As a result of the recent shift in IT fields caused by new, innovative solutions like AI, ML, and Metaverse, most tech companies are spending more in the purchasing close to get good results. IT spending is expected to hit $7.8 trillion by 2028. This includes spending by IT companies, companies that make communications software, data consultancies, and so on. Seven out of ten businesses plan to spend more on IT over the next 15 months.
It is obvious that having a clear and segmented B2B Email list of IT decision makers is crucial in these instances. With this email list, it’s easy to reach IT leaders like CTOs, CIOs, IT professionals, IT architects, and IT developers to promote your goods and services. In today’s fast-paced digital market, businesses can’t afford to ignore the importance of technology. Leaders in the technology industry usually choose goods and services that help their business reach its goals.
However, it can be hard for corporate marketers to understand their perspective. This post shed light on the top 5 things IT decision-makers think about, giving you the data you need to get their attention and kickstart successful connections.
As the IT industry has become more data-driven, buyers have been able to make more complex and sophisticated decisions when making purchases. Marketers for large technology organizations must grasp what IT buyers care about the most? To reach out to this well-informed audience persona.
A B2B procurement study indicated that 91% of IT decision makers research before buying:
- 85% of IT decision-makers rely on industry analyst reports.
- 92% conducts extensive research on online testimonials and reviews.
- 78% actively engage with their professional networks, industry events, IT conferences, and online forums.
- 76% participate in video demos, webinars, and presentations.
- 81% rely on thought leaders content such as whitepapers, case studies, and blog articles.
5 Major Things IT Decision-Makers check during the Purchasing Process:
- Solve Business Problems:
More than anything, IT decision-makers are focused on finding solutions that will effectively solve their business challenges. According to the 2023 Forrester IT Buying Study, 78% of IT officers are looking for cloud-based services that remove barriers and address a specific business need as the top factor they evaluate when making a purchase.
As a marketer, you should ensure that your marketing materials, product demonstrations, and sales pitches clearly articulate the business problems your solution solves and the unique benefits it offers.
- Reputed marketers or database vendors:
Vendor reputation plays a pivotal role in the purchasing decisions of IT leaders. The 2019 IDG Customer Purchase Intent Survey revealed that 67% of tech managers value the reputation of the vendor highly. They consider aspects like market presence, thought leadership, customer reviews, and endorsements by reputable third-party entities.
To improve your standing in this area, focus on cultivating strong customer relationships, gathering and promoting positive customer reviews, and positioning your company as a thought leader in the industry.
- Total Cost of Ownership
Overall, TCO is more than just the purchase price. It also includes the price of setup, regular upkeep, and any potential losses due to interruptions. Gartner reports that TCO is a major consideration of tech procurement officers in their 2023 IT Spending Survey.
As a marketer, you should be completely up front about any and all charges associated with your offering. Highlight any cost-cutting characteristics, such as efficiency or automation capabilities, that could result in lower recurring operational costs.
- Ease of Integration
In an era where businesses are using a multitude of software tools, the ease of integration with existing systems is crucial. Most of the IT director around the globe would prefer a solution that can seamlessly integrate with their current infrastructure, minimizing disruption and maximizing interoperability.
Highlight the adaptability and interoperability of your product in promotional materials. Feature your company’s smooth interfaces with standard industry platforms.
- Post-Purchase Support and Service
Last but not least, tech stakeholders place significant emphasis on the level of support and service provided by the vendor. The Forrester IT Purchasing Survey found that the businesses are spending an estimated $ 4.4 trillion on tech purchase and considered the post-sale support factor a key determinant of their purchasing decisions.
Emphasize your company’s commitment to customer service and support in your marketing efforts. Share testimonials of happy customers who’ve received stellar support, and highlight your support channels and response times.
Marketing to tech executives requires aligning messages with these essential points. Addressing these areas in your approach can help you connect with your target audience and build enduring customer relationships. Marketers can adjust their approach to IT buyers purchasing decisions by understanding their criteria. IT decision-makers prioritize functionality, features, scalability, integration, TCO, and post-purchase support. Including such data in your marketing can help you position your IT solutions and attract these savvy buyers.
To meaningfully connect with your pertinent audience, such as IT experts, procurement personnel, and executives, you can benefit from partnering with an authentic B2B provider like ListsXpanders. They provide reliable and refined IT executive email lists. This list encompasses contact details of decision-makers in the IT sector from prominent global corporations. It also grants you access to essential stakeholders and corporate affiliations, enabling you to efficiently approach these specific buyers and enhance deal closures.