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Research Report: Rise of the Non-IT Buyer: The Increasing Involvement of Business Professionals in the Technology Purchase Process
ESG Research Report
Aug 05, 2013
In order to better understand the evolution of the IT purchase process through the eyes of line-of-business stakeholders, ESG surveyed 127 marketing professionals (referred to as “business managers” throughout this report) working at SMB (fewer than 250 employees) and large midmarket and enterprise-class (250 employees or more) organizations in North America (United States and Canada) and Western Europe (UK, France, and Germany). All respondents reported frequent or occasional involvement in the evaluation and selection process for information technology (IT) products and services (e.g., business software, hardware, endpoint devices, cloud computing services, etc.).
Page Count: 20
Table of Contents
Executive Summary
Report Conclusions
Introduction
Research Objectives
Research Findings
The Shifting IT Purchase Process Landscape
IT Product and Service Selection: A Shared Responsibility between IT and Business Managers
Business Involvement Has Been an Evolution But Not a Revolution
The Business Manager’s Shopping List
The Size and Scope of Shadow IT
Conclusion
Research Implications for Technology Vendors
Research Implications for IT Professionals
Research Methodology
Respondent Demographics
Respondents by Job Responsibility
Respondents by Region
Respondents by Length of Time Organization Has Been in Existence
In order to assess IT spending priorities over the next 12-18 months, ESG recently surveyed 540 IT professionals representing midmarket (100 to 999 employees) and enterprise-class (1,000 employees or more) organizations in North America and Western…