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SUMMARY
Canon Inc. (Canon) is a manufacturer of digital multifunction devices (MFDs),
plain paper copying machines, laser beam printers, inkjet printers, cameras
and steppers. Group's products are divided into three product groups: business
machines, cameras, and optical and other products. The business machines
product group is divided into three sub-groups consisting of office imaging
products, computer peripherals and business information products. The office
imaging products consist mainly of office network digital MFDs, color network
digital MFDs, office copying machines and personal-use copying machines.
Computer peripherals include laser beam printers, inkjet printers and
scanners. It manufactures and markets digital cameras and film cameras.
Canon's optical and other products include semiconductor production equipment,
mirror projection mask aligners for liquid crystal display (LCD) panels,
broadcasting equipment, medical equipment, large format printers, and
electronic components.
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 Canon 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 Canon.
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
Canon 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 Canon. 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 Canon will buy these products and services. Level II
opportunity areas have lower scores and hence, lower probability to sell to
Canon Level III opportunities have the lowest scores and hence, unlikely to
sell to Canon.
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.
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 Collaboration &
Partnership
4.3 Cost Cutting & Operational Efficiency
4.4 Employee
Productivity & Compensation Management
4.5 Expanding Research &
Development Activities
4.6 Opening New Facility
4.7 Introducing New
Products
4.8 Manufacturing Process Improvements
4.9 Mergers &
Acquisitions
4.10 Understanding Customer Needs
4.11 Undertaking New
Sales & Marketing Initiative
5. Conclusion
Appendix A: Key IT Spending
Decision Makers
Brazil
Japan
Netherlands
United States of
America
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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