b2b buyer research - market development strategy & it models

Market Development Strategy & IT Models

Market Development Strategy & IT ModelsFourquadrant.com/Marketing-Resource-Blog

When respondents were asked which of the

following best describes how their company’s IT

organization is structured today, the responses

were as follows:

Centralized 55% – i.e. where the CIO controls centralized IT assets/budgets §  In companies with more

than 1,000 employees, centralization was reported to be higher at 66%.

§  In companies with less than 1,000 employees, centralization was reported to be lower at 42%.


1

The central role of technology extends IT focus and influence.

Specifically, respondents stated they were involved with the

following:

§  Setting IT Standards and Policies: Overall 70%

§  Setting IT Project Goals: Overall 67%

§  IT Department Budget Responsibility: Overall 51%

§  Vendor Contract Negotiations: Overall 55%

§  Collaboration with Departments Outside Of IT on Projects or Technology Needs: Overall 74%

§  Setting Business Standards and Policies: Overall 48%

§  Setting Business Project Goals: Overall 44%


2

The number of influencers varies based

on the IT model for major technology

purchases (beyond phones, tablets and

laptops):

§  Overall: 10 employees were involved

§  Centralized: 9 employees were involved

§  Federated: 12 employees were involved

§  Decentralized: 11 employees were involved


3

IT management collaborates with an

average of 4.2 people:

§  IT staff 61%

§  CIO 55%

§  IT Mgmt 54%

§  LOB 45%

§  Steering Committee 45%

§  IT Liaison 44%


4


Market Development Strategy & IT ModelsFourquadrant.com/Marketing-Resource-Blog