Wachovia Corporation - IT Sales Opportunities - 2008 by InfinitiResearch

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Wachovia Corporation (Wachovia) is a financial and bank holding company. It provides commercial and retail banking, and trust services through full-service banking offices in Alabama, Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Illinois, Kansas, Maryland, Mississippi, Nevada, New Jersey, New York, North Carolina, Pennsylvania, South Carolina, Tennessee, Texas, Virginia and Washington, D.C. Company also provides various other financial services, including mortgage banking, investment banking, investment advisory, home equity lending, asset-based lending, leasing, insurance, international and securities brokerage services, through other subsidiaries. The company’s retail securities brokerage business is conducted through Wachovia Securities, LLC, and operates in 49 states.

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 Wachovia.

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 Wachovia 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 Wachovia. These maps h

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									Wachovia Corporation
  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 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 ............................................ 13
  4.3 Deli veri ng An ytim e- An ywh ere Ban kin g.......................................... 14
  4.4 Faci li ties Expan sion .................................................................. 15
  4.5 In creasing Employee Productivity ................................................ 15
  4.6 Merg ers & Acquisi tion s .............................................................. 16
  4.7 Part n ershi ps & Allian ces ............................................................ 16
  4.8 Promoti on al Ini tiatives .............................................................. 16
  4.9 R api d Produ ct Con figu rati on & Time-to-Market ............................... 17
  4.10 R eti rement Market Pen etration .................................................. 18
5. Con clu sion ................................................................................. 19
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 20
  USA ........................................................................................... 20
App endix B: Defi nition s .................................................................... 23
  B.1 Soft ware ............................................................................... 23
  B.2 Hard ware ............................................................................... 25
  B.3 Servi ces ................................................................................ 26
App endix C: Meth odol ogy .................................................................. 28
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 28
  C.2 Eval u ati ng Demand Score .......................................................... 31
Oth er Rep ort s in This S eri es .............................................................. 32




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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 ........................... 28
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 29
Exhibit C3: Cri tical ity Scores for Various Hardware Produ cts ..................... 29
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 30
Exhibit C5: Cal culation s for Estimating Deman d Score ............................. 31




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1. Company Overview

1.1 Business Overview
Wachovia Corporation (Wachovia) is a financial and bank holding company. It provides
commercial and retail banking, and trust services through full-service banking offices in
Alabama, Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Illinois,
Kansas, Maryland, Mississippi, Nevada, New Jersey, New York, North Carolina,
Pennsylvania, South Carolina, Tennessee, Texas, Virginia and Washington, D.C. Company
also provides various other financial services, including mortgage banking, investment
banking, investment advisory, home equity lending, asset-based lending, leasing,
insurance, international and securities brokerage services, through other subsidiaries. The
company’s retail securities brokerage business is conducted through Wachovia Securities,
LLC, and operates in 49 states.


1.2 Key Figures
The group recorded revenues of $31,579 million during the fiscal year ended 31st December
2007 up from $30,069 million during the fiscal year ended 31st December 2006, an
increase of 5.0 percent.

The net profit was $6,312 million in fiscal year 2007 up from $7,791 million in fiscal year
2006, decrease of 18.9 percent in US dollars terms.

The company’s total assets witnessed an increase to $7,82,896 million in 2007 from
$7,07,121 million in 2006.
Wachovia employed 1,21,890 people in 2007, up from 1,09,460 in 2006.


1.3 Corporate Headquarters
One Wachovia Center
Charlotte, NC 28288
United States
Tel: 1-704-374-6565
Fax: 1-704-374-3425
www.wachovia.com




                   
								
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