Both ITDMs and BDMs play a crucial role in technology purchases. Spiceworks' latest research sheds light on these tech purchase superheroes. Find out 'how' and 'when' these roles have the greatest influence on technology purchases for their organizations.

1. ITDM and BDM: Tech
Purchase Superheroes

2. Overview: Purpose and Methodology
There’s a growing perception amongst marketers that the balance of
power has shifted in the IT decision-making process. What was
historically the domain of the traditional IT department, is now seen as
diffused across the business, and leaning towards the influence of
BDMs.
This report was created to address this perceived shift in influence,
and uncover whether or not a shift has actually occurred.
This was a Voice of IT survey that includes results from nearly 600
ITDMs and 300 BDMs across the world.

3. ITDM and BDM Report: Key Findings
The purchase process exists on a continuum with ITDMs ultimately implementing new tech
(especially hardware), which could end up guiding renewal and repeat purchases.
ITDMs and BDMs can be seen as purchase partners, working in sync to create a tech-decision
duo. But there are areas where they differ, so they’ll require their own unique approach,
messaging, and focus.
ITDMs bring the most insight to the table. When it comes to whose opinion saves the day, both
buyer types agree that ITDMs contribute more valuable input throughout the process.
ITDMs consume up to 17 pieces of content (12 for BDMs) to help inform purchase decisions, so
marketers will likely want to deliver even more content than they currently provide.

4. Most important IT procurement consideration factors: Both roles unite on reliability as the
most powerful influencer.

5. Same mission, different tactics: Both ITDMs and BDMs play a crucial role and exercise their
powers over at different stages.
ITDMs help determine need, evaluate solutions and vendors, make recommendations, and ultimately implement and
manage new technology. That said, it’s the BDM who typically gives final approval on funds and purchases.

6. Purchase Roles: ITDMs are much more heavily involved in infrastructure purchases
ITDMs are key players throughout the purchase process. They’re more likely than BDMs to be involved in nearly every tech
purchase in some capacity (especially for major infrastructure purchases like servers, virtualization, networking, and security).

7. Joining Forces: Both buyer types agree that ITDMs contribute more valuable input throughout
the process.

8. Content to save the day: The amount of content required in every phase of the process is
greater for ITDMs than it is for BDMs.

9. Who is the most influential tech purchase decision maker?
Drumroll please…

10. It depends…The research seems to actually go against the perception that the balance of power
in IT purchase decision-making has moved away from IT professionals.
It’s important to take into consideration your category, buyer stage, and product/solution type in
order to channel those dollars into a strategic, effective campaign…