2012 Technology Buying Process Survey

Presented by Andrea DAmato, VP/Publisher

May 2012

Purpose and Methodology

Survey Sample
Field Work Total Respondents Margin of Error Audience Base January 13 to February 9 406 +/- 4.9% Network World Online

Survey Method
Collection Number of Questions Online Questionnaire 12 (incl. demographics)

Survey Goal
Gain a better understanding of the role Network Worlds audience plays in technology buying decisions at their organizations

Source: Network World Technology Buying Process Survey, March 2012

IT Influence Extends Beyond Traditional Silos

70%say
upfrom59% in2011

Traditionalsilos aroundinfrastructure, network,andotherIT areasarecollapsing asITisincreasingly expectedbythe businesstodrive innovation.

Q:Pleaserateyourlevelofagreementwiththefollowingstatements. (Percentagesshowtoptwolevelsofagreement StronglyagreeandAgree.)

3
Source: Network World Technology Buying Process Survey, March 2012

Major Technology Areas of Influence

73%
Network

67%
DataCenter

67%
EndUser Computing

65%
Software

65%
Security

55%
Storage

53%
Mobility

44%
Cloud Computing

Q:Pleaseidentifythespecifictechnologyareasbelowforwhichyouhavepurchaseinvolvement/influence.
4
Source: Network World Technology Buying Process Survey, March 2012

IT Managers are the Primary Network Players

PRIMARY
Determinethebusiness need Determinetechnical requirements Evaluateproductsand services

SECONDARY VP&DIRECTOR OFIT ITSTAFF ITSTAFF VP&DIRECTOR OFIT CIOORTOP ITEXECUTIVE VP&DIRECTOR OFIT

ITMANAGER ITMANAGER ITMANAGER ITMANAGER VP/DIR tiedwith ITMANAGER CIOORTOP ITEXECUTIVE

RespondentssaytheITMANAGER istheprincipaldriverwhen puttingtogethertheshortlist

Recommendorselect vendorsforpurchase Sellinternally(i.e. outsideoftheITteam) Approveorauthorize purchase

*Columnsindicatethehighestandsecondhighestgrouporindividualreportedtobemostinvolvedineachstepofthepurchaseprocess. Q:Includingyourself,whichofthefollowinggroupsorindividualsatyourorganizationareinvolvedin[purchaseprocessstep] ofnetworkproducts/services? Q:Whichoneofthefollowinggroupsorindividualsistheprincipaldriverin[purchaseprocessstep]fornetworkproducts/services?

5
Source: Network World Technology Buying Process Survey, March 2012

Cisco Leads in Network Products & Services

84%

32% 25% 12%

9%

8%

8%

7%

6%

5%

5%

*Answersreflectrespondentsverbatimanswerstoanopenendedquestion. Q:Whenyouthinkofnetwork,whichprovidersdoyouconsidertheleadersinthatcategory?
6
Source: Network World Technology Buying Process Survey, March 2012

Cloud Strategy Gets Senior Level Attention

PRIMARY
Determinethebusiness need Determinetechnical requirements Evaluateproductsand services

SECONDARY VP&DIRECTOR OFIT ITSTAFF ITSTAFF ITMANAGER CIOORTOP ITEXECUTIVE VP&DIRECTOR OFIT

CIOORTOP ITEXECUTIVE ITMANAGER ITMANAGER VP&DIRECTOR OFIT VP&DIRECTOR OFIT CIOORTOP ITEXECUTIVE

RespondentssaytheITMANAGER istheprincipaldriverwhen puttingtogethertheshortlist

Recommendorselect vendorsforpurchase Sellinternally(i.e. outsideoftheITteam) Approveorauthorize purchase

*Columnsindicatethehighestandsecondhighestgrouporindividualreportedtobemostinvolvedineachstepofthepurchaseprocess. Q:Includingyourself,whichofthefollowinggroupsorindividualsatyourorganizationareinvolvedin[purchaseprocessstep] ofcloudproducts/services? Q:Whichoneofthefollowinggroupsorindividualsistheprincipaldriverin[purchaseprocessstep]forcloudproducts/services?

7
Source: Network World Technology Buying Process Survey, March 2012

Amazon, Microsoft and Google are Big 3 in Cloud

49% 44% 40%

18%

17% 13% 8% 8%

*Answersreflectrespondentsverbatimanswerstoanopenendedquestion. Q:Whenyouthinkofcloudcomputing,whichprovidersdoyouconsidertheleadersinthatcategory?
8
Source: Network World Technology Buying Process Survey, March 2012

Conclusions
Sr. IT Management is driving strategic decision making around large technology shifts

but the IT Manager is the principal driver for final selection of vendors in all tech categories.
IT is expected to drive innovation through business strategy, and in turn, this is causing

traditional silos around infrastructure and network to collapse. This collapse of silos signals the need for IT vendors to target the audience that, on average, purchases for 5 major technology categories, and wields primary influence over vendor selection.
IT executives and professionals perceptions of market leaders varies greatly by

category but there is ample opportunity to change perceptions especially in areas such as Mobility and Cloud.

Source: Network World Technology Buying Process Survey, March 2012

THANK YOU
To view the full Network World Technology Buying Process study, please contact Andrea DAmato at adamato@nww.com or Bob Melk at bmelk@idgenterprise.com.