UniCredit S.p.A. - IT Sales Opportunities - 2008 by InfinitiResearch

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UniCredit S.p.A. is a holding company of an Italian banking group. The Group is divided into eight divisions: Asset Management, Retail, Central Eastern Europe, Poland's Markets, Corporate, Markets and Investment Banking, Private Banking and Household Banking. Through its network of companies, the Group provides a range of products and services that include traditional banking products, bancassurance, loans, leasing and investment products, which it offers to individuals and households, as well as professionals, small and medium companies and corporations. The Group owns local banks in a number of Central-Eastern European countries (CEECs), including Poland, Bulgaria, Croatia, Turkey, Slovakia, Romania and the CzechRepublic. Unicredit S.p.A. is also present through offices and representatives worldwide in Europe, Asia and the United States. In the fiscal year ended December 31, 2007, UniCredit acquired Capitalia Group.

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 UniCredit.

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 UniCredit 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

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									UniCredit S.p.A.
IT Sales Opportunities - 2008
                                                                           Uni Cr e dit S. p. A . - 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 Cust omer Seg m en tati on & Targeting ............................................ 14
  4.3 Cutti ng Cost s & Gai ning Effici en cy ............................................... 14
  4.4 Faci li ties Expan sion .................................................................. 15
  4.5 Globall y In t eg rat ed Ban king Platform ........................................... 15
  4.6 Imp rovi ng Cu st om er S ervice ...................................................... 16
  4.7 In creasing Employee Productivity ................................................ 17
  4.8 Merg ers & Acquisi tion s .............................................................. 17
  4.9 Part n ershi ps & Allian ces ............................................................ 18
  4.10 Promoti onal Ini tiatives ............................................................ 18
  4.11 Rapi d Prod u ct Con fi gu ration & Time-to-Market ............................. 19
5. Con clu sion ................................................................................. 20
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 21
  Ital y .......................................................................................... 21
App endix B: Defi nition s .................................................................... 22
  B.1 Soft ware ............................................................................... 22
  B.2 Hard ware ............................................................................... 24
  B.3 Servi ces ................................................................................ 25
App endix C: Meth odol ogy .................................................................. 27
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 27
  C.2 Eval u ati ng Demand Score .......................................................... 30
Oth er Rep ort s in This S eri es .............................................................. 31




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                                                                                    Uni Cr e dit S. p. A . - 2 0 0 8




                                           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 C1: Calculations for Estimating Criticality Score ................................................. 27
Exhibit C2: Criticality Scores for Various Software Applications ...................................... 28
Exhibit C3: Criticality Scores for Various Hardware Products .......................................... 28
Exhibit C4: Criticality Scores for Various IT Services ..................................................... 29
Exhibit C5: Calculations for Estimating Demand Score .................................................. 30




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                                                                     Uni Cr e dit S. p. A . - 2 0 0 8




1. Company Overview

1.1 Business Overview
UniCredit S.p.A. is a holding company of an Italian banking group. The Group is divided into
eight divisions: Asset Management, Retail, Central Eastern Europe, Poland's Markets,
Corporate, Markets and Investment Banking, Private Banking and Household Banking.
Through its network of companies, the Group provides a range of products and services that
include traditional banking products, bancassurance, loans, leasing and investment
products, which it offers to individuals and households, as well as professionals, small and
medium companies and corporations. The Group owns local banks in a number of Central-
Eastern European countries (CEECs), including Poland, Bulgaria, Croatia, Turkey, Slovakia,
Romania and the Czech Republic. Unicredit S.p.A. is also present through offices and
representatives worldwide in Europe, Asia and the United States. In the fiscal year ended
December 31, 2007, UniCredit acquired Capitalia Group.


1.2 Key Figures
The group recorded revenues of $82,456 million (€56,022 million) during the fiscal year
ended 31st December 2007 up from $62,268 million (€47,198 million) during the fiscal year
ended 31st December 2006. In terms of US dollars, this translates to an increase of 32.4
percent, which is mainly attributed to exchange rate fluctuations. In terms of Euro, the
increase in revenue was 18.7 percent.

The net profit was $8,774 million (€5,961 million) in fiscal year 2007 up from $7,168 million
(€5,448 million) in fiscal year 2006, an increase of 22.1 percent in US dollars terms. In
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