Comments on: The perfect IT purchase-decision maker http://myeducatedguess.blogs.techtarget.com/2006/05/09/the-perfect-it-purchase-decision-maker/ Marketing Answers for IT Tue, 24 Nov 2009 10:14:19 +0000 http://wordpress.org/?v=wordpress-mu-1.0 by: Daniel Kuperman http://myeducatedguess.blogs.techtarget.com/2006/05/09/the-perfect-it-purchase-decision-maker/#comment-260 Wed, 10 May 2006 17:14:58 +0000 http://myeducatedguess.blogs.techtarget.com/2006/05/09/the-perfect-it-purchase-decision-maker/#comment-260 I agree with your comment on the IT buying process, however we also need to consider the MESSAGE. Since you'll have different consitutencies involved in the buying cycle, each with their respective characteristics and agendas, your message must also be different. While a network administrator might be concerned with the technology aspect of a solution and interested on whether it runs on Unix, Novell, Windows, etc., the IT Manager could be focusing on whether the solution integrates with existing applications. And the CIO will be looking at the overall ROI. So the success may not necessarily be determined by which constituent delivers the best ROI but rather how you leverage each constituent's role to achieve your objectives. I agree with your comment on the IT buying process, however we also need to consider the MESSAGE. Since you’ll have different consitutencies involved in the buying cycle, each with their respective characteristics and agendas, your message must also be different.

While a network administrator might be concerned with the technology aspect of a solution and interested on whether it runs on Unix, Novell, Windows, etc., the IT Manager could be focusing on whether the solution integrates with existing applications. And the CIO will be looking at the overall ROI.

So the success may not necessarily be determined by which constituent delivers the best ROI but rather how you leverage each constituent’s role to achieve your objectives.

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