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

Table of Contents

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DATAMONITOR VIEW 1
CATALYST 1
SUMMARY 1
METHODOLOGY 1
ANALYSIS 2
In all vertical markets, several executives influence organizations' IT purchasing behavior 2
IT investment decisions are primarily made by CIOs and CEOs with variations in their relative influence 3
IT spending decisions are made in two phases, with the CEO having greater influence on the sign-off phase 3
The CEO's influence is greater in verticals that are process-oriented and cost-oriented 5
The CIO has the final say in IT decisions in the majority of enterprises except manufacturers 6
Manufacturing is the only vertical market where the CEO has the final say in IT decisions 7
Vendors who are trying to sell to government or education need to get their message across to CIOs 7
Targeting the right person with the right message will give vendors a competitive edge 8
APPENDIX 9
Definitions 9
Definition of topics covered in the Tech Trends service 9
Extended methodology 10
Further reading 10
Ask the analyst 10
List of Tables
Table 1: How much influence do the following roles in your organization have on IT decision-making? 3
Table 2: How much influence do the following roles in your organization have on IT budget sign-off? 5
Table 3: Who is the most important executive with regards to IT decision-making in your organization? 7
List of Figures
Figure 1: The CIO has the most influence on IT decision-making in all vertical markets 2
Figure 2: Both the CEO and the CIO influence budget sign-off, with more CEO influence in some verticals 4
Figure 3: Manufacturing is the only vertical market where the CEO has the final say in IT decisions 6

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