China Unicom Hong Kong Limited (CUC) was formerly known as China Unicom Limited. Initially, the company was engaged in investment holding, but with the help of its subsidiaries, it expanded its operations in cellular communication market for Global System for Mobile (GSM) technology. The company provides domestic as well as international long distance calls, data carrier, Internet service and related value-added communication services in 31 provinces, municipalities and autonomous regions of China. As a leading telecommunications operator, CUC has four major areas of operation, which includes GSM business, CDMA (code division multiple access) business, Data carrier and Internet business, and Long Distance communication business. However, the company, in October 2008, announced the disposal of its CDMA business to concentrate more on the GSM segment.
Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increased threat perception and incidence of fraud would result in increase in demand for security software and hardware. 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 China Unicom.
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 China Unicom 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 China Unicom.
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 China Unicom will buy these products and services. Level II opportunity areas have lower scores and hence, lower probability to sell to China Unicom. Level III opportunities have the lowest scores and hence, unlikely to sell to China Unicom.
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.
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 deep dive custom research and consulting for over 30 Fortune 500 companies and numerous large and mid-sized companies.
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