Read the complete post at https://www.fourquadrant.com/insights-expenditures-decision-making/
B2B Sales and Marketing teams spend inordinate amounts of time trying to understand and target IT expenditures and IT decision making to optimize their go to market plans. Any and all insights into how IT budgets are assembled and how IT technology purchases are made will directly and positively impact marketing ROI.
IDG Enterprise conducted a study entitled “Role & Influence of the Technology Decision Maker” spanning over 1,200 responses. Highlighted below are recent research findings into IT expenditures & IT decision making with relevance to B2B technology go-to-market strategy and execution.
Read the complete post at https://www.fourquadrant.com/insights-expenditures-decision-making/
Go to market resources available at www.fourquadrant.com
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Insights into IT Expenditures and IT Decision Making
1. Insights into IT Expenditures and IT Decision Making
Fourquadrant.com/Marketing-Resource-Blog
Insights into IT Expenditures and IT
Decision Making
2. On a purchase of less
than $10K
§ 14% of Executive
responded Yes
§ 19% of IT Management
§ 13% of IT Professionals
On a purchase of less
than $10K – $99K
§ 16% of IT answered Yes
§ 13% of IT Management
§ 6& of IT Professionals
On a purchase of less
than $100K – $199K
§ 8% of IT Management
responded Yes
§ 5% of IT
§ 2% of IT Professionals
On a purchase of over
$200K
§ 7% of IT answered Yes
§ 5% of IT Management
§ 3% of IT Professionals
$ Limits
Who Sign-offs on IT Expenditures
3. Executive IT
Business Management
§ 50% do have the
flexibility
§ 28% stated Not
Applicable
§ 22% answered No
IT Management
§ 54% do have the
flexibility
§ 25% answered No
§ 21% stated Not
Applicable
IT Professional
§ 49% stated this was
Not Applicable for
them
§ 29% responded Yes
§ 22% answered No
Can You
Reallocate
Funds?
Do You Have the Flexibility to
Reallocate Funds for IT Expenditures?
§ 72% of respondents stated that
they do
§ 16% stated Not Applicable
§ 12% answered No
4. For companies with less
than 1,000 employees
and familiar w/a vendor
§ the average purchase
cycle was 3 months
For companies with
more than 1,000
employees and familiar
w/a vendor
§ the average purchase
cycle was 4 months
For companies with less
than 1,000 employees
and unfamiliar w/a
vendor
§ the average purchase
cycle was 6 months
For companies with
more than 1,000
employees and
unfamiliar w/a vendor
§ the average purchase
cycle was 7 months
Avg Length
of Purchase
Cycles
Enterprise Purchase Cycle Longer
(Companies familiar & unfamiliar w/a vendor)
5. Insights into IT Expenditures and IT Decision Making
Fourquadrant.com/Marketing-Resource-Blog
Insights into IT Expenditures and IT
Decision Making