This research report analyses how enterprise service providers identify and purchase from technology vendors.

The aim of the study was to identify how the modern technology procurement process works, who is involved and how suppliers are identified. Armed with this understanding the paper then explores what approaches are most influential for vendors to increase sales and marketing effectiveness.

The key findings show:

  • One third of IT decisions are made without the involvement of the CEO
  • Eight people involved in the decision making for SMEs, mid-sized business, 20 for large enterprise
  • Only a quarter of purchasers find the information they’re looking for when researching vendors

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