Singapore Telecommunications Limited-IT Sales Opportunities-2009

Singapore Telecommunications Limited (SingTel) is a leading provider of telecommunication operating systems and services. The company is engaged in providing systems and services in fixed-line, as well as mobile and data communications, Internet access, IT consulting and satellite communications. The company also operates in television subscription and telecommunication equipment sale. SingTel has acquired the license and spectrum to provide 3G mobile communications systems and services along with wireless broadband systems and services in 2008.

Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. 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 SingTel.

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

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.