Waggener Edstrom reveals technology buying behaviour in South Africa

JOHANNESBURG, 25 January 2012 – According to research commissioned by integrated communications agency Waggener Edstrom Worldwide, the way organisations approach business technology purchasing has changed over the past year, with information technology decision makers (ITDMs) reporting that the decision-making process has slowed down, and now involves more people.

The research, which surveyed 100 ITDMs in South Africa to determine current buying habits and trends, revealed that there is growing pressure on technology procurement to increase productivity and collaboration, whilst juggling employee demands, vendor hype, and board-level expectations.

“Technology decision makers are constantly challenged by the vast amount of information available to them and increasing pressure to show a tangible return on investment to the board,” says Marcus Sorour, General Manager at Waggener Edstrom South Africa. “It is crucial for technology vendors to clearly communicate the differentiation of their solutions and expertise whilst demonstrating the positive impact on employees on a daily basis.”

Research highlights

Business decision-making: top three issues identifying technology purchases
1. 60% of respondents identified that employees need to be able to access and use business folders whilst on the move
2. 52% reported that managing employee use of personal software in the business environment is becoming an increasing issue
3. 21% of respondents said working in the cloud is becoming an focus of their organisation

ITDMs: top five technology buying criteria
1. Flexibility of solution
2. Total cost of ownership
3. Fits within current IT infrastructure
4. After-sales support
5. Reputation of the supplier

Technology vendors: top differentiators demanded by ITDMs
1. Solutions that save client’s money and gain efficiency
2. Vendors need to remain engaged throughout the decision-making process
3. A complete understanding of the customer’s business and requirements
4. Quick responses

About Waggener Edstrom Worldwide

Waggener Edstrom Worldwide (WE) is a global, independent integrated communications agency that has developed strategic communications programmes for innovative and world-changing clients for more than 25 years — working to influence markets, inspire people and improve lives.
The agency has more than 800 employees in 19 offices around the world including London, Brussels, Johannesburg, Munich and Paris in EMEA. Its Global Alliance partners expand the agency’s reach to more than 80 additional international markets. More information can be found at www.waggeneredstrom.co.uk and www.waggeneredstrom.co.za.

About the research
The survey, commissioned by Waggener Edstrom South Africa, was conducted in 2011 and comprised an equal number of CIOs, CFOs and IT managers.  67% of respondents worked in companies with 1 000 – 3 000 employees and 33% in companies with more than 3 000 staff.

Editorial contact:
Marcus Sorour, General Manager, Waggener Edstrom South Africa, +27 (0) 11 881 5981, msorour@waggeneredstrom.com