Sistema JSFC-IT Sales Opportunities-2008

Sistema JSFC is a Moscow-based diversified Consumer Services Group. Its business operations are divided into two segments: Core business operations and High potential business operations. The Core business operation includes services for telecommunications, technology, insurance, banking, real estate, retail, media, healthcare and other sectors. „Sistema Telecom?, the telecom arm of Sistema JSFC, contributes to the major part of the Group's revenue. It offers services in two main lines – Wireless and fixed line communication, for the retail and corporate customers.

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 Sistema JSFC.

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

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.