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Purpose and Methodology
Survey Sample
Field Work January 13 toFebruary 9
Total Respondents 406Margin of Error +/- 4.9%
Audience Base Network World Online
Survey Method
Collection Online Questionnaire
Number of Questions 12 (incl. demographics)
Survey Goal
Gain a better understanding of the roleNetwork Worlds audience plays in
technology buying decisions at their
organizations
2 Source: Network World Technology Buying Process Survey, March 2012
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IT Influence Extends Beyond Traditional Silos
3 Source: Network World Technology Buying Process Survey, March 2012
70%say
Traditionalsilos
aroundinfrastructure,network,andotherIT
areasarecollapsingasITisincreasingly
expectedby
the
businesstodriveinnovation.
Traditionalsilos
aroundinfrastructure,network,andotherIT
areasarecollapsingasITisincreasingly
expectedby
the
businesstodriveinnovation.
Q:Pleaserateyourlevelofagreementwiththefollowingstatements.
(Percentagesshowtoptwolevelsofagreement StronglyagreeandAgree.)
upfrom
59% in
2011
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Major Technology Areas of Influence
4
Q:Pleaseidentifythespecifictechnologyareasbelowforwhichyouhavepurchaseinvolvement/influence.
Source: Network World Technology Buying Process Survey, March 2012
73%
Network
67%
DataCenter
67%
EndUserComputing
65%
Software
65%
Security
55%
Storage
53%
Mobility
44%
CloudComputing
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Determinethebusinessneed
Determinetechnicalrequirements
Evaluateproductsandservices
Recommendor
select
vendorsforpurchaseSellinternally(i.e.
outsideoftheITteam)Approveorauthorize
purchase
ITMANAGER
IT Managers are the Primary Network Players
5 Source: Network World Technology Buying Process Survey, March 2012
*Columnsindicatethehighestandsecondhighestgrouporindividualreportedtobemostinvolvedineachstepofthepurchaseprocess.
Q:Includingyourself,whichofthefollowinggroupsorindividualsatyourorganizationareinvolvedin[purchaseprocessstep] ofnetworkproducts/services?
Q:Whichoneofthefollowinggroupsorindividualsistheprincipaldriverin[purchaseprocessstep]fornetworkproducts/services?
ITMANAGER
ITMANAGER
ITMANAGER
VP/DIR tiedwith
ITMANAGER
CIOORTOP
ITEXECUTIVE
RespondentssaytheITMANAGERistheprincipaldriverwhen
puttingtogethertheshortlist
PRIMARY
VP&DIRECTOR
OFIT
ITSTAFF
ITSTAFF
VP&DIRECTOR
OFIT
CIOORTOP
ITEXECUTIVE
VP&DIRECTOR
OFIT
SECONDARY
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Cisco Leads in Network Products & Services
6
*Answersreflectrespondentsverbatimanswerstoanopenendedquestion.
Q:Whenyouthinkofnetwork,whichprovidersdoyouconsidertheleadersinthatcategory?
Source: Network World Technology Buying Process Survey, March 2012
84%
32%
25%
12%9% 8% 8% 7% 6% 5% 5%
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Cloud Strategy Gets Senior Level Attention
7
*Columnsindicatethehighestandsecondhighestgrouporindividualreportedtobemostinvolvedineachstepofthepurchaseprocess.
Q:Includingyourself,whichofthefollowinggroupsorindividualsatyourorganizationareinvolvedin[purchaseprocessstep] ofcloudproducts/services?
Q:Whichoneofthefollowinggroupsorindividualsistheprincipaldriverin[purchaseprocessstep]forcloudproducts/services?
Source: Network World Technology Buying Process Survey, March 2012
Determinethebusinessneed
Determinetechnicalrequirements
Evaluateproductsandservices
Recommendor
select
vendorsforpurchaseSellinternally(i.e.
outsideoftheITteam)Approveorauthorize
purchase
CIOORTOP
ITEXECUTIVE
ITMANAGER
ITMANAGER
VP
&
DIRECTOROFIT
VP&DIRECTOR
OFIT
CIOORTOP
ITEXECUTIVE
RespondentssaytheITMANAGERistheprincipaldriverwhen
puttingtogethertheshortlist
VP&DIRECTOR
OFIT
ITSTAFF
ITSTAFF
ITMANAGER
CIOORTOP
ITEXECUTIVE
VP&DIRECTOR
OFIT
PRIMARY SECONDARY
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Amazon, Microsoft and Google are Big 3 in Cloud
8
*Answersreflectrespondentsverbatimanswerstoanopenendedquestion.
Q:Whenyouthinkofcloudcomputing,whichprovidersdoyouconsidertheleadersinthatcategory?
Source: Network World Technology Buying Process Survey, March 2012
49%
44%
40%
18% 17%
13%
8% 8%
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Conclusions
Sr. IT Management is driving strategic decision making around large technology shifts
but the IT Manager is the principal driver for final selection of vendors in all tech
categories.
IT is expected to drive innovation through business strategy, and in turn, this is causing
traditional silos around infrastructure and network to collapse. This collapse of silos
signals the need for IT vendors to target the audience that, on average, purchases for
5 major technology categories, and wields primary influence over vendor selection.
IT executives and professionals perceptions of market leaders varies greatly by
category but there is ample opportunity to change perceptions especially in areas
such as Mobility and Cloud.
9 Source: Network World Technology Buying Process Survey, March 2012
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THANK YOU
To view the full Network World Technology
Buying Process study, please contact
Andrea DAmato at [email protected] or
Bob Melk at [email protected].