IT Sales Opportunities in Cigna Corporation-2009

Cigna Corporation (Cigna) is a US-based health services organization, headquartered in Philadelphia. The company, along with its subsidiaries, provides healthcare products & services, group disability, life insurance, accident insurance, and compensation case management services. The company operates through its three main business segments: HealthCare; Disability & Life; and International. The Healthcare segment provides medical, dental, behavioral health, vision, and prescription drug benefit plans along with health advocacy programs.

Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increase in competition might influence Cigna Corporation to relook at their customer service, resulting in selling opportunities for CRM solutions, collaboration tools etc. 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 Cigna Corporation.

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

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.