Panasonic Corporation - IT Sales Opportunities - 2008
Published By: Infiniti Research Limited
October 2008
R677-187
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Description
Panasonic Corporation Electric Industrial Co., Ltd. (Panasonic Corporation) is engaged in the production and sales of electronic and electric products in an array of business areas. It offers a range of products, systems and components for consumer, business and industrial use. Most of the company’s products are marketed under the Panasonic brand name worldwide, along with other product, or region, specific brand names, including National primarily for home appliances and household electric equipment sold in Japan, and Technics for certain high-fidelity products. Some of its subsidiaries also use their own brand names, such as PanaHome. Segments comprise audiovisual connection (AVC) networks, home appliances, components and devices, Panasonic Corporation Electric Works, Ltd. (MEW) and PanaHome Corporation (PanaHome), and others.
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 Panasonic 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 Panasonic.
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 Panasonic 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 Panasonic. 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 Panasonic will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to Panasonic Level III opportunities have the lowest scores and hence, unlikely to sell to Panasonic.
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.
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Table of Contents
- 1. Company Overview
- 1.1 Business Overview
- 1.2 Key Figures
- 1.3 Corporate Headquarters
- 2. IT Spending and Deployments
- 3. IT Sales Opportunities
- 3.1 IT Sales Opportunities - Software
- 3.2 IT Sales Opportunities - Hardware
- 3.3 IT Sales Opportunities - Services
- 4. Sales Drivers
- 4.1 Being Environmental Friendly
- 4.2 Business Portfolio Management
- 4.3 Collaboration & Partnership
- 4.4 Cost Cutting & Operational Efficiency
- 4.5 Expanding Research & Development Activities
- 4.6 Opening New Facility
- 4.7 Improving Customer Service
- 4.8 Introducing New Products
- 4.9 Manufacturing Process Improvements
- 4.10 Mergers & Acquisitions
- 4.11 Online Sales & Marketing
- 4.12 Undertaking New Sales & Marketing Initiative
- 5. Conclusion
- Appendix A: Key IT Spending Decision Makers
- Japan
- Appendix B: Definitions
- B.1 Software
- B.2 Hardware
- B.3 Services
- Appendix C: Methodology
- C.1 Evaluating Criticality Score
- C.2 Evaluating Demand Score
- Other Reports in This Series
- List of Exhibits
- Exhibit 2.1: IT Deployment Details
- Exhibit 3.1: Software Sales Opportunities Map
- Exhibit 3.2: Opportunities and Related Sales Drivers for Software
- Exhibit 3.3: Hardware Sales Opportunities Map
- Exhibit 3.4: Opportunities and Related Sales Drivers for Hardware
- Exhibit 3.5: IT Services Sales Opportunities Map
- Exhibit 3.6: Opportunities and Related Sales Drivers for IT Services
- Exhibit 4.1: Key Geographical Expansion Plans
- Exhibit C1: Calculations for Estimating Criticality Score
- Exhibit C2: Criticality Scores for Various Software Applications
- Exhibit C3: Criticality Scores for Various Hardware Products
- Exhibit C4: Criticality Scores for Various IT Services
- Exhibit C5: Calculations for Estimating Demand Score
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