China Netcom Group-IT Sales Oportunities-2008

"China Netcom Group (CNC), a subsidiary of China Unicom International Corporation, is one of the leading telecommunication service providers in China. The Company provides telecommunication services in the Northern region of China, which includes cities like Beijing, Tianjin, Hebei, Henan, Shandong, Liaoning, Heilongjiang, Jilin, Neimenggu and Shanxi. In addition to local and long distance phone services that account for a major part of its business, China Netcom Group also has diversified operations in the areas of broadband Internet access, managed data services, server co-location, web hosting etc. In addition to providing a complete range of telecommunication services to house-holds and the corporate segment, CNC also provides support services to the other communication carriers such as Occam Networks, China Unicom, MCI Group etc.

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 China Netcom.

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 China Netcom 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 China Netcom.

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 China Netcom will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to China Netcom. Level III opportunities have the lowest scores and hence, unlikely to sell to China Netcom.

The report is meant for IT vendors and intends to help them identify selling opportunities within the company. Further, the identified sales drivers can be used to penetrate these accounts or increase current share of the customer's wallet. Also, the report lists key IT spending decision makers, which will enable salesperson to directly contact the key executives within the company.TechNavio Insights is a set of reports based on TechNavio – a market intelligence platform for the IT industry. It builds on the intelligence available within TechNavio, and leverages on the custom research experience of the 'Technology Navigators'. TechNavio is built on years of experience of deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.

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