Banco Santander S.A. - IT Sales Opportunities - 2008

Published by: Infiniti Research Limited

Published: Jul. 4, 2008 - 30 Pages

Table of Contents

1. Company Overview

1.1 Business Overview

1.2 Key Figures

1.3 Corporate Headquarters

2. IT Spending and Deployments

3.1 IT Sales Opportunities - Software

3.2 IT Sales Opportunities - Hardware

3.3 IT Sales Opportunities - Services

4. Sales Drivers

4.1 Business Portfolio Management

4.2 Divesting Underperforming Assets

4.3 Facilities Expansion

4.4 Globally Integrated Banking Platform

4.5 IT Infrastructure Integration & Rationalization

4.6 Mergers & Acquisitions

4.7 Partnerships & Alliances

4.8 Promotional Initiatives

4.9 Rapid Product Configuration & Time-to-Market

4.10 Upgrading/Replacing Core Banking Platform

5. Conclusion

Appendix A: Key IT Spending Decision Makers

Brazil

Spain

UK

USA

Appendix B: Definitions

B.1 Software

B.2 Hardware

B.3 Services

Appendix C: Methodology

C.1 Evaluating Criticality Score

C.2 Evaluating Demand Score

Other Reports in This Series

List of Exhibits

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 C1: Calculations for Estimating Criticality Score

Exhibit C2: Criticality Scores for Various Software Applications

Exhibit C3: Criticality Scores for Various Hardware Products

Exhibit C4: Criticality Scores for Various IT Services

Exhibit C5: Calculations for Estimating Demand Score

Abstract

Banco Santander S.A. is a financial group that offers a range of financial products. At the primary level, the Bank's operating units are segmented by geographical areas, such as Continental Europe, United Kingdom and Latin America. The primary level of segmentation includes the Financial Management and Equity Stakes segment. The Continental Europe segment covers all retail banking (including Banif, the specialized private bank), wholesale banking and asset management, and insurance conducted in Europe, with the exception of the operations of the Bank's subsidiary, Abbey National plc (Abbey). The United Kingdom (Abbey) segment includes the operations of Abbey, which is focused on retail banking in the United Kingdom. The Latin America segment includes the financial activities conducted via the Bank's subsidiaries. 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 Banco Santander.

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

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.

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