3 Corp orate Headquart ers .......................................................................... 4
2. I T Spendin g an d Depl oyment s ........................................................................ 5
3. I T Sales 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 - Hardware ............................................................. 9
   3.3 I T Sal es Op p ort uniti es - Services ............................................................. 11
4. Sales Drivers ................................................................................................. 13
   4.1 Accel eratin g Time t o Market New Services ............................................ 13
   4.2 Busin ess Contin uity & Ri sk Management ................................................. 13
   4.3 Cust omer Segmentati on & Targeting ...................................................... 13
   4.4 Cust omer Servi ce .................................................................................... 14
   4.5 Cust omi zed & Person ali zed Offerings ..................................................... 15
   4.6 Digital Ri ght s M anagement .................................................................... 15
   4.7 Empl oyee Producti vi t y & Compensation Management .......................... 15
   4.8 Enterp ri se Security .................................................................................. 16
   4.9 Growth from B undled Offerings .............................................................. 16
   4.10 Growth from Gamin g ............................................................................ 17
   4.11 Growth from M -Commerce and M - Payments ........................................ 17
   4.12 Growth from M ob ile B roadband ........................................................... 18
   4.13 Growth from M ob ile TV ......................................................................... 18
   4.14 M ergers & Acq uisiti on s .......................................................................... 18
   4.15 Partn ersh ip s, Al l iances & Licensing ....................................................... 19
   4.16 Providi ng Low Cost Tel ephony Using V oIP ............................................. 19
5. Conclusi on ................................................................................................... 20
Appendix A: Key I T Sp en din g Decision M akers ................................................. 21
   Canada ........................................................................................................ 21
Appendix B : Defi niti on s .................................................................................... 24
   B.1 Software ................................................................................................. 24
   B.2 Hardware ................................................................................................ 26
   B.3 Servi ces .................................................................................................. 27
Appendix C: M eth odol ogy ............................................................................... 29
   C.1 E val uatin g Criticalit y Sc ore .................................................................... 29
   C.2 E val uatin g Deman d Score ..................................................................... 32
Other Rep orts in Thi s Seri es .............................................................................. 33




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                                                                                 TEL US C or p or a ti on - 2 0 0 8




                                           List of Exhibits

E xhibit 2.1: IT Depl oyment Detail s ...................................................................... 5
E xhibit 3.1: Software Sales Opp ort unities M ap ................................................... 7
E xhibit 3.2: Op p ort uniti es and Relat ed Sales Drivers for Software ...................... 8
E xhibit 3.3: Hardware Sal es Opp ortunities M ap .................................................. 9
E xhibit 3.4: Op p ort uniti es and Relat ed Sales Drivers for Hardware .................. 10
E xhibit 3.5: IT Servi ces Sal es Opp ortunities M ap ............................................... 11
E xhibit 3.6: Op p ort uniti es and Relat ed Sales Drivers for IT Services .................. 12
E xhibit C1: Calculati on s for E stimating Criticalit y Score ................................... 29
E xhibit C2: Criticalit y Scores for Various Software Applications ....................... 30
E xhibit C3: Criticalit y Scores for Various Hardware Products ............................ 30
E xhibit C4: Criticalit y Scores for Various IT Services .......................................... 31
E xhibit C5: Calculati on s for E stimating Demand Score .................................... 32




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                                                                   TEL US C or p or a ti on - 2 0 0 8




1. Company Overview

1.1 Business Overview
TELUS Corporation (TELUS) is the second largest national telecommunications service
provider in Canada. The Company offers various services such as voice, data and
entertainment in both wired as well as wireless technology. It provides wired voice services
to more than 4.4 million people, with high speed Internet access to more than 1 million
customers. Computer telephony is another major segment of its wired operational segment.
The wireless segment covers more than 5.6 million customers across Canada with voice,
data and mobile Internet services. Through its TELUS TV unit, t
				
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Description: TELUS Corporation (TELUS) is the second largest national telecommunications service provider in Canada. The Company offers various services such as voice, data and entertainment in both wired as well as wireless technology. It provides wired voice services to more than 4.4 million people, with high speed Internet access to more than 1 million customers. Computer telephony is another major segment of its wired operational segment. The wireless segment covers more than 5.6 million customers across Canada with voice, data and mobile Internet services. Through its TELUS TV unit, the company also offers video on demand, pay per view television services etc. TELUS Corporation operates as a local exchange-carrier in British Columbia, Alberta and eastern Quebec. Further, it also provides consulting services in network management for the corporate review. 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 TELUS Corporation. 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 TELUS Corporation 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 hard
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