Telkom SA Limited-IT Sales Opportunities-2009

Telkom SA Limited (Telkom SA) is a leading telecommunications service provider in Africa. The company offers a wide range of telecom products and services, such as subscriptions and connections services; local, long distance fixed-to-mobile and international voice services; subscription based voice services; interconnection and hub communications services; customer premises equipment rental & sales; international voice over Internet protocol (VoIP) services; and mobile communications services including voice, data, and value-added services. In Nigeria, the company provides handset sales, directory services, mobile, data, and international communications services. The company is also engaged in providing international wireless Internet and data communications services in South Africa.

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 Telkom SA.

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

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.