Tele Norte Leste-IT Sales Opportunities-2008

Tele Norte Leste (TNL) is a Brazil-based telecommunication service provider. The company operates in Brazil and South America, and serves residential clients, companies and governmental agencies. TNL’s portfolio includes services for local fixed-line, network usage (inter-connection), intra-regional (intra-state and inter-state), national/international long-distance, public telephone, traffic transportation and mobile telecommunications. In addition, the company is also involved in data transmission services, and offers value-added services, such as voice mail, caller ID, directory assistance and voice services. The company’s subsidiaries include Telemar Norte Leste S.A. (Telemar), TNL PCS S.A. (Oi) and TNL PCS Participacoes S.A.

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 Tele Norte Leste .

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

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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