2012-12-12 06:08:15 - IT Sales Opportunities in CEVA Logistics - 2009 - a new market research report on companiesandmarkets.com
CEVA Logistics (CEVA) is a Hoofddorp (Netherlands) based contract logistics provider to medium, large sized nationals, and multinationals. CEVA´s services can be broadly categorized into contract logistics and freight management. The company´s product, and service portfolio consists of supply chain services, lead logistics, outbound transportation, aftermath services, final mile solutions, and integrated supply chain solutions. CEVA caters to the industries such as automotive, technology, consumer, retail, industrial, and energy. It provides the logistics services in Europe, Americas, Asia-Pacific, Middle East, and Africa.
Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within the industry. For example – growth in demand for data services might influence companies to upgrade their networks to support faster
data transfer. 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, we have computed a ‘criticality score’ for various IT products and services, for the transportation industry.
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 might result in opportunities for IT migration and integration services. By tracking these sales drivers, we have arrived at a ´demand score´ for each product and service.
Using ‘criticality scores’ and ‘demand scores’ for various IT products and services, we have constructed the ‘IT Sales Opportunity Map’ for hardware, software, services & communications categories. 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 CEVA will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell. Level III opportunities have the lowest scores and hence, unlikely to sell.
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.
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