Neuf Cegetel - IT Sales Opportunities - 2008

Neuf Cegetel is a France based telecommunication service provider offering a comprehensive range of telecommunication services to residential, SOHO (Small Office/Home Office) customers, SMEs, and large corporations. It operates as a wholly owned subsidiary of France based mobile phone company 'SFR' from 2008. Neuf Cegetel's principal activity is to provide fixed and mobile telephony, internet, data services, and digital TV services. It also supplies network infrastructure services to other operators and internet service providers.

Industry trends and drivers have a direct or indirect effect 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 Neuf Cegetel.

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

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.