Download - CIO State of Mind
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page #
The CIO State of Mind – How to Successfully Engage with CIOs
UBM Tech CIO Research, June 2014
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research.
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 2
The Evolving Role of the CIO
• CIOs now securely have a seat at the table of the highest levels; the era of trying to prove the value of IT is over
• Shift IT to a digital mindset: CIOs must take charge of their companies' digital strategy and execution when working with the CEO and other key business executives
• Focus the IT organization on growth: Shift the balance of IT spending from operational to new development and innovation
• Make IT more agile: Execute faster on key IT business initiatives; shorten the time from idea to deliverable
• Rethink the IT architecture: IT leaders hotly debate the exact “how” – public, private, or hybrid clouds – but they agree IT orgs must reinvent the way IT gets delivered to customers
• LOB are getting more involved in IT buying – (CMOs, Chief Sales Officers, Chief Data Officers) – CIOs need to oversee these groups to ensure they’re thinking through all details
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 2
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 3
The CIO State of Mind2014 UBM Tech CIO Research
• UBM Tech surveyed 150 senior level IT executives including CIOs, CTOs, EVPs, and VPs• Survey was conducted online in May of 2014• Research provides insight on top concerns and issues weighing on the minds of senior level IT executives
55%45%
Respondent Breakout by Title Respondent Breakout by Company Size (# of Employees)
47%
19%
21%
13%
CIO, CTO, CSO, CSIO, Chief Tech Architect
EVP/SVP/VP of IT/IS/Networking/Services/
Telecom
1,000+100 - 499
Under 100
500 - 999
Organization’s Total Annual Revenue
38%
34%
19%
9%
Over $1 Billion$49.9 Million and below
Government/Nonprofit
$50 Million to $999.9 Million
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 4
Profiling Today’s CIO / CTO
1) Planning and delivering projects
2) IT leadership and talent
3) Innovation/strategy
4) Managing vendor relationships
5) Learning/education
feel they are a source of information that others turn to for IT strategy and technology purchase guidance
76%
Average number of CIO/CTO posts held:
2.4
50%50%
50% promoted from within; 50% hired from outside
Promoted within; posts held
1) VP of IT 2) IT Director 3) IT Manager
Hired from outside; posts held
1) CIO/CTO2) VP of IT3) IT Director
Average number of IT experience: 30
What average day looks like
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 5
Spending OutlookCIOs Optimistic When It Comes to IT Spending
10%
27%
21%
25%
6%7%
4%
Up more than 10%
Up 5% to 10%
Up less than 5%
Flat
Down less than 5%
Down 5% to 10%
Down more than 10%58%Expect IT spending
to increase in 2014 vs. 2013
Q: How do you think IT spending for your organization will compare this year versus 2013?
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 5
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 6
Business: Pain PointsLowering Costs, Network Uptime, IT Innovation and Security Breaches
Lowering IT and business costs
Ensuring system and network uptime
Delivering IT innovations that provide a competitive advantage
Guarding against security breaches
61%
51%
49%
47%
Q: What are your organization's main challenges or pain points?
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 6
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 7
CIOs: Sleepless NightsNot Enough Innovation and Resources
Q: As an IT professional, what keeps you up at night?
Half would like their IT organization to spend more time
on innovation
Our IT organization doesn't spend enough time on innovation
Our IT organization doesn't have adequate financial resources
Our IT organization can't keep up with security threats
Our IT organization doesn't have the right skills
Our IT organization isn't in sync with our company's business units
Our IT organization isn't in sync with our customer's needs
49%
42%
32%
26%
24%
19%
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 8
IT PrioritiesMobile and Security Tops the List
Q: How do you primarily determine your organization's IT priorities?
What are your IT priorities over the next 12 to 18 months?
Do more with mobile applications and devices
Improve security
Do more with data analytics
Virtualize more of our infrastructure
Move more of our systems to the cloud
54%
53%
46%
34%
33%
What's required to serve
customers
45%
Demand of business unit
leaders
35%
Regulatory compliance/legal
issues
17%
The Path to Selecting Priorities
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 8
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 9
In Peers CIOs Trust
75% Peers CIOs turn to:
Q: How much do you turn to or rely on peers for input when you are making technology decisions?
Who are the peers you turn to for this feedback?
Rely heavily on peers for input when they are making technology decisions
CIO/CTOs or VPs of IT at other companies
Corporate management at own company
Corporate management at other companies
IT management at own company
IT management at other companies
69%
46%
20%
57%
35%
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 9
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 10
Purchase ProcessCIOs Involved Throughout …
Determining the need to purchase
Defining requirements or
architecture
Evaluation / Recommendation
SelectionAuthorization /
ApprovalImplementation
71% 73%
66% 65%
59%
51%
Q: At what stage(s) do you get involved in the technology purchase process?
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 10
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 11
…But So Are Many Others Across the OrganizationMake Sure You’re Reaching and Engaging with ALL the Influencers
Q: Which job function or title would you say is primarily responsible for each stage of a technology purchase (regardless of whether that job title describes you or not)?
Average number of people involved
in purchase:
12
27%
21%
16%
25%
62%
11%
41%
47%
40%
49%
16%
33%
8%
24%
34%
12%
3%
52%
25%
9%
10%
13%
20%
4%
Determining the need to purchase
Defining requirements or architecture
Evaluation/recommendation
Selection
Authorization/approval
Implementation
Executive IT (CIO, VP of IT) IT Management IT Staff Any corporate (exec, LOB or staff)
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 11
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 12
The Ultimate Decision Maker: CIOsBut Collaboration Across Org is Critical
73% say their LOB or corporate management counterparts are important to them when it comes to making tech decisions
Q:Who within your organization has the ultimate decision making power for technology purchases?How important are your line of business or corporate management counterparts to you in making tech decisions?
64%10%
26%
CIOs/VPs
IT management
Executive corporate management
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 12
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 13
Large Technology PurchasesCollaboration Across the Organization
Peers within Executive IT team
IT management
IT staff
Executive corporate management
Corporate/LOB management
LOB staff
68%
63%
42%
39%
29%
13%
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 13
Q: When making a large technology purchase, who would you say is in your corner, working with you to make the tech purchase?
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 14
AuthorizationIn Command of the Purse Strings
Q: At what point does a tech purchase require authorization from the company’s CIO?
$1 million to $4.9 million
$5 million to $9.9 million
$10 million or more
13%7%
19%
31%
30%
Any dollar amount
There's no specific dollar amount; other factors influence whether a
CIO should be involved or not
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 14
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 15
New Technology PurchasesCIOs Tend to Get Involved
65%
26%
9%
IT executive level title usually or always gets involved for new tech purchases
IT executive level sometimes gets involved for new tech purchases
It depends on what the
purchase is
Q: If a technology purchase is for a new technology, is it imperative that the CIO or other IT executive get involved, as opposed to when the purchase is for an upgrade or related to an existing technology within the organization?
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 15
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 16
Editorial or Media Company Source
Webinars 1
Digital magazines/e-books 2
Research reports 3
White papers or case studies 4
Editorial online communities 5
Executive events (e.g. roundtables, conferences) 6
Email/Electronic newsletters 7
Trade shows 8
Blogs 9
Slideshows 10
Video 11
Social media 12
Infographics 13
Intelligence GatheringCIOs Rely on a Mix of Content Sources to Keep Them Informed
Top EDITORIAL Sources Used
1Webinars
2Digital magazines/e-books
3Research Reports
Rely Heavily On:
Q: As part of your work-related information gathering, which of the following info sources have you used within the past 12 months?
Marketers should strike a balanced, integrated mix of paid,
owned, earned initiatives
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 17
Technology Vendor Source
Webinars 1
Vendor websites 2
White papers or case studies 3
Trade shows 4
Research reports 5
Email/Electronic newsletters 6
Executive events (e.g. roundtables, conferences) 7
Digital magazines/e-books 8
Sponsored content (e.g. ads, advertorial) 9
Vendor-based online communities 10
Slideshows 11
Video 12
Blogs 13
Infographics 14
Q: As part of your work-related information gathering, which of the following info sources have you used within the past 12 months?
1Webinars
2Vendor websites
3White papers or case studies
Rely Heavily On:
Intelligence GatheringCIOs Rely on a Mix of Content Sources to Keep Them Informed
Top VENDOR Sources Used
Marketers should strike a balanced, integrated mix of paid,
owned, earned initiatives
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page #
The CIO State of Mind – How to Successfully Engage with CIOs
• Role of the CIO continues to evolve
• While the CIO is the ultimate decision maker, the purchase process is extremely collaborative—ensure your marketing strategy reaches across all influencers
• CIOs rely heavily on peers for input when they are making technology decisions—include peer reviews and testimonials in your content assets
• Be mindful that the purchase process for new technologies is different: CIOs and IT executives tend to get involved
• CIOs use many different editorially-driven and vendor-driven sources—have a strong, integrated paid, owned, earned media strategy to ensure all your bases are covered
UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research.