IDG’s 2020 Role & Influence of the Technology Decision-Maker Research provides in-depth insight into the influence that IT decision-makers (ITDMs) play in this changing landscape, as well as how the IT purchase process has changed due to the pandemic. The study looks at the types of tech purchases organizations plan to make, who is involved in each stage of the process, and the information sources relied upon in order to make the final purchase decision.

1. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S IDG COMMUNICATIONS, INC.
QUALITY
MATTERS
2020 Role & Influence of the
Technology Decision-Maker
How the role of IT decision-makers continues to evolve as technology’s responsibility in
business increases, with a focus on the business and technology effects of the pandemic

2. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
67% 13%
8%
8%
4%
Purpose and Methodology
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
To provide in-depth information about the evolving role and influence of IT decision-makers in
today’s corporations, especially as technology’s role in business increases due to the pandemic; the
role of technology decision-makers in the IT purchase process; and primary influences and
information sources used in today’s IT purchase process.
SURVEY GOAL
AUDIENCE BASE
CIO, Computerworld, CSO, InfoWorld,
Macworld, Network World, and PCWorld
site visitors, and email invitations to
audience base.
NUMBER OF
QUESTIONS 35
COLLECTION METHOD
Online questionnaire
671
IT LEADERSHIP
All survey respondents are involved
in the purchase process for major IT
or security products and services.
Business Mgmt
High Tech 18%
Manufacturing 13%
Financial Services 9%
Government/Non-profit 9%
Education 9%
Healthcare 8%
Services (legal, consulting, real estate) 8%
Retail, Wholesale and Distribution 5%
JOB TITLES
TOTAL RESPONDENTS
TOPREPRESENTEDINDUSTRIES
AVERAGE
COMPANY SIZE
12,299
EMPLOYEES
ExecIT
IT Pro
IT Mgmt
Other
2

3. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Stakeholder Contraction Due to Pandemic
3
Q. How likely is it that current socio-economic conditions caused by the pandemic will cause the following disruptions to IT purchases over the next 6-12 months.
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
34%
46%
46%
49%
50%
25%
20%
28%
26%
23%
42%
34%
26%
26%
27%
Department-wide freeze
Approvals being pushed higher
within your IT organization
IT projects delayed/put on
hold/cancelled
Extending the decision-making
process for IT purchases
IT purchase decisions to be
controlled more centrally within
your IT organization
Extremely/very likely Somewhat Likely Not very/not at all likely
57% ENTERPRISE
44% SMB
54% ENTERPRISE
38% SMB

4. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Majority of Tech Purchases are Additions
4
Q. Thinking about your likely purchases over the next 6-12 months, please indicate what is prompting your organization to consider each purchase?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
34%
18%27%
21%
Addition that we
were planning to
make regardless of
recent events
Upgrade
of existing
technology
Replacement
of existing
technology
Addition that
we are making due
to recent events
<1,000 20%
1,000+ 16%

5. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
58%
Quick Decisions May Result in Fall Back
Approach to Existing Vendors
5
Q. When a rapidly changing environment prompts you to make quick purchase decisions, how likely are you to consider a new vendor versus an existing vendor for the following
technologies?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
10%
20%
28%
26%
16%
Not at All Likely
Not Very Likely
Somewhat Likely
Very Likely
Extremely Likely 42%
are extremely/very
likely to consider a
new vendor when
making quick
purchase decisions
COMPARED WITH
47% UNDER NORMAL
CIRCUSTANCES
(IN 2019)

6. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
IT Holds the Budget for All Technologies
6
Q. Who will be the primary budget holder for each of the following purchases?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
53%
57%
59%
60%
63%
63%
64%
67%
72%
74%
78%
82%
82%
70%
47%
43%
41%
40%
37%
37%
36%
33%
28%
26%
22%
18%
18%
30%
Web apps
IoT devices
Telecom
Mobile apps
Enterprise software (SaaS)
Data & analytics
Enterprise software (non-SaaS)
Desktops/laptops
IT services
Cloud computing
Servers/storage
Security
Networking
Overall

7. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Shift in the Tech Purchase Influencers
7
Q. Please indicate whether you expect the average number of people involved in influencing enterprise technology purchases within your organization (including yourself) to increase,
decrease, or remain the same over the next 12 months?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
11%
30%
59%
Increase
Remain
the same
Decrease
IT
17%
26%57%
Increase
Remain
the same
Decrease
LOB

8. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Content Consumption on the Rise
8
Q. Do you expect the amount of information (i.e. white papers, research reports, project briefs) that you download to aid you in the purchase process to increase, decrease, or remain the
same over the next 6-12 months?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
8%
41%51%
Increase
Decrease
Remain
the same
In 2019, the
average number of
assets downloaded
during the purchase
process was 5
2020 Consumption Habits:

9. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
Tech Content Sites, White Papers & Webcasts
Top Relied Upon Information Sources
9
Q. Which of the following information sources do you use to keep up-to-date with new technologies and to enhance the knowledge you need to be effective in your role?
Source: IDG Role & Influence of the Technology Decision-Maker Survey, 2020
14%
15%
18%
20%
20%
26%
27%
27%
28%
28%
28%
30%
30%
30%
31%
33%
34%
34%
34%
36%
36%
39%
42%
45%
47%
54%
Podcasts
Infographics
Technology vendors (via social/business networking sites)
Business print publications
Blogs
Video (typically 5 minutes or less in length)
Peers outside your company (in-person)
User groups (via newsletters, events, etc.)
Technology vendors (in-person)
Regional networking events
Third-party market research
Peers outside your company (via social/business networking sites)
Trade shows
Technology print publications
Business content sites
Newsletters
Technology vendors (via phone, email)
Analyst firms
Online communities, discussion forums
Peers inside your company
Executive conferences or events
Technology vendors (via vendor web site)
Peers outside your company (via phone, email)
Webcasts/Webinars
White papers
Technology content sites
2019 38%
Peers
Vendors
Events
2019 40%

10. I D G C O M M U N I C A T I O N S , I N C .
Q U A L I T Y
M A T T E R S
10
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