This resources section is a collection of industry research reports, blogs, articles and best-practice guides that we think will help you gain a better understanding of the challenges, opportunities and ever changing trends of the enterprise IT market.

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Industry Insight

| Wednesday, May 03 2017

Vendors land blow in direct versus channel debate

End users prefer to buy from vendors and are more loyal to them than resellers, CRN/ Computing research finds. But all is not lost for the channel, according to Doug Woodburn One of the first questions anyone who works in the channel faces when asked to explain it to a family member, friend or new […]

| Monday, Mar 20 2017

Why it pays suppliers to keep in with the IT crowd

CMOs and other business leaders are being hailed as the new power centre of IT decision making. But recent CRN/Computing research suggests that IT directors and managers should remain the focal point for VARs and other technology suppliers, finds Doug Woodburn. The IT manager is cutting an increasingly marginal figure in the technology buying cycle, […]

| Friday, Mar 03 2017

The Need For Speed: The foot is on the accelerator for IT decision makers

Resellers used to elongated sales cycles will be pleasantly surprised by research suggesting the IT purchasing cycle is poised to accelerate rapidly, according to Doug Woodburn Elongated sales cycles have been a bugbear for resellers ever since the 2008 financial meltdown. So I was intrigued by the findings of some recent research suggesting that the […]

| Monday, Feb 20 2017

Computing announces the 2017 IT Leaders 100

Get to know the IT leaders Throughout the year Computing run a number of relaxed, informal evenings at some of London’s most exclusive restaurants. These evenings offer an opportunity for sponsors to get to know the top IT decision makers at some of the world’s largest firms, whilst helping shape the conversation. Computing also offer the […]

| Thursday, Feb 09 2017

Who are the IT procurement decision makers?

The growing importance of technology within organisations has led to many non-IT professionals becoming involved in IT procurement – particularly line of business heads. Speaking at Computing’s Tech Marketing & Innovation Forum 2016, Mark Carter, enterprise marketing leader of Netscout, said that IT decision makers now collaborate with an average of six different functions for […]

| Monday, Jan 30 2017

Why and when technology vendors lose a deal – research

Exclusive in-depth research from Computing and CRN reveals that vendors are too slow to engage, and are failing to match their solution to an end users’ needs At a time when end user organisations are dealing with more and more technology vendors, it is incredibly important for these vendors to understand why it is that […]

| Tuesday, Jan 24 2017

Infographic: 4 common myths of the IT Buying Cycle

Our recent report into the UK IT Buying Cycle proved that there are many areas where technology sellers aren’t matching up with the needs of technology buyers. This infographic presents 4 of the most common myths about the IT Buying Cycle and where the main disconnects between sellers and buyers lie.

| Thursday, Jan 05 2017

How to sell to chief information officers, according to CIOs

Yes to conferences and dinners, no to cold calling and e-mails It’s no surprise that Sales and marketing teams have a tough time approaching the C-Suite to sell their products. When it comes to IT, many of these teams try to get in touch directly with the CIO but with hundreds, if not thousands, of […]