There’s fierce debate these days over just who in an organization makes the decision when it comes to acquiring IT products and services. For the past several years, many IT vendors have been making the case for focusing on line-of-business executives rather than IT professionals. At the core of that thinking is the simple fact that most IT budgets are only a single-digit percentage of overall revenue, and most of those dollars are already allocated.
Less than 20 percent of the average IT budget is allocated to new products and services. The only tried-and-true way to get the amount allocated to new products to increase is to convince IT leaders that buying something new can be paid for by reallocating IT budget dollars away from something else.