This report presents the findings from a survey of 137 German enterprises regarding their approach to Information & Communication Technology (ICT) procurement. The survey investigates the way that German enterprises like to purchase technology, as well as the major IT and business objectives influencing their IT investment strategies.
Introduction and Landscape
Why was the report written? To highlight the criteria on which German enterprises select their IT providers as well as the roles which have influence while making IT purchasing decisions.
What is the current market landscape and what is changing? On-premise deployments are still preferred by German enterprises, though hosted solutions are slowly gaining prominence.
What are the key drivers behind recent market changes? The preference towards hosted deployment is increasing, as it offers various advantages such as flexibility, easier management, and cost savings.
What makes this report unique and essential to read? Kable Global ICT Intelligence has invested significant resources in order to interview CIOs and IT managers about their IT Procurement. Very few IT analyst houses will have interviewed 130+ ICT decision makers in the German market in H2 2012.
Key Features and Benefits
Provides insights into German enterprises’ preferred buying approaches.
Comprehend the business objectives that German enterprises are looking to achieve through their IT investment strategy.
Appreciate the IT objectives that German enterprises are looking to achieve through their IT investment strategy.
Understand the factors that are influencing German enterprises’ decision to select an ICT provider.
Understand which organizational roles influence IT purchasing decisions and signing off budgets.
Key Market Issues
Increasing adoption of cloud technology is decreasing the role of IT resellers as vendors engage directly with enterprises.
German enterprises have rated ‘Improve supplier relationships’ on the lower side of the scale, with an average rating of X. This suggests that enterprises’ focus is on their own operations, which is expected given the difficult trading conditions many are facing.
The survey shows that a large proportion of German enterprises favor on-premise deployments (X%) as compared to hosted services (X%).
With respect to the authority over signing off budgets, surprisingly, German enterprises state that CFOs are the most influential, with an average rating of X on a scale of 1 to 4.
Most German enterprises have complex ICT environment. Only few of the enterprises (just X% of respondents) state that their ICT infrastructure is entirely standards based, where they operate with a small number of interoperable vendor solutions.
German enterprises have rated raising efficiency as their most important business objective, with the highest average rating of X on a scale of 1 to 4.
Enterprises have rated the IT objective of ‘Use IT to support revenue growth’ as their highest priority, with an average rating of X on a scale of 1 to 4.
German enterprises are known for using the most advanced technologies and innovations, hence it is imperative for IT vendors to showcase their expertise in offering specific functionality. German enterprises rate the criteria of IT providers offering ‘Specific functionality expertise/depth’ with the highest average rating of X on a scale of 1 to 4.
IT purchasing decisions amongst German enterprises are largely being influenced by the CIO/IT department followed by the CFO/Finance Director and the CEO. This is further highlighted in Kable’s survey where German enterprises give the CIO the highest average rating of X on a scale of 1 to 4.
According to Kable’s survey, a large majority (X%) of German enterprises believe that their ICT infrastructure is either somewhat complex or very complex.