Tools For Marketers

2016 IDG Enterprise Role & Influence of the Technology Decision-Maker

The 2016 IDG Enterprise Role & Influence of the Technology Decision-Maker survey was conducted to provide in-depth information about the evolving role and influence of IT decision-makers in today’s corporations. The study looks at the different IT Models in use at organizations today and how that effects organizational outlook; explores the shifting roles and influencers within tech purchase process – both within IT and LOB – and who they collaborate with; and looks at the influences and information sources used in today’s tech buying process to better understand how to engage them. (Tweet)

Key Findings:

  • IT models are fluid and will continue to shift. Today 57% of IT organizations are centralized, giving CIOs control of the IT budget and technology assets. The remainder are federated/distributed (34%), having some IT decisions and assets distributed among business units, or decentralized (8%) with fully-independent IT business units. While the majority of respondents are satisfied that their current structure is appropriate for today, fewer think today’s model is right for the future. (Tweet)
  • Technology that drives business forward requires collaboration between all stakeholders. On average respondents collaborate with 5.8 different functions/titles and 15.5 people in those roles. (Tweet)
  • There is more fluidity within IT and LOB roles with 52% of respondents having moved from an IT to a business role or vice versa. (Tweet)
  • Adding to the lessening of boundaries between IT and LOB, 51% of organizations have an IT Liaison role. (Tweet)
  • The beginning and end stages of the purchase process have remained consistent with CIO, LOB Management and CEO being the roles most involved in determining the business need, and the CIO, CEO and CFO being the roles most involved in authorizing and approving the purchase. (Tweet)
  • This year the CTO/Architect/Engineer roles were separated out, resulting in the CTO role decreasing in importance and the Architect and Engineer breaking out as influential in the middle stages along with IT management and IT staff. (Tweet)
  • The most valuable action for an IT vendor to engage ITDMs and get them to initiate contact is to provide: free trials and test drives of products; timely/relevant information; advice/best practices; and case studies. (Tweet)
  • Tech content sites are the single most important channel for ITDMs to keep up-to-date with new technologies and to enhance the knowledge needed to be effective in their role, followed by white papers and webcast/webinars. These channels change by title and by stage used in the purchase process. (Tweet)

IDG Enterprise’s 2016 Role & Influence survey was conducted online among audience members of IDG Enterprise brands (CIO, Computerworld, CSO, InfoWorld, ITworld and Network World) via email invitations. Results are based on 751 qualified respondents.

For more information on this study, view the sample slides below.

To request a meeting with an IDG Enterprise sales executive to walk through the full study, please complete the form below.


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