A number of process and content-related insights emerged from an IT survey and follow-up interviews with IT professionals and marketing executives.

For example, once a cloud technology solution evaluation has been initiated and a buying committee formed, vendors (not already positioned for consideration in the decision phase) typically have a brief 30-day window to secure their place on the vendor evaluation list. The research phase (prior to the set-up of a buying committee) allows for an additional 30-90 days for potential engagement with “in-market” buyers. 

Also, survey responses showed that 80% of IT executives are being asked to participate in line of business technology evaluations with increasing frequency in the past two years.  Follow-up interviews pointed to a growing awareness by enterprises of the importance of security, in addition to other enterprise-wide concerns, that might affect vendor selection.

Download your copy of the whitepaper “Cloud Technology Buying Committees: New Decision-making Dynamics” today because what you don’t know about buying committees could change what you do in 2021.

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