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Role & Influence of the

Technology Decision-Maker

2015
CONDUCTED ACROSS THE IDG ENTERPRISE BRANDS:

CIO, Computerworld, InfoWorld, ITworld & Network World

Purpose and Methodology


Survey Sample

Survey Method

IDG Enterprise

1,249 respondents

Collection

Online Questionnaire

Audience Base

CIO, Computerworld, InfoWorld,


ITworld, and Network World site
visitors, LinkedIn Forums and email
invitations to audience base. In
addition we included IDG Australia/
New Zealand sister brands, CIO
and Computerworld.

Number of
Questions

27 (incl. demographics)

Survey Goal
To provide in-depth information about the evolving
role and influence of IT decision-makers in todays
corporations:
- IT Models at use in organizations today and how
that effects organizational outlook.
- The role of technology decision-makers in the IT
purchasing process, and who they partner with.
- Primary influences and information sources
used in todays IT purchasing process.

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Understanding IT Models Creates Understanding


of Decision Makers & Influencers

Q: Which one of the following best describes how your companys IT organization is structured today?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Central Role of Tech. Extends IT Focus & Influence

Q. Are you involved in any of the following activities at your organization?


Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

The Collaboration Mix Changes by Title

Q. With whom do you collaborate on a regular basis?


Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Leadership Shifts with Purchasing Stage


Determine
the Business
Need

Determine
Technical
Requirements
3

Evaluate

Recommend/
Select
Vendors

41%

46%

Sell internally
(outside
IT team)

Authorize/
Approve

CIO or top IT Executive

49%

44%

LOB Management

44%

16%

28%

20%

25%

19%

CEO

39%

8%

12%

10%

15%

52%

IT Liaison

36%

31%

36%

25%

27%

5%

CTO/architect/engineer

31%

53%

34%

20%

IT steering committee

31%

21%

IT staff

29%

61%

COO

26%

7%

12%

IT management

26%

42%

45%

CFO

23%

5%

CMO

19%

CSO/CISO
Chief Digital Officer

51%

47%

28%

60%

23%

19%

21%

7%

11%

16%

26%

38%

26%

20%

8%

9%

14%

55%

5%

11%

9%

14%

6%

18%

28%

32%

24%

18%

15%

12%

12%

13%

12%

9%

7%

65%

27%

58%

47%

Boxes indicate top 3 responses.


Q. Including yourself, which of the following groups are involved in each stage of the IT purchase process at your organization?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Emerging Tech Vendors Found Through Research,


Peer Discussion and Events
Exec.
IT

IT
Mgmt.

IT Pro

Biz
Mgmt.

Read about them in the course of researching products

65%

73%

69%

57%

Discussions with peers in IT

61%

69%

57%

47%

Attending conferences, trade shows or events

58%

66%

49%

52%

Analyst firms (e.g., IDC, Gartner, Forrester)

34%

44%

27%

36%

Approached by a sales person from the vendor

28%

33%

19%

30%

Discussions with colleagues in executive or LOB roles

30%

28%

17%

40%

Free trials

29%

25%

33%

22%

Research from the vendor

28%

29%

24%

25%

Our company has an employee charged with that role

6%

6%

5%

11%

Sit on Board/Know someone who sits on Board of Directors

6%

3%

2%

7%

Q. How do you typically find out about new/ emerging technology vendors?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Critical Factors for Strategic Partners


Total

Exec. IT

IT Mgmt.

IT Pro

Business
Mgmt.

Customer service/response time

70% 1

68% 1

73% 1

74% 1

67% 2

Ability to understand my business goals and objectives

66% 2

65% 2

70% 3

64% 2

69% 1

Post-sales support and services

63% 3

64% 3

67% 4

58% 4

49% 5

Long-term viability of company

63% 3

61% 4

71% 2

63% 3

59% 3

Knowledge of their product portfolio

55% 5

54% 5

59% 5

58% 4

49% 5

Insight and expertise on technology

51% 6

51% 6

55% 6

46% 6

52% 4

Acts as my advocate within their company

43% 7

46% 7

46% 8

32% 12

40% 9

Knowledge of my vertical industry

41% 8

41% 9

44% 9

33% 11

47% 7

Sets realistic deadlines

40% 9

42% 8

39% 11

36% 8

41% 8

Demonstrated security of solutions

39% 10

37% 11

48% 7

40% 7

37% 11

Knowledge of their competitors/ competitive offerings

39% 10

39% 10

43% 10

34% 10

39% 10

Advanced notice on product/ service changes

37% 12

37% 11

39% 11

35% 9

35% 12

Maps to enterprise compliance and regulatory standards

29% 13

25% 14

36% 13

30% 13

35% 12

Peer references

25% 14

27% 13

23% 14

21% 14

28% 14

Q: Which of the following attributes are critical for vendors trying to become your valued strategic partner?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Overall, Peers Remain the #1 Source of Tech


Information
Peers

77%

Technology content sites

74%

Technology vendors

72%

White papers

62%

Webcasts/Webinars/Web video

60%

Events

57%

Newsletters

53%

Research

51%

Technology print publications

49%

Online communities, discussion forums

47%

User groups

43%

Business content sites

35%

Blogs

33%

Virtual conferences

30%

Video clips

29%

Business print publications

Mobile feeds/updates
Infographics

27%
21%
18%

Q. Which of the following information sources do you use to keep up-to-date with new technologies and to enhance the knowledge you need
to be effective in your role?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Conclusions
Fifty percent of enterprise organizations currently have a federated IT structure,
while 42% use a centralized model.
Executive IT and IT management are highly involved in the collaboration with
departments outside of IT on projects or technical needs.
On average, IT decision-makers collaborate with 3.4 functions/titles and this varies
by company size (3.9 enterprise vs. 3.1 SMB).
The CTO/IT architect/engineer is showing greater involvement in the IT purchase
process, except in determining the business need and approve/authorize.
Emerging tech vendors are primarily found through research, peer discussions and
events.
Customer service/response time, ability to understand business goals and
objectives, post-sales support and services, and long-term viability of company are
critical for vendors to become a valued strategic partner.
Peers remain number one source for technology information, however how IT
decision-makers engage with peers and tech vendors varies greatly by their type of
interaction.

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, 2015

Continue the Conversation


To receive a pdf of this study, or for more information, please
contact: Sue Yanovitch, VP, Marketing at IDG Enterprise
syanovitch@idgenterprise.com
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or any other news, follow us on Twitter: @IDGEnterprise
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