Definitive Research Proves IT Management are Key Brand Specifiers; Corporate Management and IT Management Agree That Brand is Important in Vendor Selection Process

Business Wire, Jan 8, 2001

Business/Technology Editors

SOUTHBOROUGH, Mass.--(BUSINESS WIRE)--Jan. 8, 2001

Network World Inc., the Leader in Network Knowledge, released today comprehensive research that definitively proves IT Management wields the most influence in the technology purchasing process and vendor selection process. The survey results showed that Corporate Management does not have the time to understand how a purchase will integrate with the corporate IT infrastructure and leaves the selection of technology vendors to the IT Department.

"Today's Technology Buyer" study, conducted by Research Concepts of Berlin, Mass, sought to determine the model for the purchase of technology products. A key result in the study showed that there is a high level of agreement between Corporate and IT Management about the technology buying process, their respective roles in each step, and the importance of brand on the final vendor selection process.

IT Management was indisputably found to be the primary influencer in four out of the five steps in the technology buying process identified by the research; determination of need, information search, vendor analysis, approval of funds, and selection of final vendor. The exception was "approval of funds", although the research showed that IT Management is an integral part of approving the IT budget. The study also looked in-depth at the critical influence of brand on outsourced purchases including network infrastructure products, applications and services. This research found that "Brand" does matter. IT Managers want to purchase infrastructure products, applications and services from providers such as VARs, integrators and carriers to make brand decisions for them. 74% of IT Managers surveyed said familiarity with vendors and brands offered is "Very important" when selecting a supplier or provider.

The study also concluded that Corporate and IT Management have the same perspective on the technology buying process. In fact, 93% of Corporate and IT Managers agree that their relationship is a partnership and that they share a strong and communicative alliance. Also, Corporate Management acknowledges that information technology today is more complex than ever and leaves the vendor selection process to the IT department. A stunning 76% of the Corporate Managers said they would never authorize a technology purchase without the expressed recommendation of the IT Department. 86% of Corporate Managers surveyed said that they refer technology vendors to IT Departments rather than deal with them directly. In short, Corporate Management does not have time to get involved in the vendor selection process.

In a recent issue of MC Magazine, columnist Bill Laberis wrote, "The great thing about these survey results is that they just make sense. They reflect a complexity of computer systems that has grown an order of magnitude or more in recent years, compelling corporate management to rely more than ever on IT for both technology and vendor selection. The bottom line is that if you want to sell IT hardware, software, networking or services to the enterprise, all roads must pass through the IT department."

The research report titled "Today's Technology Buyer" can be viewed in its entirety at http://www.networkworld.com/news_buyers.htm.> About Network World

Network World, Inc., the Leader in Network Knowledge, empowers Network Leaders and enables e-business through education, information and community. Network World is the leading provider of news, analysis, reviews, events and education on information technology. Network World publishes the leading newsweekly, Network World, hosts the most active online community, Network World Fusion (http://www.nwfusion), and produces educational seminars and events worldwide.

About International Data Group-

Network World, Inc. is a division of IDG, the world's leading IT media, research and exposition company. IDG publishes more than 300 magazines and newspapers and 4,000 book titles and offers online users the largest network of technology-specific sites around the world through IDG.net (http://www.idg.net), which comprises more than 270 targeted Web sites in 70 countries. IDG is also a leading producer of 168 computer-related expositions worldwide, and provides IT market analysis through 50 offices in 43 countries worldwide. Company information is available at http://www.idg.com.