Vertical insights into IT decision-making (Customer Focus): Industry Research Report

Vertical insights into IT decision-making (Customer Focus)

Published Date: December 2006

Published By: Datamonitor

Page Count: 10

Order Code: R313-18846

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Description

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Introduction

Vendors need a clear understanding of the way the procurement process for IT products and services works on the end-user side. Gaining this understanding is not straightforward, since the decision rarely rests in the hands of a single executive and since the degree of influence that executives have varies by vertical market.

Scope

*This brief provides a view of the relative influence of key executives on IT procurement decisions across vertical markets.
*Highlights the differences in IT influencers' power between verticals and provides an analysis of the factors giving rise to these differences.
*Compares different types of executives' influence on technology choices and budget sign-off.

Highlights

Several roles have varying degrees of influence on IT purchasing and budget sign-off, but the key influencers for both are the Chief Information Officer (CIO)/IT manager and the Chief Executive Officer (CEO).

Most enterprises have a two-phase process for deciding on IT spending: the first phase consists of an initial selection that is led by the CIO and is primarily influenced by technical considerations; the second phase, which corresponds to budget sign-off, is influenced by return on investment, cost, and other business considerations.

Reasons to Purchase

*Improve your ability to impact your customers by fine tuning your messaging to resonate with the most influential executives in each vertical.
*Learn how to make your marketing more precise, and consequently more streamlined and efficient.
*Gain insights into the reasons underlying the variation in IT decision-making by vertical market.

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