Leading Manufacturing Companies in Europe - IT Sales Opportunities - 2008

Publication Date	November 2008
Publisher	Infiniti Research
Product Type	Report
Pages	73
ISBN Number	not applicable
Product Code	INF00284

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Summary

This is a bundle of the following company profiles and is available at a discount of 33% over the total price of individual reports:

ArcelorMittal
Nestle SA
Siemens AG

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 ArcelorMittal, Nestle SA and Siemens AG.

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

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

Content

ArcelorMittal
1. Company Overview
- 1.1 Business Overview
- 1.2 Key Figures
- 1.3 Corporate Headquarters
2. IT Spending and Deployments
3. IT Sales Opportunities
- 3.1 IT Sales Opportunities - Software
- 3.2 IT Sales Opportunities - Hardware
- 3.3 IT Sales Opportunities - Services
4. Sales Drivers
- 4.1 Being Environmental Friendly
- 4.2 Business Portfolio Management
- 4.3 Capacity Expansion
- 4.4 Collaboration & Partnership
- 4.5 Cost Cutting & Operational Efficiency
- 4.6 Currency & Forex Management
- 4.7 Employee Productivity & Compensation Management
- 4.8 Expanding Research & Development Activities
- 4.9 Geographical Expansion
- 4.10 Information & Knowledge Management
- 4.11 Integrated Management of Manufacturing Operations
- 4.12 Introducing New Products
- 4.13 IT Infrastructure Integration & Rationalization
- 4.14 Maintaining Quality Standards
- 4.15 Manufacturing Process Improvements
- 4.16 Mergers & Acquisitions
- 4.17 Sales Force Expansion
- 4.18 Understanding Customer needs
5. Conclusion
6. Key IT Spending Decision Makers
- 6.1 Brazil
- 6.2 Luxembourg
- 6.3 Netherlands
- 6.4 Spain
  - Nestle SA
1. Company Overview
- 1.1 Business Overview
- 1.2 Key Figures
- 1.3 Corporate Headquarters
2. IT Spending and Deployments
3. IT Sales Opportunities
- 3.1 IT Sales Opportunities - Software
- 3.2 IT Sales Opportunities - Hardware
- 3.3 IT Sales Opportunities - Services
4. Sales Drivers
- 4.1 Being Environmental Friendly
- 4.2 Business Portfolio Management
- 4.3 Capacity Expansion
- 4.4 Collaboration & Partnership
- 4.5 Expanding Research & Development Activities
- 4.6 Opening New Facility
- 4.7 Introducing New Products
- 4.8 Mergers & Acquisitions
- 4.9 Online Sales & Marketing
- 4.10 Undertaking New Sales & Marketing Initiative
5. Conclusion
6. Key IT Spending Decision Makers
- 6.1 Switzerland
  - Siemens AG
1. Company Overview
- 1.1 Business Overview
- 1.2 Key Figures
- 1.3 Corporate Headquarters
2. IT Spending and Deployments
3. IT Sales Opportunities
- 3.1 IT Sales Opportunities - Software
- 3.2 IT Sales Opportunities - Hardware
- 3.3 IT Sales Opportunities - Services
4. Sales Drivers
- 4.1 Being Environmental Friendly
- 4.2 Business Portfolio Management
- 4.3 Business Risk management
- 4.4 Capacity Expansion
- 4.5 Collaboration & Partnership
- 4.6 Cost Cutting & Operational Efficiency
- 4.7 Currency & Forex Management
- 4.8 Expanding Research & Development Activities
- 4.9 Improving Customer Service
- 4.10 Mergers & Acquisitions
- 4.11 Offshoring & Outsourcing
- 4.12 Opening New Facility
5. Conclusion
6. Key IT Spending Decision Makers
- 6.1 Germany
- 6.2 USA
- Appendix
- Appendix A: Definitions
  - A.1 Software
  - A.2 Hardware
  - A.3 Services
- Appendix B: Methodology
  - B.1 Evaluating Criticality Score
  - B.2 Evaluating Demand Score
  - Other Reports in This Serie
List of Exhibits
- ArcelorMittal
  - Exhibit 2.1: IT Deployment Details
  - Exhibit 3.1: Software Sales Opportunities Map
  - Exhibit 3.2: Opportunities and Related Sales Drivers for Software
  - Exhibit 3.3: Hardware Sales Opportunities Map
  - Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
  - Exhibit 3.5: IT Services Sales Opportunities Map
  - Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
  - Exhibit 4.1: Key Capacity Expansion Plans
  - Exhibit 4.2: Key Geographical Expansion Plan
- Nestle SA
  - Exhibit 2.1: IT Deployment Details
  - Exhibit 3.1: Software Sales Opportunities Map
  - Exhibit 3.2: Opportunities and Related Sales Drivers for Software
  - Exhibit 3.3: Hardware Sales Opportunities Map
  - Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
  - Exhibit 3.5: IT Services Sales Opportunities Map
  - Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
  - Exhibit 4.1: Key Capacity Expansion Plans
  - Exhibit 4.2: Key Geographical Expansion Plans
- Siemens AG
  - Exhibit 2.1: IT Deployment Details
  - Exhibit 3.1: Software Sales Opportunities Map
  - Exhibit 3.2: Opportunities and Related Sales Drivers for Software
  - Exhibit 3.3: Hardware Sales Opportunities Map
  - Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
  - Exhibit 3.5: IT Services Sales Opportunities Map
  - Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
  - Exhibit 4.1: Key Capacity Expansion Plans
  - Exhibit 4.2: Key Geographical Expansion Plans
- Appendix
  - Exhibit B1: Calculations for Estimating Criticality Score
  - Exhibit B2: Criticality Scores for Various Software Applications
  - Exhibit B3: Criticality Scores for Various Hardware Products
  - Exhibit B4: Criticality Scores for Various IT Services
  - Exhibit B5: Calculations for Estimating Demand Score