Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

B2B Buyer Research - Market Development Strategy & IT Models

366 views

Published on

https://www.fourquadrant.com/market-development-strategy-models/

Market Development Strategy & IT Models

IDG Enterprise Role & Influence - B2B Market Research

IDG conducted a study of over 1,000 Technology Decision-Makers to learn about the evolving role and influence of IT decision-makers in enterprises.

The research decomposes the types of IT organizations and how they differ.

The study drills-down into IT's role in the technology purchase process.

Go to market resources available at www.fourquadrant.com

Published in: Marketing
  • Be the first to comment

  • Be the first to like this

B2B Buyer Research - Market Development Strategy & IT Models

  1. 1. Market Development Strategy & IT Models Market Development Strategy & IT Models Fourquadrant.com/Marketing-Resource-Blog
  2. 2. When respondents were asked which of the following best describes how their company’s IT organization is structured today, the responses were as follows: Centralized 55% – i.e. where the CIO controls centralized IT assets/budgets §  In companies with more than 1,000 employees, centralization was reported to be higher at 66%. §  In companies with less than 1,000 employees, centralization was reported to be lower at 42%. Market Development Strategy & IT Models 1
  3. 3. The central role of technology extends IT focus and influence. Specifically, respondents stated they were involved with the following: §  Setting IT Standards and Policies: Overall 70% §  Setting IT Project Goals: Overall 67% §  IT Department Budget Responsibility: Overall 51% §  Vendor Contract Negotiations: Overall 55% §  Collaboration with Departments Outside Of IT on Projects or Technology Needs: Overall 74% §  Setting Business Standards and Policies: Overall 48% §  Setting Business Project Goals: Overall 44% Market Development Strategy & IT Models 2
  4. 4. The number of influencers varies based on the IT model for major technology purchases (beyond phones, tablets and laptops): §  Overall: 10 employees were involved §  Centralized: 9 employees were involved §  Federated: 12 employees were involved §  Decentralized: 11 employees were involved Market Development Strategy & IT Models 3
  5. 5. IT management collaborates with an average of 4.2 people: §  IT staff 61% §  CIO 55% §  IT Mgmt 54% §  LOB 45% §  Steering Committee 45% §  IT Liaison 44% Market Development Strategy & IT Models 4
  6. 6. Market Development Strategy & IT Models Market Development Strategy & IT Models Fourquadrant.com/Marketing-Resource-Blog

×