Portugal Telecom-IT Sales Opportunities-2008

Portugal Telecom (PT) with its subsidiaries provides telecommunication services primarily in Portugal and Brazil. Its business operations are in the lines of fixed services, mobile services, voice & data services, internet services to retail, wholesale, and corporate customer segments. It is also involved in the sale of telecommunications equipments. It offers leased lines, unbundled local loop access and wholesale line rental, interconnection, Internet access [dial-up and broadband asymmetric digital subscriber line (ADSL)], data and business solutions, portal and e-commerce services through its subsidiary PT Communications.

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 Portugal Telecom.

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

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.