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4Customers Target Integrated Solutions for Critical Use Cases and Widely Report…
2Purchases Are Driven by a Profusion of Technology and Business Drivers
2Customers Report High Satisfaction Following Their High Expectations
Budgets Reflect Vast Opportunity in the Integrated Solution Market
Amid the Positive Experience, Challenges Are Common across All Phases of the…
Customer Concerns Emerge Early in the Purchase Process
Customers Report a Range of Pricing Limitations and Transparency Issues
Despite the Overall Message of Simplicity, Integrated Solutions Can Introduce…
Integrated Solutions Change the Process Landscape for Potential Buyers
1Senior IT Executives Lead a Long List of Purchase Influencers
Customers Perform Research across a Wide Variety of Information Sources
Conclusion
2Research Methodology
1Respondent Demographics
Research Report: The Buyer’s Journey to Integrated Solutions from Strategic Partners
Apr 21, 2023
by
Christian Perry
To gain insight into the market dynamics for integrated technology solutions from strategic partners, Enterprise Strategy Group surveyed 352 IT professionals in North America (US and Canada) involved in the purchases of integrated solutions at their organizations.
This study sought to answer the following questions:
What is the current status of integrated solution adoption? What technologies are customers purchasing or planning to purchase, and for what use cases?
What individuals or groups hold influence over the research, evaluation, purchase, and deployment of integrated solutions? Which individuals or groups hold the most influence?
What are the budget plans of organizations buying and planning to buy integrated solutions?
What are the business and technology drivers behind the purchase of integrated solutions?
What are the KPIs or metrics that organizations expect to improve with integrated solutions?
To what extent are integrated solutions meeting expectations for drivers and KPIs?
From where do organizations procure integrated solutions?
What challenges do organizations encounter throughout the research, evaluation, purchase, and deployment phases of integrated solution acquisitions?
When do organizations learn about integrated solutions when seeking technologies for certain use cases?
What sources do organizations use when researching integrated solutions?
How does the evaluation of integrated solutions compare with the evaluation of standalone technologies?
Do organizations also examine standalone technologies when seeking to meet requirements for certain use cases?
How do integrated solutions impact customer perceptions of the vendors involved with them?
To what degree does a relationship with one or both of the vendors affect selection and ultimately success?
Page Count: 26
Table of Contents
Executive Summary(3)
Report Conclusions(3)
Introduction(3)
Research Objectives(3)
Research Findings(9)
Customers Target Integrated Solutions for Critical Use Cases and Widely Report Positive Experiences(4)
Purchases Are Driven by a Profusion of Technology and Business Drivers(2)
Customers Report High Satisfaction Following Their High Expectations(2)
Budgets Reflect Vast Opportunity in the Integrated Solution Market
Amid the Positive Experience, Challenges Are Common across All Phases of the Buyer Journey
Customer Concerns Emerge Early in the Purchase Process
Customers Report a Range of Pricing Limitations and Transparency Issues
Despite the Overall Message of Simplicity, Integrated Solutions Can Introduce Complexity
Integrated Solutions Change the Process Landscape for Potential Buyers
Senior IT Executives Lead a Long List of Purchase Influencers(1)
Customers Perform Research across a Wide Variety of Information Sources
Customer experience is the sum of a customer's digital interactions with a company throughout the customer lifecycle, from early online research of a product or service to active use and repeat business such as subscriptions. Most customer experience…
