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Mind of the IT Pro 2017

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For technology marketers who are looking for insights into:
- The profile of the modern day IT professional and their organizations
- The collaborative IT purchase process
- Vendor engagement
- Work habits and more!
UBM’s 2017 The Mind of the IT Pro Research was developed to gain critical insight into business technology decision makers.

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Mind of the IT Pro 2017

  1. 1. 1 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Gain Critical Insights Needed To Engage the Modern IT Pro
  2. 2. 2 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved UBM’s 2017 The Mind of the IT Pro Research was developed to gain critical insight into business technology decision makers, and delves into: • The profile of the modern day IT professional and their organizations • The collaborative IT purchase process • Vendor engagement • Work habits and more! METHODOLOGY • In August 2017, UBM conducted an online survey of business and technology professionals to delve into the profile of IT professionals in North America • Final data is based on a total of 285 qualified IT and business respondents • The margin of error for the total respondent base (N=285) +/- 5.7 percentage points • UBM was responsible for all programming and data analysis. These procedures were carried out in strict accordance with standard market research practices. Research Overview
  3. 3. 3 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved The IT Professional EXPERIENCED, EDUCATED AND INFLUENTIAL Average age: 47 HIGH CAREER ASPIRATIONS 38% aspire toward a C-Level position of CEO, CIO, etc. 17% have already reached their career aspiration Average salary: $132,000 Highly educated: Bachelor’s degree or higher Gender gap: 86% Male Average tenure as an IT pro: 20 years Average professional experience: 25 years
  4. 4. 4 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved 1. Planning and delivering projects 2. Innovation or strategy 3. IT leadership and talent 4. Learning or education 5. Managing vendor relationships Time Spent Daily (Rank Order) 4.6 average number of IT projects typically worked on at any given time Average personal purchase involvement: $2.2 million 47% make technology decisions for their entire organization 76% make technology decisions for multiple departments or more The IT Professional DRIVING BUSINESS TECHNOLOGY INNOVATION
  5. 5. 5 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Average Company Total 2017 IT budget: $245 million Q. What technologies or solutions has your organization recently purchased or plans to purchase in the next 12 months? Check all that apply. IT Budgets SECURITY & CLOUD SERVICES TAKE MAJORITY OF BUDGETS 52% say their IT budget will increase in 2018 IT Budget Allocations in 2018 67% 65% 62% 53% 49% 29% 25% 8% Security Cloud and cloud services Networking Applications software and development Data and analytics Enterprise service management DevOps Contact center
  6. 6. 6 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Technologies or solutions organization recently purchased or plans to purchase in next 12 months Purchase Plans 52% 45% 43% 42% 36% 32% 31% 30% 29% 29% 29% 27% 27% 24% 23% 22% 19% 18% 18% 17% 15% 9% Cloud technology & services Infrastructure Network security (firewalls, VPN) Networking IT training or education Antivirus/antimalware Analytics or Big Data E-mail security/spam filtering Mobility and wireless Data analytics Storage & containers Applications software and development Virtualization Data centers and servers Application/vulnerability scanning tools Application management and performance tools Data encryption/data privacy Enterprise service management tools Team collaboration software Internet of Things Collaboration, UC or video AI
  7. 7. 7 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Q. When making technology purchase decisions, at what stage(s) do you personally get involved? Check all that apply. Respondents are highly involved at all stages of the purchase process The Purchase Process Journey THE IT PRO’S PERSONAL INVOLVEMENT 73% EVALUATE / RECOMMEND 44% SELECT 31% APPROVE Q. Which job function or title would you say is primarily responsible for each stage of a technology purchase (regardless of whether that job title describes you or not)? 68% DEFINE REQUIREMENTS 51% SET VENDOR SHORT LIST 71% DETERMINE THE NEED EVALUATE / RECOMMEND SELECT APPROVE DEFINE REQUIREMENTS SET VENDOR SHORT LIST DETERMINE THE NEED IT Staff 32% IT Management 28% IT Staff 42% IT Management 32% IT Management 49% Executive IT (CIO, VP of IT) 26% IT Staff 45% IT Management 36% Executive IT (CIO, VP of IT) 47% Executive Corporate Management 29% IT Staff 42% IT Management 32% Collaboration happens throughout the purchase process
  8. 8. 8 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Under $1 million 68% 23% 9% $1 million to $4.9 million 48% 42% 11% $5 million to $9.9 million 44% 34% 21% $10 million or more 45% 30% 25% Q. How many people, including yourself, are typically involved in making technology purchase decisions for your company at each of these investment levels? Q. Approximately how many people are on the tech purchasing committee? 20+ people5 to 19 people Fewer than 5 peopleIT investment of… Collaborative IT Purchasing 47% USE A FORMAL PURCHASING COMMITTEE FOR TECHNOLOGY DECISIONS 8.2 is the average number of people in a tech purchasing committee
  9. 9. 9 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Content That Makes An Impact A VARIETY OF CONTENT KEEPS VENDORS TOP OF MIND 1 Expos / Trade Shows 1 Infographics 1 Expos / Trade Shows 1 Videos 1 Vendor websites 1 Vendor websites 2 Email newsletters 2 Podcasts 2 Vendor websites 2 Online training / courses 2 Online training / courses 2 Research reports 3 Blogs 3 Conferences 3 Social media 3 Vendor White Papers / Case Studies 3 Websites on specific topics 3 Online training / courses 4 Conferences 4 E-newsletters 4 Websites on specific topics 4 Blogs 4 Non-Vendor White Papers / Case Studies 4 Non-Vendor White Papers / Case Studies 5 Podcasts 5 Virtual events 5 Virtual events 5 Virtual events 5 Research reports 5 Websites on specific topics Q. At each stage of the technology purchase process, which types of content do you use to get information to help you at that particular stage? Select your top three content types down each column for each stage. EVALUATE / RECOMMEND SELECT APPROVEDEFINE REQUIREMENTS SET VENDOR SHORT LIST DETERMINE THE NEED
  10. 10. 10 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Q. For each of these technologies, approximately how long is the purchase process cycle from scoping out the solution to purchase? Q. How does the length of the purchase cycle differ if you are purchasing from a new tech vendor, vs. a company you already work with or have installed? Tech Purchase Process Cycle MOST CYCLES HAPPEN FAST TAKING ONLY 3-6 MONTHS AFTER SCOPING THE SOLUTION 0 - 3 months 3 - 6 months 6 - 12 months One year+ Data & analytics 12% 34% 34% 20% Cloud & cloud services 11% 38% 29% 23% Networking 22% 37% 27% 15% Security 21% 37% 28% 14% DevOps 11% 34% 25% 30% Applications software & development 15% 35% 31% 19% Contact center 15% 27% 27% 31% Enterprise service management 10% 28% 31% 31% 43% say the length of the purchase cycle is somewhat longer when purchasing from a new vendor 15% say it is significantly longer DevOps, Contact Center and Enterprise Service Management purchases typically take longer
  11. 11. 11 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved 83% 61% 58% 57% 50% 49% 40% 36% 34% 32% 29% 29% 25% 22% 20% Identified a business need Current solution is not working or is broken Need to optimize existing processes or improve performance New security risks Availability of new technologies Compliance or regulatory issues To keep up with customer needs and preferences Changes in our industry Incompatibility or high cost of maintaining legacy systems A growth opportunity or gain access to new markets Budget cuts or other financial pressures Increase revenue Employee demand for new technologies New management at our organization New competitive pressures Q. What kind of internal organizational factors drive the purchase of technology at your organization? Check all that apply. Internal Factors Impacting the Buy BUSINESS NEEDS & BROKEN SOLUTIONS TOP LIST
  12. 12. 12 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved 70% 59% 52% 48% 45% 41% 41% 40% 39% 35% 31% 25% 24% 15% Company reputation or vendor is a recognized market leader Can demonstrate how the technology will solve our business problem Provides clear ROI Responsiveness to our RFP Offer of a product trial Communicates the technical benefits of the solution We have a pre-existing relationship with the vendor Vendor has been recommended by my peers Vendor is endorsed by industry experts Vendor can financially justify the technology investment Vendor articulates business benefits Maintains a high level of visibility Vendor offers cutting-edge technology Demonstrates how my existing solution is no longer viable Getting on the Short List HOW VENDORS CAN INFLUENCE THE BUY Q. What actions or other factors from technology vendors influence your consideration or selection of that particular vendor’s tech solution? In other words, how does a tech vendor get on your short list for consideration? Check all that apply. Average number of vendors included in the RFP process4.3
  13. 13. 13 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Q. What constitutes a deal breaker when it comes to engaging with vendors in the technology purchase process? Check all that apply. Deal Breakers DURING RFP PROCESS – AVOID MAKING THESE MISTAKES !Vendor is selling, not educating 63% Vendor doesn’t adequately address risk and compliance 56% Vendor doesn’t provide adequate SLAs 51% Vendor’s reputation has been tainted by a security breach 45% Vendor doesn’t provide adequate ROI info 39%
  14. 14. 14 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved say they are somewhat or very willing to look at new vendors 84% Identifying Vendors DETERMINED EARLY IN THE PURCHASE PROCESS – DON’T MISS THE BOAT Q. At what stage in the technology purchasing process do you typically begin to identify specific technology vendors? Q. When putting together a tech vendor short list, how willing are you to look at new vendors, ones that you haven’t worked with before? 19% 27% 10% 13% 13% 14% 4% At the very beginning, when the consideration of a new investment is first initiated When we are defining our needs When we are allocating budgets When we are defining our business requirements When we are defining our technical requirements When we are researching a shortlist of solutions for consideration When we are researching a shortlist of vendors for consideration
  15. 15. 15 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved 68% say that one-third or more of the purchase process is already complete before they engage with a tech sales rep Engaging with Vendor Sales Reps PURCHASE PROCESS WELL UNDERWAY BEFORE CONTACT IS INITIATED Q. In general, how much (what percentage) of a tech purchase is already complete before you engage with a technology sales rep? 40% are half way or more through the purchase process before they engage with a tech sales rep
  16. 16. 16 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Thank you. To find the right strategies that help you connect with technology professionals, contact us at cync@ubm.com. createyournextcustomer.com
  17. 17. 17 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved
  18. 18. 18 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Appendix Respondents: Primary Job Title 23% 21% 16% 9% 9% 7% 5% 2% 1% 1% 6% Director/manager of IT IT or security staff IT Executive (CIO, CTO, VP of IT) Software development, engineering IT architect Corporate executive (CEO, COO, President, VP) Consultant (IT) Line of business R&D Consultant (non-IT) Other
  19. 19. 19 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Respondents: Industry 10% 10% 9% 7% 7% 6% 5% 4% 4% 4% 3% 3% 3% 3% 3% 3% 2% 2% 2% 2% 8% Government (federal/state/local) Consulting Healthcare/pharmaceuticals/biotech/biomedical Computer/technology manufacturer Education Financial services/VC/accounting Manufacturing and process (other than computer-related) Construction/architecture/engineering Business services Insurance Computer/technology wholesaler/distributor Solutions provider/VAR/channel Wholesale/trade/distribution/retail (non-computer related) Banking Media/marketing/advertising Non-profit/trade association Communications carrier Service provider (ASP, DP, FSP, Web hosting) Transportation/logistics Travel/hospitality/recreation/entertainment Other Appendix
  20. 20. 20 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Information Sources 75% 61% 58% 54% 52% 50% 48% 45% 44% 44% 42% 39% 38% 33% 33% 25% 22% 18% 16% Webinars Websites on specific topics White papers or case studies (non-vendor sponsored) Online articles/feature editorial Research reports Vendor websites Email/electronic newsletters Independently sponsored expos or trade shows Virtual events Online training or courses White papers or case studies (vendor sponsored) Tech vendor sponsored expos or trade shows Blogs Tech vendor sponsored conferences with focused content Videos Independently sponsored conferences with focused content Social media Digital radio/podcasts Infographics Q. What information sources do you use to stay informed? Check all that apply. Appendix
  21. 21. 21 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved Respondents: Company Revenue $5 billion or more 14% $1 billion to $4.9 billion , 10% $500 million to $999.9 million , 9% $100 million to $499.9 million , 10% $50 million to $99.9 million , 9% $6 million to $49.9 million , 19% Less than $6 million , 15% Government/ non-profit 14% Appendix
  22. 22. 22 | The Mind of the IT Pro Research, 2017 | UBM Tech 2017; All rights reserved # of employees Respondents: Company Size 40% 27% 33% 1,000 or more 100-999 Under 100 Appendix

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