Volvo Group - IT Sales Opportunities 2008

Volvo is a supplier of commercial transport solutions providing products, such as trucks, buses, construction equipment, drive systems for marine and industrial applications, as well as aircraft engine components. The company is also engaged in providing financial services. The business areas of the Company are Volvo Trucks, Renault Trucks, Mack Trucks, Trucks Asia, Buses, Construction Equipment, Volvo Penta, Volvo Aero and Customer Finance. The business units include Volvo Powertrain, Volvo 3P, Volvo IT, Volvo Logistics and Volvo Parts.

Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example - increase in sourcing from low cost countries might influence Volvo to relook at their supply chains, resulting in selling opportunities for SCM 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 Volvo

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

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 enables 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 Infiniti Research in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.