2012 Role & Influence of the Technology Decision-Maker

Conducted across the IDG Enterprise brands: CIO, Computerworld, InfoWorld, ITworld & Network World

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

Purpose and Methodology

Survey Sample
Field Work Total Respondents Mar. 7, 2012 Mar. 28, 2012 1,140

Survey Method
Collection Number of Questions Online Questionnaire 19 (incl. demographics)

Margin of Error
Audience Base

+/- 2.9%
CIO, Computerworld, InfoWorld, ITworld, and Network World sites and email

Survey Goal
To provide in-depth information about the evolving role and influence of IT decision-makers in todays corporations: - Role of technology decision-makers in the IT purchasing process.

- Primary influences and information sources in the IT purchasing process.

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

LOB Supports IT at Key Stages

Determine the business need
37% 68% 85% 78% 57% 28% 68% 85% 80% 72% 78% 76% 57% 71%

Determine technical requirements

LOB most involved

Evaluate products/services
35%
72%

Recommend or select vendors for purchase

28% 47% 37% 17% 23% 10%

82% 59% 60%

Sell internally (e.g. to outside of IT team)

71%

Authorize or approve the purchase of products and services

43% 13% 60% 38%

Executive IT

Mid-Level IT

IT Professionals

IDG Enterprise Business Management

GMI Business Panel

Q. In which of the following ways are you involved in the purchase process for IT products and services?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Not All LOB Executives Equal

71%

Determine the business need

37% 57% 24% 72% 35% 60% 28% 23% 10% 60% 38%

Determine technical requirements

Evaluate products/services

Recommend or select vendors for purchase

Sell internally (e.g. to outside of IT team)

Authorize or approve the purchase of products and services

IDG Enterprise Business Management

GMI Business Panel

Q. In which of the following ways are you involved in the purchase process for IT products and services?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

# of Influencers in Enterprises Increasing

17

11.5 5
6

2011

Major Tech Purchases

<1000 employees

2012
1000+ employees

Q. Please estimate the total number of people, on average, involved in influencing major enterprise technology purchases within your organization.
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Many Vendors, Few Strategic Partners

Number of Vendors
<1000 2% 23% 38% 30% 7%

Avg: 12

1000+ 1% 5%

16%

39%

40%

Avg: 35

Number of Strategic Partners

<1000 18% 67% 12% 2%

Avg: 3 Avg: 7

1000+

6%

44%

30%

16%

4%

None

1-4

5-9

10-24

25+

Q. Considering all elements of your IT operations and infrastructure (including all applications), approximately how many vendors do you currently do business with? AND Q. Among those vendors with whom you currently do business, how many would you consider valued strategic partners (i.e. a strategically important vendor that has gone beyond effective delivery of systems and services to become a consistently responsive, agile, and trusted collaborator in creating value for your organization)?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Sales Cycle Longer for Enterprises

<1000 employees

1000+ employees

Q. Considering major enterprise IT purchases, what is the average purchase cycle for a vendor with whom you are already familiar or have experience compared to the purchase cycle for an unfamiliar vendor?
Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Tech Content Sites Take Over as #1 Source

Sources Used to Keep Up-to-Date with New Technologies Technology content sites (e.g., CNET.com, CIO.com) Peers Search engines (e.g. Google, Bing) Technology publications (e.g., CIO, Network World, InformationWeek) Technology vendors (via vendor websites) Webcasts/webinars/web video Newsletters Technology vendors (via phone, email, in-person) 2010 69% 68% -70% 55% 57% 47% -2011 2012

2 3

74% 69% --

2 3

73% 72% 66%

1 2 3 4

1 5 4

75% 56% 60% 48% --

1 5 4

62% 54% 56% 53% 47%

Business print publications (e.g., Business Week, Forbes, Fortune)

Trade shows Executive conferences or events Online communities/discussion forums, Wikis User groups Analyst firms (e.g. IDC, Gartner, Forrester) Virtual conferences Blogs Technology vendors (via social/business networking sites like LinkedIn, Twitter, Facebook) Video clips (typically 5 minutes or less in length) Combined in 2010/2011 Podcasts Mobile feeds/updates

55%
39% 40% 39% -40% 28% 35%

49%
41% 41% 46% 39% 50% 32% 34%

40%
42% 34% 43% 35% 35% 30% 31%

-30% 30% --

-32% 32% 16%

23%
24% 15% 14%

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, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Conclusion
IT management involvement varies at each stage of the purchase process, but IT leads at all stages. IT partners with LOB executives in the decision-making process and are involved in decisions outside of IT purchases. Number of IT influencers within enterprises continues to grow rapidly. IT works with many vendors within typical enterprises but only a handful considered strategic.

Number of information channels continues to increase but top access points remain stable.

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS

Learn More
To view the full results, please contact Bob Melk, SVP, Group Publisher & CMO of IDG Enterprise at bmelk@idgenterprise.com.

Source: IDG Enterprise Role & influence of the Technology Decision-Maker Study, March 2012

METHODOLOGY

RESULTS

CONCLUSION

DEMOGRAPHICS