TECH SUPPLIER Aug 2022 - Market Presentation - Doc # EUR149578422

Decision Making in the European C-Suite: Understanding and Influencing Cross-Functional Technology Investments


Tom Seal
David Clemente
On-line Presentation


This IDC Market Presentation looks at how crucial technology investment decisions in Europe are either made by the C-suite or heavily influenced by them, yet many vendors have not identified who in the C-suite to engage with and how to do this effectively.

This presentation examines the composition of the modern C-suite, analyzes how cross-functional decision making happens in an organization, and highlights competing cycles and priorities that can create challenges for vendors that are unprepared.

It offers recommendations for vendors that want to create effective and sustainable engagement with key C-suite personas.

"Cross-functional decision making on technology investments can be complex and challenging for vendors to navigate. A successful approach to European C-suite buyers should be patient and carefully timed, with a goal of building consensus among the key personas," said Dave Clemente, Research Director for European C-Suite, IDC Europe.


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