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
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