network world tech buying process study 2012 (excerpt)

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  • 7/31/2019 Network World Tech Buying Process Study 2012 (Excerpt)

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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].