https://www.fourquadrant.com/market-development-strategy-models/ Market Development Strategy & IT Models IDG Enterprise Role & Influence - B2B Market Research IDG conducted a study of over 1,000 Technology Decision-Makers to learn about the evolving role and influence of IT decision-makers in enterprises. The research decomposes the types of IT organizations and how they differ. The study drills-down into IT's role in the technology purchase process. Go to market resources available at www.fourquadrant.com

1. Market Development Strategy & IT
Models
Market Development Strategy & IT Models
Fourquadrant.com/Marketing-Resource-Blog

2. 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%.
Market Development Strategy & IT Models
1

3. 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%
Market Development Strategy & IT Models
2

4. 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
Market Development Strategy & IT Models
3

5. 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%
Market Development Strategy & IT Models
4

6. Market Development Strategy & IT
Models
Market Development Strategy & IT Models
Fourquadrant.com/Marketing-Resource-Blog