United Technologies Corporation (UTC), incorporated in 1934, provides high-technology products and services to the building systems and aerospace industries. The Company conducts its business through six principal segments: Otis, Carrier, UTC Fire & Security (UTC F&S), Pratt & Whitney, Hamilton Sundstrand and Sikorsky. Otis includes elevators, escalators, moving walkways and services. Carrier includes residential, commercial & industrial heating, ventilating, air conditioning (HVAC) & refrigeration systems, food service equipment, building automation & controls, refrigeration components & installation, retrofit and aftermarket services. UTC F&S offers fire and special hazard detection & suppression systems, fire fighting equipment, electronic security, monitoring, rapid response systems & service and security personnel services. Pratt & Whitney includes commercial, general aviation & military aircraft engines, parts & services, industrial gas turbines and space products.
Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example - increase in sourcing from low cost countries might influence UTC to relook at their supply chains, resulting in selling opportunities for SCM solutions, collaboration tools etc. 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 available in ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for UTC.
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 UTC 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, software and IT services for UTC. 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 UTC will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to UTC Level III opportunities have the lowest scores and hence, unlikely to sell to UTC .
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 enables salesperson to directly contact the key executives within the company.
TechNavio Insights is a set of reports based on TechNavio - a market intelligence platform for the IT industry. It builds on the intelligence available within TechNavio, and leverages on the custom research experience of the 'Technology Navigators'. TechNavio is built on years of experience of Infiniti Research in deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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