The recent IDG Enterprise survey, “Role & Influence of Technology Decision-Makers,” revealed several informative findings:
Technology Decision-Makers – IT Structure
Which of the following best describes how your company’s IT organization is structured today?
- 55%: Centralized
- 37%: Federated
- 8%: Decentralized
Technology Decision-Makers – Functional Responsibilities
What constitute the Core Functional Responsibilities within IT?
- 74% Overall: Collaboration with Departments Outside of IT on Projects or Technology Needs
- 70% Overall: Setting IT Standards and Policies
- 67% Overall: Setting IT Project Goals
- 51% Overall: IT Department Budget Responsibility
- 55% Overall: Vendor Contract Negotiations: Overall
- 48% Overall: Setting Business Standards and Policies
- 44% Overall: Setting Business Project Goals: Overall
Technology Decision-Makers – Importance of Tech
Do CEOs recognize the importance of technology?
- 3%: Not a Priority
- 3%: Not Sure
- 7%: Low Priority
- 17%: Critical Priority
- 29%: Moderate Priority
- 41%: High Priority
In general, 58% say their CEOs promote technology as a critical/high priority for business innovation.
Technology Decision-Makers – IT Collaboration
With whom do you collaborate on a regular basis? Note that the collaboration mix changes by title.
IT Management collaborates with an average of 4.2 people.
- 61%: IT staff
- 55%: CIO
- 54%: IT Management
- 45%: Line of Business
- 45%: Steering Committee
- 44%: IT Liaison
Executive IT collaborates with an average of 3.4 people.
- 45%: CEO
- 42%: IT Staff
- 38%: CFO
- 32%: LOB
- 30%: CIO
Business Management collaborates with an average of 3.2 people.
- 42%: CIO
- 40%: Line of Business
- 33%: IT Liaison
- 31%: CEO
- 27%: IT staff
IT Professionals collaborates with an average of 2.5 people.
- 76%: IT staff
- 35%: IT Management
- 26%: CIO
- 25%: IT Liaison
- 22%: CTO
Technology Decision-Makers – Number of Individuals Involved in Purchase
What is the estimated total number of people, on average, involved in influencing major enterprise technology purchases within your organization?
- Overall: 10
- Centralized: 9
- Federated: 12
- Decentralized: 11
Technology Decision-Makers -IT Expenditure Sign-off
Technology Decision-Makers – What is the minimum dollar amount that requires your (IT Exec) signature for IT expenditures?
Average minimum signing authority:
- 2011 $61,816
- 2012 $58,177
- 2014 $63,248
- 2015 $67,004
26% of total respondents reported that regardless of purchase size, all IT expenditures require their signature.
Technology Decision-Makers – Budget Reallocation
If you find cost savings within your existing technology budget, are you able to reallocate those funds on a discretionary basis, as opposed to giving those funds back to the bottom line?
Flexibility to reallocate funds:
- 22%: Not Applicable
- 19%: No
- 58%: Yes
But the rules change for reallocating funds by title:
- Executive IT: 12% Not Applicable, 16% No, 72% Yes
- Business Management: 28% Not Applicable, 22% No, 50% Yes
- IT Management: 21% Not Applicable, 25% No, 54% Yes
- IT Professionals: 49% Not Applicable, 22% No, 29% Yes
Technology Decision-Makers – Average Purchase Cycle
Considering major enterprise IT purchases, what is the average purchase cycle for a vendor with whom you are already familiar or have experience with, compared to the purchase cycle for an unfamiliar vendor?
Purchase cycle longer for enterprises:
- Familiar Vendor <1,000 employees: 3 months
- Familiar Vendor 1,000+ employees: 4 months
- Unfamiliar Vendor <1,000 employees: 6 months
- Unfamiliar Vendor 1,000+ employees: 7 months
Average sales cycle is one month longer for enterprises.
Technology Decision-Makers – IT Purchase Cycle (Major vs Minor)
Considering all enterprise IT purchases, what is the average purchase cycle for a major enterprise IT purchase compared to the purchase cycle for minor/smaller IT purchases?
Cycle nearly doubles for major IT purchases:
- Minor IT purchases 3.68 months
- Major IT purchase 5.57 months
Technology Decision-Makers – The Impact of Peers
Overall, peers remain the #1 source of tech Information:
- 77%: Peers Technology
- 74%: Content sites
- 72%: Technology vendors
- 62%: White papers
- 60%: Webcasts/Webinars/Web video
- 57%: Events
- 53%: Newsletters
- 51%: Research
- 49%: Technology print publications
- 47%: Online communities, discussion forums
- 43%: User groups
- 35%: Business content sites
- 33%: Blogs
- 30%: Virtual conferences
- 29%: Video clips
- 27%: Business print publications
- 21%: Mobile feeds/updates
- 18%: Infographics
Technology Decision-Makers – The Location of Peers
Where are Peers Found?
- Inside your company 54%
- Outside your company 60% via phone, email, in-person
- Through social media 41%
Technology Decision-Makers – Engagement With Vendors
How do Prospects Engage With Tech Vendors
- 54% via vendor website
- 50% via phone, email, in-person
- 24% via social media
Technology Decision-Makers – Guidelines for Content
What is the maximum desired length you prefer for the following types of technology-related content?
Attention span is longer than expected:
- Webcasts/web shows: 16.52 (viewing in minutes)
- Interactive video: 14.03 (viewing in minutes)
- In-depth product reviews: 13.65 (viewing in minutes)
- How-to-videos: 12.23 (viewing in minutes)
- Interviews with industry experts: 9.62 (viewing in minutes)
- Industry research/tech analyst reports: 9.67 (viewing in minutes)
- Technology news reports/live coverage on news events: 6.86 (viewing in minutes)
- First-look product overviews: 6.63 (viewing in minutes)
- Podcast or online audio clip: 10.45 (listening in minutes)
- Calculators, interactive worksheet, assessment tools: 8.21 (usage in minutes)
- Research survey results/analyst research: 4.52 (pages)
- White papers/case studies: 4.34 (pages)
Technology Decision-Makers – New Vendors
In a typical work-week, how many hours do you spend meeting with: current technology vendors (vendors whose products/services you currently use/employ) AND technology vendors that you’re not currently doing business with?
Minimal time spent with vendors (in hours):
- 0 hours – Vendors Not Doing Business With: 33%, Current Vendors: 17% (68% of IT Departments spend 1 hour or less with vendors they are not already doing business with)
- 1 – Vendors Not Doing Business With: 35%, Current Vendors: 20% (68% of IT Departments spend 1 hour or less with vendors they are not already doing business with)
- 2 – Vendors Not Doing Business With: 14%, Current Vendors: 20%
- 3 – Vendors Not Doing Business With: 5%, Current Vendors: 8%
- 4 – Vendors Not Doing Business With: 3%, Current Vendors: 8%
- 5 – Vendors Not Doing Business With 4%, Current Vendors 12%
- 6 to 7 – Vendors Not Doing Business With: 1%, Current Vendors: 2%
- 8 to 10 – Vendors Not Doing Business With: 3%, Current Vendors: 7%
- More than 10 hours: Vendors Not Doing Business With: 2%, Current Vendors: 5%
Technology Decision-Makers – Time Spent With Vendors
How Much Time do Enterprise Customers Spend with Vendors?
- IT Departments spend an average of 4.11 hours/week meeting with current vendors.
- IT Departments spend an average of 2.14 hours/week meeting with prospective vendors.
- Prospective Vendors 72% (traditional vendors)
- Prospective Vendors 28% (new or emerging vendors or startups)
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