KDDI-IT Sales Opportunities-2008

KDDI is a Japanese telecommunication carrier offering telecommunication services from fixed, mobile, and wireless communications to private and corporate clients. The company has three business segments. The mobile telecommunication business, which includes sale of mobile handsets and mobile services; fixed line business, which provides domestic and international fixed line communication. The other business includes ADSL broadband services, IP telephony services, data centers, and other wireless services. KDDI services are offered in Asia, U.S.A, Europe, and South America through its network. The company has 59 subsidiaries in domestic and international market.

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 KDDI.

Further, 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 KDDI 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 (including telecom equipment), software and IT services for KDDI. 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 KDDI will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to KDDI. Level III opportunities have the lowest scores and hence, unlikely to sell to KDDI.

The report is meant for IT and telecom equipment 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.