Pearlfinders IT Seminar 2010 - The Buyer's Mindset

July 2010 

Our survey has been shaped by Pearlfinders IT customers, who nominated the questions they wanted us to pose to decision-makers.

We've focused on the questions and content areas most frequently nominated by customers. We've incorporated much-discussed topics that we've had with clients during account management calls, as well as some areas heavily featured in the technology trade press.

All of our questioning has aimed to profile the key areas influencing IT directors and IT managers when it comes to selecting suppliers.

Specifically, the questions we posed surrounded the following core areas: -

· Prospecting - How do IT suppliers maximise their chances of achieving cut-through?

· Events - How frequently do decision-makers attend? What places an IT supplier above rival exhibitors?

· Collateral - Which types receive a more favourable response? How can you make your mailshots stand out and have the greatest chance of being kept on file?

· Websites - Is it more important to have a design- or content-focused website?

· PR - How important is it to have a profile in the trade media? Which publications do IT directors read?

· Social Media - How should you be using LinkedIn and Twitter to engage with your prospects?

Our targets were selected from organisations spending over £2m per year on IT services. Interviews were conducted with a range of decision-makers including IT directors, IT managers and procurement contacts.

For a pdf download including the full findings of our survey, please click here.