Tools For Marketers

2017 IDG Role & Influence of the Technology Decision-Maker Survey

The 2017 IDG Role & Influence of the Technology Decision-Maker survey examines the evolving role of IT decision-makers (ITDMs) in today’s corporations, specifically as organizations move towards a more digital-focused business. As we continue to explore the involvement of ITDMs during each stage of the IT purchase process, this year the research delves deeper into the buying process by technology areas. The results showcase the business drivers for specific technologies, who is involved, budget influences and how purchase timelines differ by technology. Overall the study helps IT vendors better understand how they can engage with ITDMs throughout the purchase process. This year’s study also tied new technologies to the growth of digital transformation – where organizations are in their process, and ultimately how it’s affecting their technology purchases.

Key Findings:

  • Incumbent vendors don’t necessarily have an edge – 48% of IT decision-makers sought a new vendor for their recent tech purchases.  
  • Both LOB and IT individuals are involved in the influencing technology purchases, with an average of 16 influencers overall.
  • Overall, 90% of IT decision-makers say they use alliances or channel partners; 58% say partner alliances can be considered a strategic vendor.
  • IT proves to be the budget holder for technology purchases, especially when it comes to networking, security, telecom and storage tools.
  • Businesses are embracing a digital first business, and the disruption is fueling technology purchases.
  • When it comes to IoT devices, enterprise software and SaaS, organizations are open to new vendors for these purchases. But, these vendors need to understand IT decision-makers business needs in order to complete the sale.


For more information, please view excerpt from the study below.

To request a meeting with an IDG sales executive to walk through the full study, please complete the form in the top right corner.


Related Tools For Marketers

2016 IDG Enterprise Role & Influence of the Technology Decision-Maker
IT Buyers Journey, IT Decision-Maker, Research Topic
2017 Customer Engagement Research
IT Buyers Journey, IT Decision-Maker, Research Topic
Connecting Content Marketing to Sales
Content Marketing, Demand Generation, IT Buyers Journey, Marketing Tactics, Research Topic

Request Research Briefing