Royal Bank of Scotland - IT Sales Opportunities - 2008

Published by: Infiniti Research Limited

Published: Jul. 4, 2008 - 35 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. 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 Branch Renewal

4.3 Business Portfolio Management

4.4 Countering Fraud

4.5 Coverage of Un-Banked & Under-Banked Customers

4.6 Cutting Costs & Gaining Efficiency

4.7 Enhancing Payment Services

4.8 Facilities Expansion

4.9 Improving Customer Service

4.10 Increasing Employee Productivity

4.11 Mergers & Acquisitions

4.12 Partnerships & Alliances

4.13 Product Mix Expansion

5. Conclusion

Appendix A: Key IT Spending Decision Makers

India

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 4.1: Key Facility Expansion Plans

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

The Royal Bank of Scotland Group plc (RBS) is a holding company of The Royal Bank of Scotland plc (Royal Bank) and National Westminster Bank Plc (NatWest), which are United Kingdom based clearing banks. The company’s activities are organized in six business divisions: Corporate Markets (comprising Global Banking and Markets and United Kingdom Corporate Banking), Retail Markets (comprising Retail and Wealth Management), Ulster Bank, Citizens, RBS Insurance and Manufacturing.

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 Royal Bank of Scotland.

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

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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