UnitedHealth Group - IT Sales Opportunities - 2008

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					UnitedHealth Group
 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 Corp orat e Headqu art ers ............................................................. 4
2. IT Sp ending & Depl oyment s ............................................................ 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 Bu sin ess Port folio Man agemen t ................................................... 13
  4.2 Cutti ng Cost s & Gai ning Effici en cy ............................................... 13
  4.3 Effi cien cy in Handli ng In su ran ce Claims ........................................ 14
  4.4 Elect ronic Heal th R ecord s .......................................................... 14
  4.5 Exp an si on in Servi ce Offerings ................................................... 14
  4.6 Imp rovi ng Decision -Maki ng ........................................................ 14
  4.7 In teg rating & Imp roving Patient Care Delivery ............................... 15
  4.8 Merg ers & Acquisi tion s .............................................................. 15
  4.9 Onli ne Heal th Servi ces for Citiz en s .............................................. 15
  4.10 Partn ership s & All iances .......................................................... 16
  4.11 R em ot e Healthcare & Tel e-medi cine ........................................... 17
5. Con clu sion ................................................................................. 18
App endix A: K ey IT Deci si on Makers .................................................... 19
  USA ........................................................................................... 19
App endix B: Defi nition s .................................................................... 21
  B.1 Soft ware ............................................................................... 21
  B.2 Hard ware ............................................................................... 23
  B.3 Servi ces ................................................................................ 24
App endix C: Meth odol ogy .................................................................. 26
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 26
  C.2 Eval u ati ng Demand Score .......................................................... 29
Oth er Rep ort s in This S eri es .............................................................. 30




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                                   List of Exhibits
Exhibit 2.1: IT Deploym ent Details ....................................................... 5
Exhibit 3.1: Soft ware Sal es Opportunities Map ........................................ 7
Exhibit 3.2: Opp ortunities and Related Sal es Dri vers for Software ............... 8
Exhibit 3.3: Hardware Sales Opportunities Map ....................................... 9
Exhibit 3.4: Opp ortunities and Related Sal es Dri vers for Hardware ............. 10
Exhibit 3.5: IT Services Sales Opportuniti es Map .................................... 11
Exhibit 3.6: Opp ortunities and Related Sal es Dri vers for IT Servi ces ........... 12
Exhibit C1: Cal culation s for Estimating Cri ticality Score ........................... 26
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 27
Exhibit C3: Cri tical ity Scores for Various IT Hardware ............................. 27
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 28
Exhibit C.5: Calculation s for Estimating Deman d Score ............................ 29




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1. Company Overview

1.1 Business Overview
UnitedHealth Group Incorporated (UnitedHealth Group) is a diversified health and well-being
company, serving approximately 70 million Americans. The Company provides individuals
with access to healthcare services and resources through more than 560,000 physicians and
other healthcare providers and 4,800 hospitals across the United States. UnitedHealth
Group conducts its operations through four operating divisions: Health Care Services,
OptumHealth, Ingenix and Prescription Solutions.


1.2 Key Figures
The group recorded revenues of $75,431 million during the fiscal year ended 31st December
2007, up from $71,542 million in 2006. This translates to an increase of 5.4 percent.

The net profit was $4,654 million in 2007 up from $4,159 in 2006, an increase of 11.9
percent.

The company’s total assets witnessed an increase to $50,899 million in 2007 from $48,320
million in 2006.

UnitedHealth Group employed 67,000 people in 2007, up from 58,000 in 2006.


1.3 Corporate Headquarters
UnitedHealth Group Center
9900 Bren Road East
Minnetonka, MN 55343
United States
Tel: 1-952-936-1300
Fax:1-952-936-1949
www.unitedhealthgroup.com




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2. IT Spending & Deployments
UnitedHealth Group’s spending on IT products & services stood at $2,414 million in 2007 up
from $2,289 million in 2006.
Exhibit 2.1 lays out the major, available deployments of various IT products and services of
UnitedHealth Group.

Exhibit 2.1: IT Deploym
				
DOCUMENT INFO
Description: UnitedHealth Group Incorporated (UnitedHealth Group) is a diversified health and well-being company, serving approximately 70 million Americans. The Company provides individuals with access to healthcare services and resources through more than 560,000 physicians and other healthcare providers and 4,800 hospitals across the United States. UnitedHealth Group conducts its operations through four operating divisions: Health Care Services, OptumHealth, Ingenix and Prescription Solutions. Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increase in competition might influence UnitedHealth Group to relook at their customer service, resulting in selling opportunities for CRM 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 UnitedHealth Group 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 UnitedHealth Group 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 UnitedHealth Group. 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 UnitedHealth Group will buy these products and s
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Infiniti Research provides actionable market intelligence, strategic intelligence, competitive intelligence and customer intelligence to leading companies worldwide. We have extensive access to market information and established contacts with decision makers in the corporate world that we bring to all our projects. Our clients range from rapidly growing start-up's to blue-chip Fortune 500 companies. Our research services cover 50+ countries and we deliver 200+ market research projects every year. TechNavio is the market intelligence platform of Infiniti Research and is built on a foundation of fact-based information and insights drawn from the leaders, doers and influencers of the corporate world.