1.
IDG Communications, Inc.
2017 ROLE & INFLUENCE OF THE
TECHNOLOGY DECISION-MAKER
Understanding technology decision-makers’ roles and
engaging them through the right channels

2.
IDG Communications, Inc.
2
71%
11%
8%
6%4%
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Purpose and Methodology
To provide in-depth information about the evolving role and influence of IT decision-makers in today’s
corporations; IT models at use in organizations today and how that effects organizational outlook; the role
of technology decision-makers in the IT purchase process, and who they partner with; and primary
influences and information sources used in today’s IT purchase process.SURVEY GOAL
AUDIENCE BASE
CIO, Computerworld, Greenbot, InfoWorld,
ITworld, Macworld, Network World, PCWorld
and TechHive site visitors, LinkedIn Forums
and email invitations to audience base.
NUMBER OF
QUESTIONS 28
COLLECTION METHOD
Online questionnaire
752
IT LEADERSHIP
All survey respondents are involved
in the purchase process for major IT
or security products and services.
Business Mgmt
Manufacturing 15%
Technology 14%
Services (legal, consulting, real estate) 13%
Government/Nonprofit 10%
Healthcare 10%
Financial Service 9%
Education 8%
Retail, Wholesale & Distribution 6%
JOB TITLES
TOTAL RESPONDENTS
TOPREPRESENTEDINDUSTRIES
AVERAGE
COMPANYSIZE
10,385EMPLOYEES
Exec IT
IT Pro
IT Mgmt
Other

3.
IDG Communications, Inc.
3
EVERY BUSINESS IS TRANSFORMING
Only
28%have an active
digital first
approach
but the majority find themselves in the
exploratory stage.
93% have plans to pursue digital
business transformation
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017

4.
IDG Communications, Inc.
4
What’s Driving IT Strategy?
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Q. Approximately, what percent of your organization’s IT strategy/roadmap is typically driven by the following? AND
Q. Are you involved in any of the following activities at your organization?
Other
Status quo tasks
“keeping the
lights on”
Responding to
internal events
(i.e. process changes,
reorganizations,
LOB requests,
data analysis)
Responding to external events
(i.e. market changes, competitive
threats, customer requests, breaking
into new markets or product areas)
37%
61%
mapping IT strategy
to business goals
27%
33%
3%
of IT decision-makers
are involved in

5.
IDG Communications, Inc.
5
Digital Transformation Fueling
Adoption of New Technologies
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Q. Thinking about each purchase, please indicate whether this was an additional technology (not at replacement), a full replacement of an existing technology, or an upgrade of an existing
technology.
16%
29%
32%
33%
35%
39%
40%
42%
46%
52%
53%
54%
63%
47%
42%
43%
32%
39%
30%
27%
30%
29%
17%
31%
19%
8%
36%
29%
26%
35%
26%
31%
33%
28%
25%
32%
17%
28%
29%
Telecom
Desktops/laptops
Enterprise software (non-SaaS)
Networking
Enterprise software (SaaS)
Servers/storage
Web apps
Security
IT services
Data & analytics
Cloud computing
Mobile apps
IoT devices
Addition (not replacing
existing technology)
Replacement of existing of
existing technology
Upgrade of existing technology

6.
IDG Communications, Inc.
6
Leadership Shifts with
Purchasing Stage
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Q. Including yourself, which of the following groups are involved in each stage of IT purchase process at your organization?
Determine the
Business Need
Determine Technical
Requirements
Evaluate
Recommend
& Select Vendors
Sell
Internally
Authorize
& Approve
Post Sales
Engagement
CIO or top IT Executive
CEO
IT/networking management
LOB management
IT/networking staff
COO
CFO
Business relationship mgr.
CTO
Architect
Engineer
CSO/CISO or top security
Security management
Security staff
CMO
Chief Digital Officer
Determine the
Business Need
Determine Technical
Requirements
Evaluate
Recommend
& Select Vendors
Sell
Internally
Authorize
& Approve
Post Sales
Engagement
CIO or top IT Executive 44% 42% 48% 49%
CEO
IT/networking management
LOB management
IT/networking staff 42% 44% 40%
COO
CFO
Business relationship mgr.
CTO
Architect
Engineer
CSO/CISO or top security
Security management
Security staff
CMO
Chief Digital Officer
Determine the
Business Need
Determine Technical
Requirements
Evaluate
Recommend
& Select Vendors
Sell
Internally
Authorize
& Approve
Post Sales
Engagement
CIO or top IT Executive 44% 40% 39% 42% 48% 49% 36%
CEO 30% 45%
IT/networking management 39% 33% 26% 36%
LOB management
IT/networking staff 42% 44% 40%
COO
CFO
Business relationship mgr.
CTO
Architect
Engineer
CSO/CISO or top security
Security management
Security staff
CMO
Chief Digital Officer
Determine the
Business Need
Determine Technical
Requirements
Evaluate
Recommend
& Select Vendors
Sell
Internally
Authorize
& Approve
Post Sales
Engagement
CIO or top IT Executive 44% 40% 39% 42% 48% 49% 36%
CEO 30% 45%
IT/networking management 27% 38% 39% 33% 26% 36%
LOB management 20%
IT/networking staff 42% 44% 27% 40%
COO
CFO 39%
Business relationship mgr.
CTO
Architect
Engineer
CSO/CISO or top security
Security management
Security staff
CMO
Chief Digital Officer
Determine the
Business Need
Determine Technical
Requirements
Evaluate
Recommend
& Select Vendors
Sell
Internally
Authorize
& Approve
Post Sales
Engagement
CIO or top IT Executive 44% 40% 39% 42% 48% 49% 36%
CEO 30% 9% 12% 9% 10% 45% 8%
IT/networking management 27% 38% 39% 33% 26% 18% 36%
LOB management 25% 11% 19% 14% 20% 12% 14%
IT/networking staff 22% 42% 44% 27% 18% 6% 40%
COO 18% 7% 10% 7% 11% 18% 6%
CFO 17% 4% 10% 8% 10% 39% 7%
Business relationship mgr. 16% 9% 13% 11% 14% 5% 11%
CTO 16% 20% 17% 16% 16% 15% 14%
Architect 15% 30% 28% 21% 12% 5% 14%
Engineer 13% 30% 30% 19% 11% 4% 24%
CSO/CISO or top security 12% 19% 20% 12% 11% 9% 12%
Security management 12% 18% 18% 12% 10% 7% 14%
Security staff 11% 22% 23% 12% 9% 4% 19%
CMO 11% 5% 8% 6% 9% 4% 5%
Chief Digital Officer 8% 9% 9% 6% 6% 4% 6%
1 1 1 1
1 1 1
2 2 2
2 2
2
22
2
3
3
3
33

7.
IDG Communications, Inc.
7
Relevancy & Credibility Expected
for Tech Content Sites
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Q. When searching for tech-related information, how do you measure the value of the following content sites?
4%
7%
27%
25%
39%
39%
39%
43%
36%
2%
11%
23%
24%
27%
32%
41%
55%
60%
Other
Association with tech influencers
Easily searchable and accessible information
Peer referrals
Brand reputation
Clarity of information
Currency (up-to-date)
Credibility
Relevancy
Tech Content Sites Vendor Content Sites

8.
IDG Communications, Inc.
8
Partner Alliances Considered
to be Strategic Vendors
Source: IDG Role & Influence of the Technology Decision-Maker Study, 2017
Q. In your opinion, could a partner alliance be considered a strategic vendor?
32%
14%
54%
18%
18%
65%
26%
16%
58%
Don’t know
No
Yes
Overall Enterprise SMB
value
customer
service/
response time
64%
when considering vendors
as strategic partners

9.
IDG Communications, Inc.
9
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