IT Purchasing Goes Social
-
Upload
linkedin-marketing-solutions -
Category
Education
-
view
673 -
download
1
description
Transcript of IT Purchasing Goes Social
![Page 1: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/1.jpg)
IT Purchasing Goes SocialThe Pervasive Influence of Social Platforms on IT Buying
Commissioned study conducted by:
North America
![Page 2: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/2.jpg)
IT decision making continues to be highly complex with IT & business leaders jumping in and out of the process
2
Scope Plan Select Implement Review20
30
40
50
60
70
80
Senior Non-IT
Non-IT Role Leader
CIO
IT Role Manager
IT Individual Contributor
![Page 3: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/3.jpg)
In fact, social networks influence the ENTIRE decision making process
3
54% 45% 46% 44%47%
Awareness Scope Plan Select Implement
Stages of decision making
96%Increase in
past 2 years
Source: Q3 2012 commissioned study conducted by Forrester Consulting on behalf of LinkedIn
68%Increase in
past 2 years
76%Increase in
past 2 years
74%Increase in
past 2 years
![Page 4: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/4.jpg)
LinkedIn is the preferred choice for IT decision makers
4
LinkedIn Personal Social Networks
Microblogs
95%
45% 44%
Among ITDMs who use at least one for business
Social networks used for business in the past year*:
* Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
![Page 5: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/5.jpg)
Why do ITDMs turn to social networks?
5
TTrust
learn from trustworthy
peers (58%)
EEfficiency
quickly find information
(40%)
RRelevance
relevant context to connect
with vendors(37% )
AAccess
access a broader network
(49%)
Source: Q3 2012 commissioned study conducted by Forrester Consulting on behalf of LinkedIn
![Page 6: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/6.jpg)
TRUST: LinkedIn as a trusted channel to learn from peers and connect with vendors
6
Provides a trusted channel for vendor in-formation
Allows me to learn from trustworthy peers
32%
44%
43%
46%
55%
74%
LinkedIn Microblogs Personal social networks
ITDMs who use each network
Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
![Page 7: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/7.jpg)
EFFICIENCY: LinkedIn makes information research faster
7
Enables me to quickly find information
34%
42%
54%
LinkedIn Microblogs Personal social networks
Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
ITDMs who use each network
![Page 8: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/8.jpg)
RELEVANCE: LinkedIn provides a more relevant context to connect with vendors
8
Surfaces insights that are relevant to my needs
Provides a relevant context to connect with vendors
41%
39%
49%
52%
71%
72%
LinkedIn Microblogs Personal social networks
Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
ITDMs who use each network
![Page 9: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/9.jpg)
ACCESS: LinkedIn provides a broader network of peers and experts
9
Provides opportunities to learn from experts
Provides access to a broader network of peers
35%
54%
49%
54%
70%
86%
LinkedIn Microblogs Personal social networks
Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
ITDMs who use each network
![Page 10: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/10.jpg)
As a result of value, ITDMs incorporate LinkedIn into their regular work routines
10
iPad
12
am
1a
m
2a
m
3a
m
4a
m
5a
m
6a
m
7a
m
8a
m
9a
m
10
am
11a
m
12
pm
1p
m
2p
m
3p
m
5p
m
6p
m
7p
m
9p
m
10
pm
11p
m
Desktop
Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
of ITDMs visit LinkedIn monthly or more75%
![Page 11: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/11.jpg)
3X more connected
60% more likely to use LinkedIn Today
4X more likely to follow tech companies on LinkedIn
ITDMs: members in IT function, Manager+
ITDMs are especially active in leveraging features and tools on LinkedIn, compared to the average professional
11
Compared to the average user, ITDMs on LinkedIn are:
Source: Internal data, August 2012
![Page 12: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/12.jpg)
7 out of 10members expect companies
to have a presence on LinkedIn
Members want a relationship with you
![Page 13: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/13.jpg)
Members want a relationship with you
79%Up-to-date information
51%Product/service information
![Page 14: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/14.jpg)
Connecting with and influencing IT Decision-Makers
Innovations In Health
Smarter Cities Connect
Citrix Virtualization Technology
SAP Community
![Page 15: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/15.jpg)
66K Views
![Page 16: IT Purchasing Goes Social](https://reader035.fdocuments.in/reader035/viewer/2022062617/54b809614a7959a7128b457d/html5/thumbnails/16.jpg)
16
Key Take-Aways
Develop a trusted presence on the most relevant channels
Communicate during the entire purchase process
Target influencers who can spread your message
Provide insights that are relevant to the context
Listen to when, where, and how ITDMs want to engage