Headquartered in the United States, Abbott Laboratories deals in discovery, development, manufacture, and sales of healthcare products. The company has four business segments as Pharmaceutical Products, Nutritional Products, Diagnostic Products, and Vascular Products. The Pharmaceutical Products segment includes manufacturing, marketing and sales of adult and paediatric pharmaceuticals. The Diagnostic Products segment is involved in manufacturing, marketing, and selling of diagnostic systems; and tests to the blood banks, hospitals, and commercial laboratories. The Nutritional Products segment provides a range of pediatric and adult nutrition products. The Vascular Products segment is involved in the manufacturing, marketing, and sales of coronary, endovascular, and vessel closer devices.

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 the 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 healthcare 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 Abbott Laboratories 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.