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United Parcel Service, Inc. (UPS) is Atlanta (US) based global package delivery company. It operates in three business segments: 'US Domestic Package Operations' – provides delivery of packages across US; 'International Package Operations' – provides delivery of packages in almost 200 countries across Europe, Asia-Pacific, Canada, Latin America, and Caribbean; and 'Supply Chain & Freight Operations' – includes forwarding and logistics operations, supply chain design, solutions and management, freight distribution, custom brokerage, and consulting services. UPS also provides financial services to the customers through the subsidiary 'UPS Capital'.UPS delivers the services to residential and business customers across US, Europe, Asia-Pacific, Latin America, and Caribbean.
Industry trends & drivers have a direct or indirect effect on the IT spending of all companies operating within the industry. For example – growth in demand for data services might influence companies to upgrade their networks to support faster data transfer. 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 spending information available in ‘TechNavio', we have computed a ‘criticality score' for various IT products and services, for the telecom industry.
Various company level developments & events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition 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.
Using ‘criticality scores' and ‘demand scores' for various IT products and services, we have constructed the ‘IT Sales Opportunity Map' for hardware, software, services & communications categories. 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 UPS will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell. Level III opportunities have the lowest scores and hence, unlikely to sell.
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.
United Parcel Service-IT Sales Opportunities-2009: http://www.companiesandmarkets.com/r.ashx?id=VXJOV7DPN74317
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