TARGETTransform your sales and marketing effectiveness with an

unrivaled source of prospect intelligence

OVUM.INFORMA.COM

OvumOvumTMT intelligence |

Contents

How do you identify and prioritise the accounts you should be focusing on?

Target ICT Spending Predictor Target comes with Ovum’s best in class customer support

Why Ovum Target? ICT Spending Predictor Coverage Ovum is uniquely qualified to support your organization

Ovum’s Target suite Target Contracts Intelligence Contact us to learn more

Target ICT Sales Prospector Contracts Intelligence Market Coverage

Accelerate your prospecting with ICT Sales Prospector

The Target team

Sales and marketing resources are expensive and limited. Building and converting a healthy pipeline of enterprise opportunities is vital for business growth, yet time consuming and resource intensive. Improving your organization’s sales and marketing effectiveness can show a dramatic improvement in top-line revenue.

Critical to success is identifying the most lucrative prospects and targeting them at the right time, with the right proposition. To achieve this you need deep insight into ICT demand at both the market and account level. Ovum’s Target data service provides a unique blend of enterprise demand intelligence and delivers proven results for service providers and technology vendors.

3

How do you identify and prioritize the accounts sales and marketing should be focusing on?

Ovum’s Target service lets you identify…• The accounts that match your target profile and that you should prioritize first• Which prospects have the largest ICT budgets• The opportunities and challenges that your prospects face and their ICT spending profile• How much more your customers should be spending with your organization • The contracts in your markets due to renew over the next 12 months

Target has been designed to help organizations:

Maximize revenue from existing

customers

Prioritize and target the most lucrative

prospects

Optimize the allocation of sales

resources

Implement effective account planning

4

Why Ovum Target?Your sales and marketing success is only as good as the information you have on your targets. By applying dependable data, your account planning, messaging, prioritization and conversion rates can all be transformed. Target has been designed specifically to accelerate the prospecting efforts of technology vendors and enterprise service providers by equipping them with demand intelligence on not just the market or segment, but also at the account level.

A unique combination of ICT and company data• Detailed SWOTs for major organizations• Unparalleled insights into ICT budgets and spending by technology and channel for thousands of organizations globally• Comprehensive ICT contracts intelligence for IT services, telecoms equipment, telecoms BSS/OSS and banking software markets• Detailed industry and company information including key contacts and company events

Unmatched depth and rigor• Target relies on the expertise of Ovum’s technology and industry analysts, who advise both vendors and enterprises globally• Ovum has more than 15 years’ experience in providing and refining ICT spending estimations• We continuously supplement datasets with real-world company data and test them in the market• We leverage the largest annual ICT decision-maker survey for insight into ICT budgets and spending by technology• We manage one of the largest ICT/firmographic databases and use tried and tested predictions models that allow for the complexity of real-world businesses• Ovum has a dedicated team of data analysts who apply rigorous methodologies for updating, validating and maintaining datasets

Proven solutions that deliver results• Ovum’s Target suite supports the sales planning and prioritization efforts of tier-1 technology vendors and service providers across the globe• A customer increased yield by 20% by undertaking Share of Wallet analysis at an account level and targeting accounts where it was low• A customer used ICT spend profiles, sector insights and data on contract renewals to focus resources on the best prospects, generating a

£300m pipeline 1.5 years into the project

The Target suite consists of a series of modules, available independently or in combination to power the most sophisticated prospecting strategy. Each module delivers account-level intelligence and is built on the expertise of Ovum’s market and industry analysts.

Target - ICT Sales Prospector

Target - ICT Spending Predictor (Americas)

Target - ICT Spending Predictor (EMEA and AP)

ICT Spending Predictor

Contracts Intelligence

ICT spending predictions by technology and function for 60,000 organizations globally – filter companies by 19 industries, 11 regions and 138 countries

Account-level intelligence for 850,000 companies globally, including 312,000 ICT spend profiles, 750 company SWOTs and more than 30,000 IT services deal records.

Target - IT Services Contracts

Target - Telco OSS/BSS Contracts

Target - Telecom Vendor Contracts

Target - Banking Software Contracts

Guide to contracts worth over $1m signed in the global IT services market, allowing you to track upcoming renewals, and review an archive of over 30,000 captured over 20 years

Telecoms industry OSS/BSS contracts by company, system area, vendor, and region including an archive for the last 10 years

Comprehensive source for telecoms equipment deals with coverage of 55 solution and service segments

Banking industry software contracts by institution, system area, vendor, and region

5

Ovum’s Target suite

Detailed account level intelligence for thousands of companies globally

For prospecting at scale, ICT Sales Prospector provides:

Global coverage – including fast-growing markets – with 850,000 company profilesICT spending predictions for 312,000 companies

750 detailed company SWOTs

Summaries for more than 30,000 IT services contractsInsight on over 700 industry segmentsA powerful company list builder – using both firmographic and ICT criteria to select targets

6

Target ICT Sales Prospector

Identify organizations that match your target profile, quickly understand them and the challenges they face.

ICT Sales Prospector enables you to:

• Quickly understand your prospects and the opportunities and challenges they face

• Learn who the key individuals are before engaging

• Discover a company’s ICT spending plans for 2018

• Generate company target lists for distribution across your sales teams

• Prioritize companies by ICT budget allocation

• Explore a company group with its complete organizational listing

• Understand the dynamics and trends of over 700 industries

7

Accelerate your prospecting with ICT Sales Prospector

Designed to meet the requirements of technology vendors, ICT Sales Prospector blends Ovum’s proprietary ICT datasets with the latest Hoovers company and industry information.

Account prioritization and share of wallet intelligence by industry and region

Use ICT Spending Predictor to identify:

• Which prospects have the largest ICT budgets

• Which accounts sales and marketing should prioritize

• How ICT spending breaks down by segment and channel for each of your accounts

• The proportion of your customers’ ICT spend by technology you currently receive

Target ICT Spending Predictor

Build target lists of companies prioritized by ICT spend for 138 countries and 19 industries:

Construction and real estate, financial markets, government, healthcare, higher education, insurance, retail banking, telecommunications, transport and logistics, travel and tourism, utilities, wholesale and distribution

8

View comprehensive ICT spending profiles with two views of spend for 60,000 organizations globally, or generate a custom spend profile with your own firmographic criteria

ApplicationsSoftware support & maintenance

Software licensesSaaS

App management & maintenanceApp development & testingInternal application spend

Network & CommunicationsLocal area networkFixed broadband

Mobile voice & mobile dataFixed telephony & unified-

communicationsWide area network

Contact centerInternal communications spend

IT managementSystems planning and designDisaster recovery & continuityIT strategy and transformation

Internal IT management

ServicesApp management & maintenanceApplication development & testing

Data center & IT operationsService desk

End-user computing

CommunicationsFixed voice

Contact centerMobile data & mobile voice

Fixed broadband

CloudIaaSPaaSSaaS

InternalInfrastructureApplications

CommunicationsIT management

SoftwareSoftware support & maintenance

Software licenses

ConsultingSystems planning & design

Disaster recovery & continuityIT strategy & transformation

HardwareServers & storage

End-user computingPeripherals

Local area networkWide area network

IT SecurityStaffing & facilities

ConsultingHardware

Outsourced & managed servicesSoftware

InfrastructureServers & storage

End-user computingPeripheralsIaaS & PaaS

Data center & IT operationsService desk

End-users computing services

Internal infrastructure spend

ICT spend by technology function ICT spend by technology type

9

ICT Spending Predictor Coverage

IT SecurityStaffing & facilities

ConsultingHardware

Outsourced & managed servicesSoftware

10

Comprehensive deals intelligence for IT services, telecoms equipment, telecoms OSS/BSS and banking software markets

Identify and target accounts with contracts due for renewal over the next 12 months

Use Contracts Intelligence to:• Win more deals with better knowledge of contract renewal dates,

spending levels and competitor intelligence• Outsmart your competitors with insight into their client base • Plan your acquisition strategy – assess market potential by customer

segment, deal size, region, service area or solution• Form pre-emptive counter bids against incumbent suppliers• Expand your pipeline to compete in more deals at the optimal time

Target Contracts Intelligence

11

Target – IT Services ContractsSummaries for more than 30,000 contracts worth over $1m signed across the IT services market globally. Coverage is for 43 service types across BPO, Cloud Services, Consulting, IT Outsourcing, Network Deployment and Systems Integration. One of the largest IT services deals databases available, with an archive of over 20 years.

Target – Telco OSS/BSS ContractsDeals profiles covering telecoms customer, data, network, revenue and service/applications management for the last 10 years.

Target – Telecom Vendor ContractsThe most comprehensive source of intelligence on telecoms equipment deals covering 55 segments across Cloud, Connectivity, Fixed access, IP infrastructure, M2M/IoT, Mobile Payments, Consulting, Software, Transport, Video, Voice and Wireless.

Target – Banking Software ContractsThe most effective tool for tracking banking platform investment activity by region, country, institution or vendor. Analyze over 9,000 contracts for 550 vendors across 34 technology categories globally.

Contracts Intelligence Market Coverage

12

The Target team

Daniel MayoDirector, Ovum IT Data Tools

& Insights

Arunasree Cheparthi Senior Analyst

Kieran Hines Head of Industries

Tim JenningsChief Research Officer

Malleshwari Pallapothu

Analyst

Vinita Mungikar Associate Analyst

Sirish Kumar Pammi Lead Analyst

Srinivasa Rao Mantha Analyst

Chantel Carey Senior Analyst

Vinay GuptaLead Analyst

Miriam Deasy Principal Analyst

Phaninder PashamAnalyst

Gajender Bachula Data Analyst

Benny Paul Analyst

Prashanth BhupaAssociate Analyst

Venkat Lakkapragada

Analyst

Anushree Agarwal Research Analyst

Adrita Das Associate Analyst

Praveen Kumar Vadicharla

Associate Analyst

Mallikeswari Parreddi

Analyst

Bharath Kumar Badavathu

Analyst

A global team of market and data analysts collaborate to validate and update the Target data service ensuring the integrity and robustness of each data module

13

Target comes with Ovum’s best-in-class customer supportWhether you need guidance to navigate the service, information regarding our methodologies or you want to better understand a data trend, Ovum’s support team is here to help.

96%of our customers rate

our service as Excellent or Very Good

Our Ask an Analyst service gives you direct contact via telephone, email or face-to-face sessions with our expert analyst team.

Billy DaviesCustomer Success Manager

Kâren DyerCustomer Success Manager

14

Ovum is uniquely qualified to support your organizationWe provide authoritative data, market analysis and vertical industry expertise to empower your decision-making. We help you profit from new technologies and evolving business models.

We have been guiding our clients to growth for

more than 30 years

We offer more market metrics across TMT than

any other provider

We have an in-depth understanding of leading

-edge technologies, vertical and local markets

We serve 18 of the 20 largest CSPs, 6 of the 8

largest tech companies, and the 5 largest investment banks

We provide over 130 5-year forecasts and

the most sophisticated view on ICT spending

available

Our 150 analysts provide a balanced and integrated perspective

across converging TMT markets

Experience Capability Approach

You can also contact us directly at:marketingdepartment@ovum.com

ovum

ovum

Learn more about Target at ovum.informa.com/target