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IT Investment Decision Making
Many technology sales cycles get bogged down in the IT department. Whilst it is unlikely that a sale will get anywhere without buy in from IT management, their approval is no guarantee of final success. Getting to “yes” requires accessing and influencing other key decision makers especially those in the finance department. And along the way, there are plenty of others who can say “no”
Key Findings

  • Information Technology (IT) sits at the heart of the majority of modern business
    Very few businesses consider IT as a peripheral activity, or even a burdensome cost, the overwhelming majority consider it as a core value add to their activities
  • IT Managers are only the starting point for closing an IT sale
    When it comes to approving a major IT investment, the approval of the Managing Director will nearly always be required and when it comes to prioritising spending plans the Financial Director is omnipresent
  • Most business managers like to keep up to date with technology developments
    Finance managers think it is at least as important for them to keep up to speed with technology developments as it is for IT managers, but they prioritise sources of information differently
  • The internet, trade shows, press and business reports all have their place, but you can forget the blogosphere
    Peers and colleagues are considered essential sources of information; finance managers are more likely than their counterparts in IT to show up at a trade show, the latter are more likely to be sitting at their PC searching the internet with Google
  • Don’t let the lure of the business press lead you to overlook the IT trade press
    All managers consider the IT trade press to be a useful source of information ahead of the daily papers and other business press. Few consider the Sunday papers to be useful for keeping up to speed with IT. Most are more likely to read their favourite publications on line, rather than in print
  • Few managers have subscription based access to the services of analysts, but their reports are valued
    The majority of managers are prepared to pay for analyst reports, whilst few have access to subscription based services. Many seek out free analytical content on the internet especially those working in the public sector or smaller businesses