Taking a Deeper Look at Today’s Empowered Tech Buying Process

Beneath the Surface

So what’s beneath the technology purchasing surface?

We surveyed 3800+ technology decision-makers globally.

Engineering Operations

IT

Finance

Accounting

Project Management

Support

Sales

Business Development

Marketing

Purchasing

External Consultants

Navigating the New Buying Committee

4+ Functional groups

can be involved at each stage

2 to 4 Pieces of content

at each stage of the purchase journey

70%

Users

41%

Decision-making Body

77%+ of professionals

buyers look outside the buying committee

for opinions

8 in 10 51%

of decision-makers sought input on technology

solutions from end-users

The Power and Influence of End-users

25%

(% who shortlisted a “new” vendor)

78%

of buyers require education to sustain or make a change to their IT ecosystem

The Power of Post-purchase Engagement

40%

50%

60%

70%

80%

90%

Needs Specs/Funding Vendor Choice Implementation Management Renewal

Hardware for End-users Software for End-users Hardware for Data Centers Software for Data Centers

Go Deep.

Target beyond the ITDMs to reach all of the decision-makers.

Go Wide.

Reach the end-users who influence the purchase.

Go Beyond the Sale.

Actively market and educate to retain your customers business.

Conquering Complexity : Key Takeaways