Summary

There are three trends changing the way companies purchase IT solutions. The decision-making process is being influenced by a diverse and growing set of players within the company, these players are increasingly savvy and self-educated, and ultimately, cloud-based options are gaining market share. These trends are disrupting IT vendors’ traditional sales and marketing techniques, so understanding the shifting landscape can help vendors position themselves better in the marketplace.

L.E.K. Consulting surveyed 228 IT decision makers to assess the way companies are handling IT procurement and how this will affect IT vendors. In a new Executive Insights, L.E.K. Consulting’s Aaron Smith explores the insights from the study and formulate strategies for IT vendors to navigate this new terrain.  

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