Industrial and Commercial Bank of China (ICBC) - IT Sales Opportunities - 2008

Published by: Infiniti Research Limited

Published: Jul. 4, 2008 - 32 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 Business Risk Management

4.3 Customer Segmentation & Targeting

4.4 Delivering Anytime-Anywhere banking

4.5 Facilities Expansion

4.6 Increasing Employee Productivity

4.7 Mergers & Acquisitions

4.8 Partnerships & Alliances

4.9 Rapid Product Configuration & Time-to-Market

4.10 Understanding Customer Needs

5. Conclusion

Appendix A: Key IT Spending Decision Makers

China

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

Industrial and Commercial Bank of China Limited (ICBC) is a commercial bank. ICBC offers a range of banking and financial services, including deposits, loans and settlement, among others. It operates its business through four segments: personal banking services, including personal loan, personal e-banking, investment and financing, deposit and others; corporate banking services, such as corporate deposit, bill, clearing and settlement, assets custody, corporate annuity, financing, corporate intermediary, investment banking, institutional banking and others; E-Banking services, including telephone banking, Internet banking, mobile banking and others, and bank card services.

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 ICBC.

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

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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