Analyst Strategy Group - 2004 Technology Buyers Study

ASG was successful in reaching decision makers for technology purchases in both the business and IT organizations.

Key Findings:

Over 60% of respondents:

Create strategy
Specify functional / technical requirements
Recommend short list of products, brands, and vendors
Evaluate vendors

Over 40% of respondents:

Approve vendor shortlists


	Key findings: Personal networks, advisory analysts, and market researchers carry the greatest impact in terms of influence on major purchase decisions Boutique consultancies, trade press, and general media have the lowest overall impact on major purchase decisions


	Key findings: Over 50% of all respondents consider advisory analyst opinions when creating their vendor short list Over 30% of respondents have excluded a vendor from consideration based on negative information/opinions from an advisory analyst Over 50% of respondents have considered a vendor that was brought to their attention by an advisory analyst Almost 60% of respondents have cited advisory analyst opinions when creating the business case for a major purchase

During Q4 2004, ASG completed our third annual study on the influence of the industry analysts on technology buyers. The expanded scope of the 2004 study returned almost 500 individual responses, more than doubling our past study responses. With the 2004 Technology Buyer’s Study, ASG is able to provide statistically significant findings for the North America, EMEA and Asia/Pacific regions, as well as several vertical markets.

Some key findings :

Analyst firm usage and the importance of individual analyst firms within each region
Analyst and consulting firm usage and importance based on IT buyer company size
The credibility of each of the major analyst firms, with differences noted by region and vertical market
The role and relative impact of the media, analysts and consultants in each stage of the buying process
Individual analyst/consultant vs. firm credibility in each geographic region

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and learn more about the 2004 Technology Buyer's Study

Role in Acquisitions

Purchases Influenced by Information Source

Impact of Analysts

For all ASG questions or inquiries, please email us at:

info@analyststrategy.com

or call (408) 737-2320