Security News > 2021 > July > Decision makers divided about cloud technology adoption

Spiceworks Ziff Davis studies revealed there are groups of key stakeholders that influence or make decisions about cloud technologies within each organization - known as the "Buying collective" - generally composed of IT decision makers and business decision makers.

"Our research indicates that 80% of decision makers believe cloud technologies are useful for supporting remote workers. As businesses continue to support work-from-home policies, they will seek solutions to enable employees to work from anywhere," said Peter Tsai, Head of Technology Insights at SWZD. "In this environment, it's critical for vendors to understand the needs and motivations driving stakeholders' decisions throughout the buyer's journey."

Because the buying collective influences their organization's technology spend, the first step to aligning sales processes with the buyer's journey is fully understanding decision makers' pain points and how current trends in their behavior are shaping the cloud buying landscape.

On average, six to eight key stakeholders collectively make the decision whether or not to purchase a given cloud technology.

Though the length of the buyer's journey varies, it's important to note that it's often longer at larger enterprises, which typically have a larger buying collective consisting of 10 decision makers on average.

According to the research, ITDMs are involved in 88% of cloud purchases and play a central role from beginning to end in determining needs, evaluating solutions, and advising business decision makers on purchase decisions.

News URL

http://feedproxy.google.com/~r/HelpNetSecurity/~3/osXRPN9I3xI/