Insight from IDG's 2020 Role & Influence of the Technology Decision-Maker and 2019 Customer Engagement research.

1. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S IDG COMMUNICATIONS, INC.
QUALITY
MATTERS
Exploring the Technology Purchase
Process by Specific Tech Solution
Insight from 2019 Customer Engagement Study & 2020
Role & Influence of the Technology Decision-Maker Study

2. I D G C O M M U N I C A T I O N S , I N C .
5.99
5.39
5.31
5.2
5.15
5.06
4.98
4.87
4.85
4.68
4.52
4.46
4.45
Enterprise Software (non SaaS)
Networking
Telecom
Enterprise Software (SaaS)
Mobile Applications
IT Services
IoT Devices
Cloud Computing
Data & Analytics
Servers/Storage
Security
Desktop/Laptops
Web Applications
Buying Cycles by Technology
2
Q. What was the length of the buying cycle for each purchase? (In Months)
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2019
AVERAGE
LENGTH OF
PURCHASE
PROCESS
4.9 months

3. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Purpose for Specific Tech Purchases
3
Q. Thinking about your likely purchases over the next 6-12 months, please indicate what is prompting your organization to consider each purchase?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
TECHNOLOGY Security Cloud
Enterprise
software
(SaaS)
Servers/
Storage
IT
Services
Networking
Enterprise
software
(non-SaaS)
Data &
Analytics
Desktops/
Laptops
IoT
Devices
Tele
com
Web
Apps
Mobile
Apps
Additional
purchase that we
were planning to
make regardless
of recent events
27% 44% 36% 25% 45% 31% 34% 54% 14% 48% 24% 30% 37%
Additional
purchase that we are
making due to
recent events
19% 15% 15% 9% 22% 11% 18% 14% 18% 16% 14% 28% 29%
We are due for an
upgrade
37% 26% 27% 33% 18% 36% 22% 20% 33% 20% 24% 29% 17%
We are due for a
replacement
17% 16% 22% 32% 15% 22% 25% 12% 35% 16% 39% 14% 17%

4. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
IT Holds the Budget for All Technologies
4
Q. Who will be the primary budget holder for each of the following purchases?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
53%
57%
59%
60%
63%
63%
64%
67%
72%
74%
78%
82%
82%
70%
47%
43%
41%
40%
37%
37%
36%
33%
28%
26%
22%
18%
18%
30%
Web apps
IoT devices
Telecom
Mobile apps
Enterprise software (SaaS)
Data & analytics
Enterprise software (non-SaaS)
Desktops/laptops
IT services
Cloud computing
Servers/storage
Security
Networking
Overall

5. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Considering New Vendors by Tech
5
Q. When a rapidly changing environment prompts you to make quick purchase decisions, how likely are you to consider a new vendor versus an existing vendor for the following
technologies?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
TECHNOLOGY Security Cloud
Enterprise
software
(SaaS)
Servers/
Storage
IT
Services
Networking
Enterprise
software
(non-SaaS)
Data &
Analytics
Desktops
/ Laptops
IoT
Devices
Telecom
Web
Apps
Mobile
Apps
Extremely Likely 19% 16% 18% 12% 23% 14% 15% 18% 9% 12% 16% 13% 16%
Very Likely 32% 25% 29% 18% 28% 25% 30% 26% 17% 36% 25% 32% 29%
Somewhat Likely 25% 29% 32% 32% 24% 27% 28% 28% 26% 23% 27% 31% 32%
Not Very Likely 16% 18% 11% 26% 16% 19% 16% 23% 32% 20% 16% 23% 18%
Not At All Likely 8% 11% 11% 12% 8% 16% 10% 5% 15% 9% 15% 1% 5%

6. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Content Consumption Changes by Technology
6
Q. Do you expect the amount of information (i.e. white papers, research reports, project briefs) that you download to aid you in the purchase process to increase, decrease, or remain the
same over the next 6-12 months?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
TECHNOLOGY Security Cloud
Enterprise
software
(SaaS)
Servers/
Storage
IT
Services
Networking
Enterprise
software
(non-SaaS)
Data &
Analytics
Desktops
/ Laptops
IoT
Devices
Telecom
Web
Apps
Mobile
Apps
Increase 44% 48% 47% 36% 48% 41% 37% 43% 29% 50% 39% 35% 41%
Decrease 9% 10% 9% 9% 6% 11% 9% 7% 9% 8% 6% 6% 7%
Remain the
Same
47% 42% 44% 56% 46% 48% 54% 50% 61% 42% 55% 59% 51%

7. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
7
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