Wells Fargo & Company
IT Sales Opportunities - 2008
Wel ls Far g o & Co mp any - 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 Coverag e of U n-in su red & Un der-in sured Cu stomers ........................ 13
4.3 Cross-Sel li ng & Prod uct Bu ndling ................................................ 14
4.4 Cust omer Eng agement Management ............................................. 14
4.5 Deli veri ng An ytim e- An ywh ere Ban kin g ......................................... 15
4.6 Faci li ties Expan sion.................................................................. 15
4.7 Imp rovi ng Cu st om er S ervice ...................................................... 16
4.8 Merg ers & Acquisi tion s.............................................................. 17
4.9 Part n ershi ps & Allian ces ............................................................ 17
4.10 Promoti onal Ini tiatives ............................................................ 18
4.11 Shi ft t o Pap erl ess Ban king ....................................................... 18
5. Con clu sion ................................................................................. 20
App endix A: K ey IT S pen ding Deci sion Makers ....................................... 21
USA ........................................................................................... 21
App endix B: Defi nition s .................................................................... 25
B.1 Soft ware ............................................................................... 25
B.2 Hard ware ............................................................................... 27
B.3 Servi ces ................................................................................ 28
App endix C: Meth odol ogy .................................................................. 30
C.1 Eval u ati ng Cri tical ity Score ........................................................ 30
C.2 Eval u ati ng Demand Score .......................................................... 33
Oth er Rep ort s in This S eri es .............................................................. 34
2
Wel ls Far g o & Co mp any - 2 0 0 8
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 ........................... 30
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 31
Exhibit C3: Cri tical ity Scores for Various Hardware Produ cts ..................... 31
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 32
Exhibit C5: Cal culation s for Estimating Deman d Score ............................. 33
3
Wel ls Far g o & Co mp any - 2 0 0 8
1. Company Overview
1.1 Business Overview
Wells Fargo & Company is a financial and bank holding company. It is a diversified financial
services company and provides retail, commercial and corporate banking services through
banking stores located in 23 states. In addition, it provides other financial services through
subsidiaries engaged in various businesses, principally wholesale banking, mortgage
banking, consumer finance, equipment leasing, agricultural finance, commercial finance,
securities brokerage and investment banking, insurance agency and brokerage services,
computer and data processing services, trust services, investment advisory services and
venture capital investment. It operates in three segments: Community Banking, Wholesale
Banking and Wells Fargo Financial.
1.2 Key Figures
The company recorded revenues of $39,390 million during the fiscal year ended 31st
December 2007 up from $35,691 million during the fiscal year ended 31st December 2006.
This translates to an increase of 10.4 percent.
The net profit was $8,057 million in fiscal 2007 down from $8,420 million in fiscal 2006,
decrease of 4.3 percent.
The company’s total assets witnessed an increase to $575,442 million in fiscal 2007 from
$481,996 million in fiscal 2006.
Wells Fargo employed 1,59,800 people in fiscal 2007, up from 1,58,000 in fiscal 2006.
1.3 Corporate Headquarters
420 Montgomery Street
San Francisco, CA 94163
United States
Te