5 Major IT Purchase Process Influencers

By the Buy On the Fly Which factors are influencing the IT purchasing process? The Early Bird Catches the Firm IT decision makers begin to consider solutions and vendors very early in the process. Be in the conversation early...before it's too late. 55% identify solutions before allocating budgets 40% identify vendors before allocating budgets IT Management Rules the Roost When it comes to the purchasing process, IT management identifies the need to make a change, initiates the process, or takes the lead a whopping 45% of the time. Have a strong relationship with IT management, but don't neglect the other influencers. IT Management 45% IT Staff 24% IT Executives 22% 22% Corporate Mgmt 15% LOB Mgmt GET A BIRD'S-EYE VIEW: How does your solution help buyers manage change, save money, or address risks? These four factors dominate the justification of new technology investments: Business continuity Risk management Decrease costs Keep up with technology changes 93% SELECTED ONE OR MORE OF THESE Get your head out of the sand Invest in your brand! While trust, relationships and cutting-edge technology all matter, what's most important to tech buyers is a vendor that is well-known, well-respected and a recognized market leader. Without support, IT buyers would rather take flight. TOP FACTORS THAT LED TO A CHANGE IN VENDORS 42% New vendor demonstrated a business case for changing 41% Existing vendor did not provide us with sufficient knowledge or training to take full advantage of the technology New vendor demonstrated a 38% superior knowledge of our company and industry 27% Market research that demonstrated a change in business landscape Source: 2013 UBM Tech IT Buying Triggers Report CreateYo urNextCustomer.com UBM Tech