Gartner Research

Survey Analysis: Business Buyers Continue to Gain Power in IT Purchase Decisions

Published: 31 March 2016

ID: G00292294

Analyst(s): Michele Caminos, Derry Finkeldey


Most technology purchases in 2016 will involve stakeholders from the line of business. Business unit leaders at technology and service providers that do not plan their go-to-market strategy based on understanding of these buyers risk failing to engage a large portion of their target market.

Table Of Contents

Survey Objective

Data Insights

  • The Involvement of Non-IT Roles in Technology Purchase Decisions Continues to Increase
  • R&D Has the Highest Incidence of Embedded IT
  • Ongoing Management of Technology Purchases Is Usually Handed Off to IT
  • Most IT Spending Is Planned and Budgeted for, Except in the Sales Department
  • Business Unit Buyers Are Involved in a Wide Range of IT Purchase Types
  • Project Focus Drives the Business Case
  • The Business Sees Itself as Leading All Phases in the Buying Process
  • Methodology
  • Definitions

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