European IT Buying In 2010-2011: Procurement, Investment & Industry Trends Outlook

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					An ICD Research report in association with Computer Business Review:




European IT Buying In 2010-2011:
Procurement, Investment And Industry
Trends Outlook
                                                                                Reference Code: ICDR1048

                                                                                Publication Date: MARCH 2010




European IT Buying In 2010-2011: Procurement, Investment And                                     ICDR1048 /MARCH 2010
Industry Trends Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                                  Page (1)
  Table Of Contents




1           Table Of Contents

1     Table Of Contents                                                                                     2

1.1      List Of Tables                                                                                     5

1.2      List Of Figures                                                                                    8


2     Introduction                                                                                        10

2.1      What Is This Report About?                                                                        10

2.2      Methodology                                                                                       10

2.3      Profile Of Survey Respondents                                                                     11


3     Executive Summary                                                                                   14
    3.1.1       The European Technology Industry Is Generally Optimistic About Revenue Growth In 2010      14
    3.1.2       The European Technology Industry Is Optimistic About Market Growth In Russia And Germany 14
    3.1.3       Technology Buyer Companies Will Be Increasing Procurement Spend Over The Next 12 Months
    And Have Strict Cost Savings Targets                                                                   14
    3.1.4       Industry Players Face Key Challenges In Cost Containment, Shaping New Business Models and
    Price Pressures                                                                                        15
    3.1.5       Suppliers Must Update Their Knowledge Of Buyer Needs In The Areas Of Price, Speed of
    Delivery And Financial Strength                                                                        15
    3.1.6       Buyers Are Adopting Various Risk Mitigation Methods To Maintain Business Continuity        15


4     Industry Dynamics                                                                                   16

Key findings:                                                                                              16

4.1      Revenue Growth Expectations In The Technology Industry                                            16

4.2      Future Developments In Competitive Structure In The Industry                                      21

4.3      Merger And Acquisition Activity Predictions                                                       23


5     Technology Market Growth Outlook                                                                    26

Key findings:                                                                                              26

5.1      Regional Growth Forecasts In The Technology Industry By Country                                   26

5.2      Market Growth Forecasts By Industry Sector                                                        29

European IT Buying In 2010-2011: Procurement, Investment And                           ICDR1048 /MARCH 2010
Industry Trends Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                         Page (2)
  Table Of Contents




6     Threats And Opportunities For The Technology Industry                                      34

Key findings:                                                                                     34

6.1      Leading Business Concerns For The Period 2010-2011                                       34

6.2      Key Actions To Overcome Business Threats: Cost Management                                38

6.3      Key Actions To Overcome Business Threats: Driving Sales                                  42

6.4      Key Supplier Actions To Maintain And Win Buyer Business                                  45


7     Technology Industry Buyer Spend Activity                                                   51

Key findings:                                                                                     51

7.1      Annual Procurement Budgets                                                               51

7.2      Procurement Cost Saving Targets In The Technology Industry                               54

7.3      Planned Change In Procurement Spend                                                      59

7.4      Planned Change In Procurement Spend By Product And Service Category                      63


8     Procurement Behaviors And Strategies                                                       67

Key findings:                                                                                     67

8.1      Critical Success Factors For Supplier Selection                                          67

8.2      Expected Future Changes In Procurement Objectives                                        72

8.3      Areas Of Future Value Creation In Procurement Strategy                                   75

8.4      Mitigating Supplier Failure and Maintaining Business Continuity                          79

8.5      Planning Against Business Supply Contingencies                                           82


9     Appendix                                                                                   84

9.1      Survey Results: Closed Questions                                                         84

9.2      Methodology                                                                              91

9.3      Contact Us                                                                               92



European IT Buying In 2010-2011: Procurement, Investment And                    ICDR1048 /MARCH 2010
Industry Trends Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                Page (3)
  Table Of Contents




9.4      About ICD Research                                                                       92

9.5      Disclaimer                                                                               92




European IT Buying In 2010-2011: Procurement, Investment And                    ICDR1048 /MARCH 2010
Industry Trends Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                Page (4)
  Table Of Contents




1.1           List Of Tables
Table 1:   Count Of European Technology Industry Survey Respondents By Company Type (Number Of
     Respondents), 2010 Industry Survey ...................................................................................................................................... 11
Table 2:     Buyer Respondents By Organization’s Global Turnover (% Buyer Respondents), European Technology
     Industry, 2010 ............................................................................................................................................................................. 11
Table 3:            Buyer Respondents By Job Role (% Buyer Respondents), European Technology Industry, 2010.................12
Table 4:     Buyer Respondents By Organization’s Total Employee Size (% Buyer Respondents), European Technology
     Industry, 2010 ............................................................................................................................................................................. 12
Table 5:     Supplier Respondents By Organization’s Global Turnover (% Supplier Respondents), European Technology
     Industry, 2010 ............................................................................................................................................................................. 13
Table 6:            Supplier Respondents By Job Role (% Supplier Respondents), European Technology Industry, 2010 ........13
Table 7:   Supplier Respondents By Organization's Total Employee Size (% Supplier Respondents), European
     Technology Industry, 2010 ...................................................................................................................................................... 13
Table 8:    Company Revenue Growth Optimism Trend By European Technology Industry Company Type: Technology
     Buyers, IT Vendors (% All Respondents), 2009-2010 .......................................................................................................... 19
Table 9:   Company Revenue Growth Optimism In The European Technology Industry By Turnover (% All
     Respondents), 2010 .................................................................................................................................................................. 19
Table 10: Technology Buyers Industry: Market Predictions Of The Fastest And Slowest Growing Regions (%
     Technology Buyers Respondents), 2010 ............................................................................................................................... 27
Table 11: IT Vendors Industry: Market Predictions Of The Fastest And Slowest Growing Regions (% IT Vendors
     Respondents), 2010 .................................................................................................................................................................. 28
Table 12: Technology Buyers’ Predictions Of The Fastest And Slowest Growing Industry Sectors (% Technology
     Buyers Respondents), 2010 ..................................................................................................................................................... 31
Table 13: IT Vendors Predictions Of The Fastest And Slowest Growing Industry Sectors (% IT Vendors
     Respondents), 2010 .................................................................................................................................................................. 33
Table 14: Technology Buyers Vs. IT Vendors: Leading Business Concerns For The Period 2010-2011 Among
     European Technology Industry Buyers And Suppliers (% All Respondents), 2010 ........................................................ 37
Table 15: Leading Business Concerns For The Period 2010-2011 Among European Technology Industry Buyers And
     Suppliers By Company Turnover (% All Respondents), 2010............................................................................................. 38
Table 16: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The European
     Technology Industry (% All Respondents), 2010 ................................................................................................................. 40
Table 17: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The European
     Technology Industry – Senior Level Responses Only (% CEO / MD / Board Level Respondents), 2010 ...................40
Table 18: Most Important Actions Being Implemented To Facilitate Cost Containment In 2010-2011 In The European
     Technol
				
DOCUMENT INFO
Description: Summary “European IT Buying In 2010-2011” is a new report published by ICD Research that analyzes how IT buyers spend, procurement strategies & practices and business planning will be shaped in 2010 to 2011. In an uncertain economic climate this report gives you access to the category-level spending outlooks, buyer budgets, supplier selection criteria, business challenges and investment opportunities of leading purchase decision makers. The report also identifies buyers and suppliers market growth, M&A and investment expectations. The research is based on an extensive survey of senior and C-level industry executives from our market leading panels. Scope • Opinions and forward looking statements of 324 industry executives are captured in our in-depth survey, of which over 47% represent Directors, C-levels & Departmental Heads and a further 25% represent senior engineers • Analysis on buyer spend, procurement and industry developments by IT buyers and IT vendors worldwide • Key topics include IT buyer spend activity, procurement behaviors & strategies, threats & opportunities for the IT industry and how these have been affected by the economic uncertainty • In the report buyers identify what suppliers need to do to maintain their business and the key actions being taken by industry players to overcome the leading business threats • The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior purchase decision makers and leading vendor organizations • The geographical scope of the research is regional – drawing on the activity and expectations of leading industry players across Europe Reasons To Buy • Drive revenues by understanding future product investment areas and growth regions by leading industry players • Formulate effective sales & marketing strategies by identifying how buyer budgets are changing and where spend will be directed to in the future • Better promote your business by ali
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