CIO State of Mind

UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page #

The CIO State of Mind – How to Successfully Engage with CIOs

UBM Tech CIO Research, June 2014

UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research.


The Evolving Role of the CIO

• CIOs now securely have a seat at the table of the highest levels; the era of trying to prove the value of IT is over

• Shift IT to a digital mindset: CIOs must take charge of their companies' digital strategy and execution when working with the CEO and other key business executives

• Focus the IT organization on growth: Shift the balance of IT spending from operational to new development and innovation

• Make IT more agile: Execute faster on key IT business initiatives; shorten the time from idea to deliverable

• Rethink the IT architecture: IT leaders hotly debate the exact “how” – public, private, or hybrid clouds – but they agree IT orgs must reinvent the way IT gets delivered to customers

• LOB are getting more involved in IT buying – (CMOs, Chief Sales Officers, Chief Data Officers) – CIOs need to oversee these groups to ensure they’re thinking through all details

UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page 2


The CIO State of Mind2014 UBM Tech CIO Research

• UBM Tech surveyed 150 senior level IT executives including CIOs, CTOs, EVPs, and VPs• Survey was conducted online in May of 2014• Research provides insight on top concerns and issues weighing on the minds of senior level IT executives

55%45%

Respondent Breakout by Title Respondent Breakout by Company Size (# of Employees)

47%

19%

21%

13%

CIO, CTO, CSO, CSIO, Chief Tech Architect

EVP/SVP/VP of IT/IS/Networking/Services/

Telecom

1,000+100 - 499

Under 100

500 - 999

Organization’s Total Annual Revenue

38%

34%

19%

9%

Over $1 Billion$49.9 Million and below

Government/Nonprofit

$50 Million to $999.9 Million


Profiling Today’s CIO / CTO

1) Planning and delivering projects

2) IT leadership and talent

3) Innovation/strategy

4) Managing vendor relationships

5) Learning/education

feel they are a source of information that others turn to for IT strategy and technology purchase guidance

76%

Average number of CIO/CTO posts held:

2.4

50%50%

50% promoted from within; 50% hired from outside

Promoted within; posts held

1) VP of IT 2) IT Director 3) IT Manager

Hired from outside; posts held

1) CIO/CTO2) VP of IT3) IT Director

Average number of IT experience: 30

What average day looks like


Spending OutlookCIOs Optimistic When It Comes to IT Spending

10%

27%

21%

25%

6%7%

4%

Up more than 10%

Up 5% to 10%

Up less than 5%

Flat

Down less than 5%

Down 5% to 10%

Down more than 10%58%Expect IT spending

to increase in 2014 vs. 2013

Q: How do you think IT spending for your organization will compare this year versus 2013?



Business: Pain PointsLowering Costs, Network Uptime, IT Innovation and Security Breaches

Lowering IT and business costs

Ensuring system and network uptime

Delivering IT innovations that provide a competitive advantage

Guarding against security breaches

61%

51%

49%

47%

Q: What are your organization's main challenges or pain points?



CIOs: Sleepless NightsNot Enough Innovation and Resources

Q: As an IT professional, what keeps you up at night?

Half would like their IT organization to spend more time

on innovation

Our IT organization doesn't spend enough time on innovation

Our IT organization doesn't have adequate financial resources

Our IT organization can't keep up with security threats

Our IT organization doesn't have the right skills

Our IT organization isn't in sync with our company's business units

Our IT organization isn't in sync with our customer's needs

49%

42%

32%

26%

24%

19%


IT PrioritiesMobile and Security Tops the List

Q: How do you primarily determine your organization's IT priorities?

What are your IT priorities over the next 12 to 18 months?

Do more with mobile applications and devices

Improve security

Do more with data analytics

Virtualize more of our infrastructure

Move more of our systems to the cloud

54%

53%

46%

34%

33%

What's required to serve

customers

45%

Demand of business unit

leaders

35%

Regulatory compliance/legal

issues

17%

The Path to Selecting Priorities



In Peers CIOs Trust

75% Peers CIOs turn to:

Q: How much do you turn to or rely on peers for input when you are making technology decisions?

Who are the peers you turn to for this feedback?

Rely heavily on peers for input when they are making technology decisions

CIO/CTOs or VPs of IT at other companies

Corporate management at own company

Corporate management at other companies

IT management at own company

IT management at other companies

69%

46%

20%

57%

35%



Purchase ProcessCIOs Involved Throughout …

Determining the need to purchase

Defining requirements or

architecture

Evaluation / Recommendation

SelectionAuthorization /

ApprovalImplementation

71% 73%

66% 65%

59%

51%

Q: At what stage(s) do you get involved in the technology purchase process?



…But So Are Many Others Across the OrganizationMake Sure You’re Reaching and Engaging with ALL the Influencers

Q: Which job function or title would you say is primarily responsible for each stage of a technology purchase (regardless of whether that job title describes you or not)?

Average number of people involved

in purchase:

12

27%

21%

16%

25%

62%

11%

41%

47%

40%

49%

16%

33%

8%

24%

34%

12%

3%

52%

25%

9%

10%

13%

20%

4%

Determining the need to purchase

Defining requirements or architecture

Evaluation/recommendation

Selection

Authorization/approval

Implementation

Executive IT (CIO, VP of IT) IT Management IT Staff Any corporate (exec, LOB or staff)



The Ultimate Decision Maker: CIOsBut Collaboration Across Org is Critical

73% say their LOB or corporate management counterparts are important to them when it comes to making tech decisions

Q:Who within your organization has the ultimate decision making power for technology purchases?How important are your line of business or corporate management counterparts to you in making tech decisions?

64%10%

26%

CIOs/VPs

IT management

Executive corporate management



Large Technology PurchasesCollaboration Across the Organization

Peers within Executive IT team

IT management

IT staff

Executive corporate management

Corporate/LOB management

LOB staff

68%

63%

42%

39%

29%

13%


Q: When making a large technology purchase, who would you say is in your corner, working with you to make the tech purchase?


AuthorizationIn Command of the Purse Strings

Q: At what point does a tech purchase require authorization from the company’s CIO?

$1 million to $4.9 million

$5 million to $9.9 million

$10 million or more

13%7%

19%

31%

30%

Any dollar amount

There's no specific dollar amount; other factors influence whether a

CIO should be involved or not



New Technology PurchasesCIOs Tend to Get Involved

65%

26%

9%

IT executive level title usually or always gets involved for new tech purchases

IT executive level sometimes gets involved for new tech purchases

It depends on what the

purchase is

Q: If a technology purchase is for a new technology, is it imperative that the CIO or other IT executive get involved, as opposed to when the purchase is for an upgrade or related to an existing technology within the organization?



Editorial or Media Company Source

Webinars 1

Digital magazines/e-books 2

Research reports 3

White papers or case studies 4

Editorial online communities 5

Executive events (e.g. roundtables, conferences) 6

Email/Electronic newsletters 7

Trade shows 8

Blogs 9

Slideshows 10

Video 11

Social media 12

Infographics 13

Intelligence GatheringCIOs Rely on a Mix of Content Sources to Keep Them Informed

Top EDITORIAL Sources Used

1Webinars

2Digital magazines/e-books

3Research Reports

Rely Heavily On:

Q: As part of your work-related information gathering, which of the following info sources have you used within the past 12 months?

Marketers should strike a balanced, integrated mix of paid,

owned, earned initiatives


Technology Vendor Source

Webinars 1

Vendor websites 2

White papers or case studies 3

Trade shows 4

Research reports 5

Email/Electronic newsletters 6

Executive events (e.g. roundtables, conferences) 7

Digital magazines/e-books 8

Sponsored content (e.g. ads, advertorial) 9

Vendor-based online communities 10

Slideshows 11

Video 12

Blogs 13

Infographics 14

Q: As part of your work-related information gathering, which of the following info sources have you used within the past 12 months?

1Webinars

2Vendor websites

3White papers or case studies

Rely Heavily On:

Intelligence GatheringCIOs Rely on a Mix of Content Sources to Keep Them Informed

Top VENDOR Sources Used

Marketers should strike a balanced, integrated mix of paid,

owned, earned initiatives

UBM Tech Copyright 2014. All Rights Reserved. 2014 UBM Tech CIO Research. Page #

The CIO State of Mind – How to Successfully Engage with CIOs

• Role of the CIO continues to evolve

• While the CIO is the ultimate decision maker, the purchase process is extremely collaborative—ensure your marketing strategy reaches across all influencers

• CIOs rely heavily on peers for input when they are making technology decisions—include peer reviews and testimonials in your content assets

• Be mindful that the purchase process for new technologies is different: CIOs and IT executives tend to get involved

• CIOs use many different editorially-driven and vendor-driven sources—have a strong, integrated paid, owned, earned media strategy to ensure all your bases are covered


CIO State of Mind

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