This document summarizes the results of a survey of 846 IT decision-makers from a variety of industries and company sizes. Some key findings include: - Most IT budgets are expected to increase or remain the same over the next year, and technology is still seen as "recession proof". - The average length of the technology purchase process has increased to 6.5 months. - There are now an average of 25 people involved in influencing major tech purchases, up from 20-21 people previously. - The top reasons for new tech purchases are replacement of outdated systems, adoption of new technologies, and upgrades. - Familiar brands, recommendations from peers, and white papers are still the

1. Role and Influence of the
Technology Decision-Maker
2023
How the role of the IT decision-maker
continues to evolve as technology's responsibility
in business increases
1

2. Purpose and methodology
2
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
Survey goal
To provide in-depth information
about the evolving role and
influence of IT decision-makers in
today’s corporations, especially
as technology’s role in business
has increased over the past two
years; the role of technology
decision-makers in the IT
purchase process; and primary
influences and information
sources used in today’s IT
purchase process.
IT leadership
All survey respondents are involved in the
purchase process for major IT or security
products and services
Audience base
CIO, Computerworld, CSO, InfoWorld, and
Network World, site visitors, and email
invitations to audience base
Geographic locations
The respondents represent a global
perspective with 59% in North America, 15%
in EMEA, and 26% in APAC
Average company size 14,732 employees
Average company revenue $336M
Job titles
Top represented industries
71%
11%
9%
6%
3%
IT mgmt.
Exec. IT
Business mgmt.
IT pro
Other
6%
7%
7%
8%
8%
8%
9%
14%
20%
Retail, Wholesale and Distribution
Education
Healthcare
Government/Nonprofit
Services (legal, consulting, real estate)
Other
Financial Services
Manufacturing
High Tech
Total respondents 846
Collection method
Online questionnaire
Number of questions 32

3. 3
50%
12%
38%
Increase Decrease
Remain
the same
1,000+ 57%
<1,000 44%
1,000+ 12%
<1,000 12%
1,000+ 31%
<1,000 45%
Technology still seen
as “recession proof”
Question: How do you expect your IT budget to change
over the next 12 months compared to the past 12 months?
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
88%
of ITDMs say their tech budgets
will either increase or remain the
same over the next 12 months
NA 48%
EMEA 60%
APAC 50%
NA 12%
EMEA 11%
APAC 11%
NA 40%
EMEA 29%
APAC 38%

4. 4
Buying cycle is getting longer
Question: On average, what do you anticipate will be the length of the buying cycle for each purchase?
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
25%
12%
14%
20%
19%
10%
12 months or more
8 to less than 12 months
6 to less than 8 months
3 to less than 6 months
1 to less than 3 months
Less than 1 month
NA 18%
EMEA 21%
APAC 41%
NA 6.0 months
EMEA 5.5 months
APAC 7.8 months
is the average length of the
tech purchase process
Up from 6.2 months in 2022
6.5 months

5. 25
5
More voices are being heard
during the purchase process
Question: Please estimate the total number of people (including yourself), on average,
involved in influencing major enterprise technology purchases within your organization?
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
average number
of influencers
2022 average: 20
2021 average: 21
IT LOB Total 2022
Cloud Computing 15 13 28 24
Data & Analytics 15 13 28 22
Networking 13 14 27 18
Enterprise Software (non-SaaS) 14 12 26 24
Enterprise Software (SaaS) 13 13 26 22
Internet of Things 12 13 26 25
Web Applications 12 13 25 20
Servers/Storage 12 13 25 17
Unified Communications/UCaas 12 12 24 -
Mobile 11 13 23 23
Security 12 11 23 19
Telecommunications 12 10 21 20
Desktop/Laptops 11 11 21 16
IT
average
LOB
average
Overall 13 12
NA 11 11
EMEA 16 13
APAC 15 14
1,000+ 17 16
<1,000 7 8

6. 6
Mix of reasons for new tech purchases
Question: Thinking about your likely purchases over the next 6-12 months, please indicate what is prompting your organization to consider each purchase?
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
28%
37%
35%
We are due for
a replacement
Adoption of new
technology (not replacing
existing technology)
We are due
for an upgrade
1,000+ 37%
<1,000 38%
1,000+ 26%
<1,000 30%
1,000+ 36%
<1,000 33%
NA 37%
EMEA 33%
APAC 41%
NA 37%
EMEA 35%
APAC 29%
NA 26%
EMEA 32%
APAC 30%

7. 7
Brand awareness and peer influence impacts engagement
Question: Please rate your level of agreement with the following statements:
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2023
typically spend more time
consuming content from known
and trusted brands
1,000+ 69%
<1,000 62%
when all stakeholders are aware
of a brand it makes the internal sell
through process easier
Executive IT 68%
Mid-level IT 63%
IT professional 58%
Business mgmt. 58%
more likely to trust information read
online if it was a recommendation
from peers
Boomers 64%
GenX 65%
Millenials 73%
GenZ 68%
65% 65% 63%
Executive IT 65%
Mid-level IT 64%
IT professional 63%
Business mgmt. 73%
Boomers 62%
GenX 68%
Millenials 73%
GenZ 70%
Executive IT 65%
Mid-level IT 67%
IT professional 51%
Business mgmt. 54%
Boomers 53%
GenX 69%
Millenials 66%
GenZ 72%
1,000+ 69%
<1,000 62%
1,000+ 63%
<1,000 64%

8. 8
Tech content sites and white papers remain top relied upon sources
Question: Which of the following information sources do you use to keep up-to-date with new technologies and to enhance the knowledge you need to be effective in your role?
Source: Foundry Role & Influence of the Technology Decision-Maker Survey, 2022
12%
13%
14%
15%
16%
17%
18%
18%
18%
19%
21%
21%
22%
23%
23%
23%
24%
24%
24%
25%
26%
27%
28%
28%
30%
33%
33%
33%
37%
43%
Mobile feeds/updates
Podcasts
Infographics
Business print publications
Trade shows (virtual)
Technology vendors (via social/business networking sites)
User groups (via newsletters, events, etc.)
Regional networking events (virtual)
Blogs
Video (typically 5 minutes or less in length)
Peers outside your company (via social/business networking sites)
Peers outside your company (in-person)
Technology print publications
Regional networking events (in-person)
Executive conferences or events (virtual)
Third-party market research
Trade shows (in-person)
Business content sites
Peers inside your company
Analyst firms
Executive conferences or events (in-person)
Technology vendors (in-person)
Newsletters
Peers outside your company (via phone, email, video conference)
Online communities, discussion forums
Technology vendors (via vendor web site)
Technology vendors (via phone, email, video conference)
Webcasts/Webinars
White papers
Technology content sites
average number of
sources used during
the purchase process
7
Vendors 60%
Peers 50%
Events 56%

9. 9
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