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Insights into IT Expenditures and IT Decision Making

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Read the complete post at https://www.fourquadrant.com/insights-expenditures-decision-making/

B2B Sales and Marketing teams spend inordinate amounts of time trying to understand and target IT expenditures and IT decision making to optimize their go to market plans. Any and all insights into how IT budgets are assembled and how IT technology purchases are made will directly and positively impact marketing ROI.

IDG Enterprise conducted a study entitled “Role & Influence of the Technology Decision Maker” spanning over 1,200 responses. Highlighted below are recent research findings into IT expenditures & IT decision making with relevance to B2B technology go-to-market strategy and execution.

Read the complete post at https://www.fourquadrant.com/insights-expenditures-decision-making/

Go to market resources available at www.fourquadrant.com

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Insights into IT Expenditures and IT Decision Making

  1. 1. Insights into IT Expenditures and IT Decision Making Fourquadrant.com/Marketing-Resource-Blog Insights into IT Expenditures and IT Decision Making
  2. 2. On a purchase of less than $10K §  14% of Executive responded Yes §  19% of IT Management §  13% of IT Professionals On a purchase of less than $10K – $99K §  16% of IT answered Yes §  13% of IT Management §  6& of IT Professionals On a purchase of less than $100K – $199K §  8% of IT Management responded Yes §  5% of IT §  2% of IT Professionals On a purchase of over $200K §  7% of IT answered Yes §  5% of IT Management §  3% of IT Professionals $ Limits Who Sign-offs on IT Expenditures
  3. 3. Executive IT Business Management §  50% do have the flexibility §  28% stated Not Applicable §  22% answered No IT Management §  54% do have the flexibility §  25% answered No §  21% stated Not Applicable IT Professional §  49% stated this was Not Applicable for them §  29% responded Yes §  22% answered No Can You Reallocate Funds? Do You Have the Flexibility to Reallocate Funds for IT Expenditures? §  72% of respondents stated that they do §  16% stated Not Applicable §  12% answered No
  4. 4. For companies with less than 1,000 employees and familiar w/a vendor §  the average purchase cycle was 3 months For companies with more than 1,000 employees and familiar w/a vendor §  the average purchase cycle was 4 months For companies with less than 1,000 employees and unfamiliar w/a vendor §  the average purchase cycle was 6 months For companies with more than 1,000 employees and unfamiliar w/a vendor §  the average purchase cycle was 7 months Avg Length of Purchase Cycles Enterprise Purchase Cycle Longer (Companies familiar & unfamiliar w/a vendor)
  5. 5. Insights into IT Expenditures and IT Decision Making Fourquadrant.com/Marketing-Resource-Blog Insights into IT Expenditures and IT Decision Making

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